Need for cognition and interpersonal influence: Individual differences in impact on dyadic decisions.

The role of need for cognition (NC; J. T Cacioppo & R. E. Petty, 1982) in dyadic decisions was investigated. Consistent with the notion that individual differences in NC correspond to differences in attitude strength, the prediscussion views of people high in NC were found to be more predictive of dyadic decisions than were the prediscussion views of people low in NC. High-NC people were viewed by their discussion partners (and by themselves) as being more effective persuaders, generating more arguments to support their views (and thus counter those of their partners), and generating more valid arguments than their low-NC counterparts. The role of individual differences in understanding asymmetries in group member influence and in predicting collective decision outcomes is discussed.