Image Induction and Social Influence: Explication and Initial Tests

Image induction posits that social influencers can manipulate a target's self-image to gain increased compliance. By preceding a request with a question that creates a salient self-image in a target, targets are more likely to behave consistently with that image by complying with the request. Three studies provide empirical tests of image induction. Results indicate that the addition of an image-inducing pretreatment question is associated with increased rates of compliance when compared to a control group. These findings held across two types of image induction manipulations (helpfulness, willingness to try new things), two types of behaviors (agreeing to complete a survey, agreeing to receive a free soft drink sample), and both face-to-face and written requests.