The Expert Snare as an Influence Tactic: Surf, Turf, and Ballroom Demonstrations of Some Compliance Consequences of Being Altercast as an Expert

摘要

Two experiments provide evidence for a newly discovered influence tactic termed the expert snare. In the expert snare, alter-the target of influence-is cast into the role of "expert." In that role, alter attempts to maintain status by putting on the trappings of expertise, avoiding embarrassing disclosures, and accepting absurd proposals deemed necessary to uphold the role. Surfers, Frisbee players, and recreational dancers were altercast as experts in their respective domains. Relative to controls, such "experts" were more likely to support absurd proposals within their domain of expertise such as requiring surfboard bellies to be painted yellow with purple polka dots and students to take an orientation course on the non-existent activities of Tanzimat Frisbee and root dancing.