menu
Weekly Online Magazine
ISSN 2544-5839
zamknij
Work In Media image

11.09.2023 Media industry

Selfish Trap: A New Social Influence Technique

Krzysztof Fiedorek

Three psychologists from SWPS University have described a social influence method suggesting people are more willing to complete a task if it highlights a quality important to them, such as loyalty, intelligence, or rationality.
Poczytaj artykuł wydanie polskie w wydaniu polskim

Selfish Trap: A New Social Influence Techniqueillustration: bing.com/create

What is the selfish trap technique? Dariusz Doliński, Tomasz Grzyb, and Wojciech Kulesza from SWPS University explain that its effectiveness depends on how the request is made. It should be framed so that individuals who consider themselves intelligent feel compelled to comply. Refusal should make them feel they lack the quality in question.

Even as children, we unknowingly fall into this trap, but adults are just as susceptible. To test this, the researchers conducted two experiments.

Not a Compliment, Nor a Coincidence


In the first experiment, the researchers tried to pressure people into filling out a survey. They used the term "intelligence" because most people see themselves as intelligent, and belief in one’s intellectual abilities is important for self-esteem. The researchers hypothesized that referencing this trait would make people more inclined to agree. The study included 532 participants, both women and men.

  • In the first part, the researcher approached individuals at a bus stop, asking them to complete a survey needed for academic credit.
  • In the second part, the researcher expanded the request, stating the survey was intended for intelligent people.


In the first part, 174 out of 532 participants (about 33%) agreed to participate. In the second part, 279 participants (over 52%) complied. The difference between these results was statistically significant.

- First, the design of the initial experiment allowed for multiple interpretations, such as seeing it as a compliment. The statement mentioned seeking intelligent people, and the person was implied to be one of them. The second experiment eliminated these doubts, explains Prof. Dariusz Doliński, one of the study authors, in a summary published on SWPS University`s website. - Second, when two experiments with different scenarios yield similar patterns, the researcher gains confidence that it’s not a coincidence. Third, if only the first experiment were conducted, doubts might arise as to whether the technique works only for gaining consent to participate in a survey and not for more significant decisions.

Rationality? We Like to Have It


The next phase of the study tested whether appealing to participants` sense of rationality would be equally compelling. The results were just as clear.

In the first scenario, a car dealership employee called a client, asking if they wanted to schedule a vehicle inspection at an authorized service center. If the client agreed, an appointment was made. In the second scenario, the conversation was identical, but the employee added that studies show rational customers prefer authorized service centers.

In the first scenario, 25 out of 60 participants (about 42%) agreed to the inspection. In the second scenario, 43 out of 60 participants (nearly 72%) agreed. Observing actual behavior, 22 participants (over 36%) from the first group showed up for the inspection, compared to 40 participants (over 66%) in the second group.

SELF PROMOTION. Listen to the story of Vanuatu Daily Post. Discover our #mediaHISTORY podcast

Opportunities and... Risks


The SWPS researchers emphasize that the selfish trap is not inherently unethical. It can be used for positive purposes, such as discouraging harmful habits, adopting healthier routines, or supporting important causes. However, it can also be employed as a manipulation technique.

- For any influence technique, reflection is the best defense. One should avoid acting automatically and instead consider whether the suggestion aligns with their values and personal interests, explains Prof. Doliński in the study’s summary. - If the balance is negative, a response such as "Perhaps some intelligent people do this, but others do not. I belong to the latter group, thank you for the suggestion, but I’ll pass" is sufficient.

The concept of the selfish trap, a new social influence technique not previously described in literature, was presented by SWPS University psychologists Professors Dariusz Doliński, Tomasz Grzyb, and Wojciech Kulesza in the journal Social Influence.

source: SWPS University

Share the article:

dodaj na Facebook prześlij przez Messenger dodaj na Twitter dodaj na LinkedIn

COMMERCIAL BREAK
Work In Media

New articles in section Media industry

Influencers and social video rule information. Digital News Report 2025

Krzysztof Fiedorek
Seconds of vertical clips set the future of news. TikTok, YouTube and an army of influencers pull viewers away from TV sets and newspaper pages. Whoever masters this new pulse seizes not only attention but also control of the story.

