Ostracism increases social susceptibility

TLDR

Ostracism is a universal social control tactic that prompts excluded individuals to alter behavior to regain acceptance, often increasing their susceptibility to influence. The study examined whether ostracized participants exhibit greater social susceptibility to later influence attempts. Sixty‑five undergraduates were randomly assigned to a 2 (Inclusion vs. Ostracism) × 3 (compliance tactics: foot‑in‑the‑door, target request only, door‑in‑the‑face) design, where they played Cyberball and then received a money‑donation request.

Abstract

Ostracism, the act of ignoring and excluding, is a universally applied tactic of social control. Individuals who detect ostracism often change their behaviors to be readmitted into the group, even if it means becoming excessively socially susceptible to influence. We tested whether ostracized individuals are more socially susceptible to a subsequent influence attempt. In this study, 65 undergraduates were randomly assigned to a 2 (Inclusion or Ostracism)×3 (Compliance tactic: foot‐in‐the door, target request only, door‐in‐the‐face) between‐participants design. The participants played Cyberball and were either included or ostracized, and then they were approached with a request to donate money. Despite no differences between the three tactics, ostracism increased compliance across all request types. Our discussion focuses on the implications for ostracism‐induced social susceptibility.