[The impact of training on interpersonal influence].
Contemporary research on interpersonal influence has shown that individuals scoring high in Need for Cognition (NC) are able to generate a large number of arguments in order to convince other people. However, research has also shown that such an effort does not necessarily lead them to be more persuasive or more efficient in their group performance. The present research analysed this state of affairs, replicating and extending previous research by showing that appropriate training in socio-emotional group dimensions can increase group performance for individuals high in NC. Potential underlying mechanisms for such an effect are discussed.
Briñol
Pablo
P
Facultad de Psicología, Universidad Autónoma de Madrid, Madrid, Spain. pablo.brinnol@uam.es
Horcajo
Javier
J
Díaz
Darío
D
Valle
Carmen
C
Becerra
Alberto
A
de Miguel
Jesús
J
D000339:Affect; D006126:Group Processes; D006801:Humans; D007398:Interpersonal Relations; D007858:Learning; D009042:Motivation; D010565:Persuasive Communication; D011209:Power, Psychological