New research from HP Labs reveals how ’social influence’ can affect decision-making, particularly purchase decisions. Here are the key findings:
- Our choices (i.e. purchase behavior) can be reversed when we’re exposed to the recommendations of others. In a surprising twist, though, we’re more likely to change our minds when fewer, not more, people disagree with us.
- The influence is stronger when people are required to make their second decision sometime later, rather than immediately.
- Finally, the time people spend making the first decision significantly predicts whether they will reverse their decisions later on, while demographics such as age and gender do not.
The full report is available for viewing and download here. You can also find out more at this blog post on HP Data Central here.
Social Engineering anyone?