Cyberviolence and hate disguised as a joke. The RAYUELA report on youth

Krzysztof Fiedorek
The study conducted in five countries reveals a harsh truth. Online violence is not evenly distributed. It is a digital map of prejudice that hurts the most those who stand out the most. "It’s just a joke." That’s how violence often begins. Young people go through it in silence.

Trust in social media. Youtube beats TikTok and X

Krzysztof Fiedorek
Do we really trust social media? A new study reveals major differences in how top platforms are rated. Trust goes where there's authenticity, not just algorithms. The role of people is growing while brand influence is fading.


See articles on a similar topic:

Mass Media in Poland

Agnieszka Osińska
Into the decade of years 90. Poland entered with media national, subjected to the political control. Starting from the half of 1989 our media market underwent transformations, biggest probably from the time of the World War II.

Fake News in Poland. Challenges in Assessing Information Credibility

RINF
One in four information consumers relies on sources where verifying credibility is a significant challenge. Fake news remains a major issue, as indicated by 77% of respondents, with 51% admitting they struggle to discern truth from falsehood, according to Deloitte's *Digital Consumer Trends 2021* report.

How Journalists Use Social Media

Bartłomiej Dwornik
Primarily, they seek inspiration from blogs and, less frequently, from Facebook. They rarely trust what they find, often approaching it with caution. Credibility does not necessarily correlate with attractiveness.

Digital media addiction. Why the brain can’t cope

KFi
Digital media can hijack the brain's reward system in ways similar to drugs and alcohol, warned psychiatrist and author Anna Lembke. She emphasized that compulsive use of digital platforms can become a serious addiction. Not just a bad habit or risky behavior.

More in the section: Media industry

community

Facebook LinkedIn X Twitter TikTok Instagram Threads Youtube Google News Blue Sky Social RSS

Reporterzy.info - online media studies magazine. The world of communication from the inside. Media, journalism, PR and marketing. Data, reports, analyses, advice. History and market, law, photography, job offers.


Work in media

United States
New York • Washington DC • Los Angeles • Chicago • Houston • Phoenix • Philadelphia United Kingdom
London • Birmingham • Manchester • Liverpool • Glasgow • Edinburgh Canada
Toronto • Ottawa • Montreal • Calgary Australia
Sydney • Melbourne • Brisbane • canberra Ireland, New Zealand, India

advertisement

Flying Tiger





Reporter shopping

Reporter shopping

Affordable laptops, notebooks and netbooks
Affordable laptops, notebooks and netbooks
for writing
Digital SLR and compact cameras
Digital SLR and compact cameras
for photographers
Books and e-books about media
Books and e-books about media
for reading
Video drones and flying cameras
Video drones and flying cameras
for pilots
Gimbals for stabilizing video
Gimbals for stabilizing video
for those on the move
Software and apps for creative work
Software and apps for creative work
for digital creators
More occasions

advertisementMedia Review 24/7
Read books and e-books

Read books and e-books

Okładka Media Control. The Spectacular Achievements of Propaganda
Media Control. The Spectacular Achievements of Propaganda
Okładka The 40-Day Social Media Fast
The 40-Day Social Media Fast
Okładka Social Media Marketing All-in-One For Dummies
Social Media Marketing All-in-One For Dummies
Okładka Mass Communication: Living in a Media World
Mass Communication: Living in a Media World
Okładka Beyond The Feed: A Social Media Success Formula
Beyond The Feed: A Social Media Success Formula
Okładka Hate, Inc.: Why Today`s Media Makes Us Despise One Another
Hate, Inc.: Why Today`s Media Makes Us Despise One Another
more books and e-books

Reporterzy.info

More about us

Our tools and services

Contact


© Dwornik.pl Bartłomiej Dwornik 2oo1-2o25