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The Power Matching Effect: Why the P...

Dubois, David.

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The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless.

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless./
作者:	Dubois, David.
面頁冊數:	74 p.
附註:	Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .
Contained By:	Dissertation Abstracts International72-12A.
標題:	Business Administration, Marketing. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3469713
ISBN:	9781124860237

The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless.
Dubois, David.

The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless. - 74 p.

Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .

Thesis (Ph.D.)--Northwestern University, 2011.

This dissertation explores how place in a hierarchy affects both the communication of and receptiveness to persuasive messages. I propose that psychological states of power and powerlessness associated with one's place in a hierarchy accentuate both communication tendencies and sensitivities to competence and warmth. Specifically, at the delivery stage, I hypothesize that high-power persuaders will deliver more competent messages, whereas low-power persuaders will deliver warmer messages. Similarly, at the reception stage, high-power audiences will be more receptive to competent messages, whereas low-power audiences will embrace warm messages. Across five experiments and one field study with multiple operationalizations (role-playing, episodic priming, and semantic priming) of psychological power, I find evidence for a power matching effect: powerful persuaders were more effective in persuading powerful audiences, whereas powerless persuaders were more effective in persuading powerless audiences. I obtained convergence on the underlying role of warmth and competence in this power matching effect through both moderation and mediation. This power matching effect raises the broader possibilities that, similar to state dependent learning, persuasion is more effective when persuaders and audiences are in the same psychological state. Finally, I discuss the implications of this effect for interpersonal judgment and persuasion.

ISBN: 9781124860237Subjects--Topical Terms:

1017573
Business Administration, Marketing.

The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless.
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500 $a Adviser: Derek D. Rucker.
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