Abstract
In a 2 by 2 factorial design, high or low attraction for a simulated player (SP) was induced in 40 female college Ss. During a mixed-motive interaction, the SP sent intermittent promises of cooperation to Ss; the promises were either 10% or 90% credible. Results indicated a main effect of promise credibility on S cooperativeness on message-relevant trials. Liking for and evaluation of the SP were inversely related to perceived potency. Changes in attraction from pre- to postmeasures supported an expectancy theory of attraction.
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This research was supported by Grant GS-27059 from the National Scissence Foundation to the last author. The authors take this opportunity to thank Thomas Bonoma, Robert Brown, Derek Carpenter, Vincent Franconere, Mary Beth Meschinelli, Frank Monteverde, Patricia O’Rorke, Barry Schlenker, and R. Bob Smith III for their help during various phases of this research. This paper is endorsed and sponsored by Norman Greenfeld, who takes full editorial responsibility for its contents.
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Ayers, L., Nacci, P. & Tedeschi, J.T. Attraction and reactions to noncontingent promises. Bull. Psychon. Soc. 1, 75–77 (1973). https://doi.org/10.3758/BF03333345
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DOI: https://doi.org/10.3758/BF03333345