COST-EQUALIZATION APPLICATIONS TO ASYMMETRIC INFLUENCE PROCESSES

The individual learning principle of cost equalization is used to acco unt for the emergence of a reproducible power and influence structure in dyadic interaction. This principle predicts that in situations in w hich the outcomes of collective actions apply to the dyad rather than to individuals, simultaneous dependent learning mechanisms will genera te an inequitable and unequal power relation favoring the actor who ma kes more attempts at influence. This hypothesis was tested with two di fferent experiments: In both, the findings supported the cost-equaliza tion model. The difference between these findings and others in the li terature is attributed to our focus on dyads whose interaction structu re permits spontaneous initiation of influence attempts.