Abstract
Although a great deal of research has investigated the goals served by being influenced by others, virtually none has examined the goals served by having influence over others. The purpose of this paper is to draw attention to this understudied research area. Drawing on related research and theory, we suggest that having influence over others serves five needs and/or goals—for accuracy, belongingness, self-esteem, control, and meaningful existence. Different types of social influence are compared and contrasted in the context of relevant dimensions of influence. We also make a number of suggestions for research to test this model.