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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.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless./
Author:	Dubois, David.
Description:	74 p.
Notes:	Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .
Contained By:	Dissertation Abstracts International72-12A.
Subject:	Business Administration, Marketing. -
Online resource:	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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020 $a 9781124860237
035 $a (UMI)AAI3469713
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040 $a UMI $c UMI
100 1 $a Dubois, David. $3 1684781
245 1 4 $a The Power Matching Effect: Why the Powerful Persuade the Powerful but the Powerless Persuade the Powerless.
300 $a 74 p.
500 $a Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .
500 $a Adviser: Derek D. Rucker.
502 $a Thesis (Ph.D.)--Northwestern University, 2011.
520 $a 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.
590 $a School code: 0163.
650 4 $a Business Administration, Marketing. $3 1017573
650 4 $a Psychology, Social. $3 529430
650 4 $a Psychology, Experimental. $3 517106
690 $a 0338
690 $a 0451
690 $a 0623
710 2 $a Northwestern University. $b Marketing. $3 1043982
773 0 $t Dissertation Abstracts International $g 72-12A.
790 1 0 $a Rucker, Derek D., $e advisor
790 1 0 $a Galinsky, Adam D. $e committee member
790 1 0 $a Grayson, Kent $e committee member
790 1 0 $a Calder, Bobby J. $e committee member
790 $a 0163
791 $a Ph.D.
792 $a 2011
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3469713