(Mis)Understanding Our Influence Over Others: A Review of the Underestimated-Compliance Effect
Bohns (2016) · Current Directions in Psychological Science, 25(2)
We use this paper in 3 places in the academy · 2 stated limits
What the study found
Research on requests shows that people underestimate how hard it is for others to refuse them. More people say yes than the askers predict, partly because saying no is more uncomfortable than the asker imagines.
In studies where participants asked more than 14,000 strangers for something, the people asking underestimated how many would say yes by 48% on average.
What the study cannot prove
This is a review of studies in which people asked strangers for small favours, such as directions, a short survey or the use of a phone. It is about requests, not invitations, and the people who were asked were strangers the asker would never see again.
Limits we note on the exercises
The review is about how askers underestimate this. Using it as advice for the person who refuses is our own step.
The studies looked at favours and small acts of help, not requests for someone's company. Applying them to that is our own step.
Where we use it
We use this paper in 3 places in the academy. If the paper turned out to be wrong, we would have to change everything in this list. Some of the exercise instructions below are part of Gold. You can read every finding for free.
In the topics · 2
In the videos · 1
Other papers used in the same places
These papers are used in the same topics and videos as this one. That does not mean the papers agree with each other. It only means that the same exercises use both.
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Craske, Treanor, Conway, Zbozinek & Vervliet (2014)Perspective Mistaking: Accurately Understanding the Mind of Another Requires Getting Perspective, Not Taking Perspective
Eyal, Steffel & Epley (2018)The Spotlight Effect in Social Judgment
Gilovich, Medvec & Savitsky (2000)It Doesn't Hurt to Ask: Question-Asking Increases Liking
Huang, Yeomans, Brooks, Minson & Gino (2017)Exposure Effects in the Classroom: The Development of Affinity Among Students
Moreland & Beach (1992)Research
A real study. We tell you what it found, how many people were in it, and what it can't prove.
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