Different styles of influence tactics affect the likelihood of receiving support from peers

This study examines how the use of influence tactics between peers affects the likelihood of eliciting social support. The participants (261 college students) were asked to imagine themselves in one of six scenarios, which described a hypothetical peer agent who usually uses specific influence tactics and the strength of the friendship. Then the participants rated the likelihood of supporting the agent, when the agent confronted a stressful situation. The result shows that the participants gave less spontaneous support to an agent who used hard influence tactics, such as restricting their freedom in choosing a course of action. Regarding emotional support, when they are in a close relationship with the agent, the participants gave the most spontaneous support to the agent using soft influence tactics, such as ingratiation. Participants gave steady socio-emotional support to agents using rational influence tactics, regardless of their relationship. This study also examined how influence tactics affect the participants' impression of the agent.