Reinforcing and attracting functions of yielding.

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Abstract
Tested the reinforcement theory of attraction which assumes that agreement leads to attraction, that yielding leads to greater attraction than agreement alone, and that these effects are based on reinforcement. In 2 experiments 168 undergraduates learned an instrumental response, the reinforcement for which was the agreement or yielding of another person. Yielding led to greater attraction than did simple agreement (p < .001). Yielding was a more effective reinforcer than agreement as measured by response speed (1/latency) in a discrete-trials instrumental conditioning paradigm (p < .01), and this effect was shown to be replicable (p < .005). Withdrawal of agreements (extinction) led to a significant decrease in response speeds over trials (p < .005). (34 ref.) (PsycINFO Database Record (c) 2016 APA, all rights reserved)

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