Episode from the podcastOpinion Science

#21: More Influence Than You Realize with Vanessa Bohns

Released Monday, 28th September 2020
Good episode? Give it some love!
Vanessa Bohns studies the difference between how much influence people have and how influence they think they have. On the podcast, we talk about her studies, why people underestimate their influence, and whether this means we should try asking for more than we do now.
If you sit tight until next year, Dr. Bohns has a book coming out called You Have More Influence than You Think.
A few things that come up in our conversation:
  • For a general overview of Dr. Bohns’ research on this topic, you can check out this article in Harvard Business Review or her review in Current Directions in Psychological Science.
  • People underestimate how many people they have to ask in order to get someone to agree to do something (Flynn & Bohns, 2008).
  • People even underestimate their influence in getting people to do ethically questionable things (Bohns, Roghanizad, & Xu, 2014).
  • We don’t realize how uncomfortable it is for people to say no to requests (Bohns & Flynn, 2010).
  • The influence process is different between in-person versus emailed requests (Roghanizad & Bohns, 2017).
  • People’s biases about influence even extend to how they think about unwanted romantic advances (Bohns & DeVincent, 2019).
  • We break down the difference between the “spotlight effect” and the “invisibility cloak” bias.
  • Tory Higgins’ “saying is believing” effect shows how much power audiences have (Higgins & Rholes, 1978).

Learn more about Opinion Science at http://opinionsciencepodcast.com/ and follow @OpinionSciPod on Twitter.

Episode Reviews

This episode hasn't been reviewed yet. You can add a review to show others what you thought.

This podcast, its content, and its artwork are not owned by, affiliated with, or endorsed by Podchaser.
Rate Episode

Share This Episode

Recommendation sent

Join Podchaser to...

  • Rate podcasts and episodes
  • Follow podcasts and creators
  • Create podcast and episode lists
  • & much more

Episode Details

46m 49s
Episode Type

Episode Tags

Do you host or manage this podcast?
Claim and edit this page to your liking.