Show simple item record

dc.contributor.authorHertz, Uri
dc.contributor.authorTyropoulou, Evangelia
dc.contributor.authorTraberg, Cecilie
dc.contributor.authorBahrami, Bahador
dc.date.accessioned2021-10-20T15:22:38Z
dc.date.available2021-10-20T15:22:38Z
dc.date.issued2020-10-20
dc.date.submitted2020-07-02
dc.identifier.issn2045-2322
dc.identifier.others41598-020-74857-5
dc.identifier.other74857
dc.identifier.urihttps://www.repository.cam.ac.uk/handle/1810/329670
dc.description.abstractTheoretical works in social psychology and neuroscientific evidence have proposed that social rewards have intrinsic value, suggesting that people place a high premium on the ability to influence others. To test this hypothesis, we asked whether, and under what conditions, people are willing to forgo monetary reward for the sake of influencing others' decisions. In four experiments, online and lab-based participants competed with a rival for influence over a client. The majority of participants sacrificed some of their financial reward to increase their chance of being selected over their rival within the experiment. Willingness to pay was affected by the participant's current level of influence and performance, as participants were most likely to pay to promote their competence after having given good advice that had been ignored by the client using a situation where monetary incentives fail to explain human motivations, our experiments highlight the intrinsic value of social influence.
dc.languageen
dc.publisherSpringer Science and Business Media LLC
dc.subjectArticle
dc.subject/631/477
dc.subject/631/477/2811
dc.subject/631/378/2649
dc.subject/631/378/3919
dc.subject/631/378/2645
dc.subjectarticle
dc.titleSelf-competence increases the willingness to pay for social influence.
dc.typeArticle
dc.date.updated2021-10-20T15:22:37Z
prism.issueIdentifier1
prism.publicationNameSci Rep
prism.volume10
dc.identifier.doi10.17863/CAM.77117
dcterms.dateAccepted2020-10-05
rioxxterms.versionofrecord10.1038/s41598-020-74857-5
rioxxterms.versionVoR
rioxxterms.licenseref.urihttp://creativecommons.org/licenses/by/4.0/
dc.identifier.eissn2045-2322
pubs.funder-project-idH2020 European Research Council (819040)
cam.issuedOnline2020-10-20


Files in this item

Thumbnail
Thumbnail
Thumbnail

This item appears in the following Collection(s)

Show simple item record