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Conceptualizing counseling as an instance of social influence has led several authors to suggest that factors such as credibility and interpersonal attraction, extensively researched by social psychologists, may be of importance in understanding counseling and other therapeutic relationships. These suggestions, and especially the article by Strong, have stimulated a great deal of research. That research and relevant, related research is reviewed with the intent of offering suggestions for future study and for considering the following questions: (a) Do counselors influence clients? (b) What cues do clients use to infer expertness, attractiveness, and trustworthiness in their counselors? (c) Is it useful to consider counseling as a social influence process?

In a counseling analog study of the effects of counselor "attractiveness" on counselor influence in counseling, 41 experimental and 13 control college males rated their need for achievement before, following, and 1 week after a short interview exploring their need for achievement. In experimental but not control conditions the interview ended with an interviewer attempt to influence the subjects' need for achievement ratings. Two interviewers and attractive or unattractive roles determined four conditions. Experimentals changed their ratings more than controls. While subjects perceived interviewers as intended, the roles were not differentially effective. However, attractive role subjects were less aware of the attempt to influence than were unattractive role subjects. Different long-and short-term effects of attractiveness are suggested. A person's social "attractiveness" is a function of another person's positive feelings about him, liking and admiration for him, desire to gain his approval, and desire to become more similar to him. Research on attractiveness indicates that perceived similarity and apparent liking generate attraction according to the law of attraction (Byrne, Griffitt, & Golightly, 1966;Byrne & Nelson, 1965) and the law of reciprocity of liking (Berscheid & Walster, 1969, p. 52). Studies of communication and attitude change have shown that attractiveness enhances the ability of a communicator to influence his audience (Back, 1951;Brock, 1965; Sapolsky, 1960). Strong (1968) has proposed that counselors generate attractiveness through unconditional positive regard and accurate empathy (Rogers, 1957; Truax & Carkhuff, 1967), as well as direct revealment of experiences, feelings, problems, and attitudes similar to those revealed by the client. The

The study was designed to evaluate the effects of perceived counselor "expertness" on counselor influence in counseling. Forty-nine college males rated their need for achievement-n Ach (a) 3 weeks before, (£>) immediately following, and (c) 1 week after a 20-minute individual interview in which they explored their n Ach. The interview ended with an interviewer attempt to influence their n Ach rating. Eight conditions were defined by (a) two male interviewers, (6) expert or inexpert interviewer introduction, and (c) expert or inexpert interviewer performance. Results were that (a) subjects perceived interviewers as intended, (6) subjects in the expert conditions changed their ratings more between the first and third self-rating than did subjects in inexpert conditions, and (c) the interviewers were differentially effective.

Two male and 2 female counselors at each of 3 levels of training and experience conducted an initial interview with a female confederate client who presented the same role to all counselors. Videotapes of these interviews were viewed by 120 undergraduates who rated the counselors' expertness, indicated counselor behaviors that contributed to their judgments, and rated their willingness to refer close friends to the observed counselors for various concerns. Only individual counselor performance contributed significantly to rated expertness. Data do not support those of L. D. Schmidt and S. R. Strong , which show an inverse relationship between training/experience and rated expertness. Willingness to refer was differentially related to rated expertness, depending on the client concern.