Trust and Lateral Influence attempts: A Test of Gamson's Model in A group decision making simulation

Hani Handoko, -

1991 | Disertasi | S3 Economics

This study on Gamson's (1968) influence model is designed to test (1) the congruence hypotheses concerning the congruent relationships between partisans' levels of trust and the use of means of influence, and (2) the trust change hypotheses concerning the impact of the success or failure of congruent or noncongruent means of influence on changes in partisans' levels of trust and trust certainty. In addition, the effects of gender on the choice of a means of influence and gender differences in the use of influence on change in partisans, levels of trust and trust certainty. In addition, the effects differences in the use of influence strategies are examined. Using the research instrument developed by grimes and white (1980, 1983), there hypothesized relationships are tested at the interpersonal level of lateral influence interactions involving three consecutive influence attempts in a simulated group decision making setting.



The results of the multinomial logit analyses offer very weak support for both the congruence and the gender hypotheses. It is found that persuasion is the means of influence used most frequently by partisans, regardless of their initial levels of trust and their gender. The results of MANOVA followed by paired-comparison t-tests indicate only partial support for the trust change hypotheses. This study generates a number of theoretical and methodological issues that suggest important areas for future research.

Kata Kunci : Trust, Lateral Influence