Egotistic trap as a social influence technique

Abstract

Two experiments tested the effectiveness of an egotistic trap, a social influence technique based on the premise that people agree to requests that align with their desirable qualities. In the first experiment, people were asked to participate in a survey-based study. In the control conditions (standard request), approx. 32.7% said yes. Yet, when it was mentioned that intelligent individuals were sought after and the subject appeared intelligent, the percentage became 52.4%. The second experiment aimed to persuade car owners to have their cars inspected at an official service station. Of the participants, 56.7% agreed in the standard conditions. However, when the phrase ‘studies show that sensible customers have their cars inspected at official service stations’ was included, it became 71.7%.

Keywords

• egotistic trap
• persuasion
• request formulation