Abstract
The effects of prior agreement from others on one’s subsequent willingness to agree were examined under both individual and group-oriented conditions. Under both orientations, the level of subsequent agreement was highest following unanimous (100%) prior agreement from others, lowest following strong partial (75%) agreement, and moderate following still lower levels of prior agreement (50% and 25%). The applicability of social exchange formulations was tested and found inadequate under circumstances where the prospect of future gain from the exchange was minimal.
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This study is part of a program of research supported under Contract 4679 from the Group Psychology Branch, Office of Naval Research.
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Julian, J.W., Kimball, R.K. Effects of task orientation and level of prior agreement on willingness to agree. Psychon Sci 21, 213–215 (1970). https://doi.org/10.3758/BF03332448
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DOI: https://doi.org/10.3758/BF03332448