Need for approval and susceptibility to unintended social influence.

Investigated the relationship between Ss' need for approval and their susceptibility to the subtle unintended influence of biased Es. 48 female undergraduates divided into high- and low-need-for-approval groups (on the basis of their Marlowe-Crowne Social Desirability scale scores) were tested by 6 male Es. It was suggested that prior failures to find such a relationship were due to the absence during the programmed pretask interaction of E and S of cues which would be likely to arouse S's approval motivation and thereby make him more susceptible to E's influence. A single sentence designed to arouse S's motivation was thus inserted into the standard pretask instructions. Under these conditions, Ss high in need for approval demonstrated a significant susceptibility to E expectancy effects, while low-approval-motivation Ss did not. (PsycINFO Database Record (c) 2010 APA, all rights reserved)