Schultheiss Oliver C, Brunstein Joachim C
Department of Psychology, University of Potsdam, Germany.
J Pers. 2002 Aug;70(4):553-82. doi: 10.1111/1467-6494.05014.
The authors tested the hypothesis that after motive arousal, individuals with an inhibited power motive (IPM) would excel at a persuasive task and explored the behavioral strategies IPM individuals use to that purpose. Sixty-eight participants presented their point of view on a controversial subject to another person. Power motivation and inhibition were both assessed by a picture-story test. Prior to their presentation, half of the participants imaginatively explored the ensuing task. The other half was assigned to a no-imagery control condition. Lens model analysis of videotaped presentations revealed that IPM participants in the imagery condition were judged to be the most persuasive of all participants. This interactive effect of power motivation, inhibition, and imagery condition was accounted for by three behavioral cues: verbal fluency, gesturing, and eyebrow lifts. No comparable effects emerged among no-imagery participants.
在动机被激发后，具有抑制性权力动机（IPM）的个体在说服任务中会表现出色，并探索了IPM个体为此目的所使用的行为策略。68名参与者就一个有争议的话题向另一个人表达了自己的观点。权力动机和抑制性均通过图片故事测试进行评估。在他们进行陈述之前，一半的参与者进行了想象性的任务探索。另一半被分配到无想象的控制条件。对录像陈述的透镜模型分析显示，处于想象条件下的IPM参与者被认为是所有参与者中最具说服力的。权力动机、抑制性和想象条件的这种交互作用是由三种行为线索造成的：语言流畅性、手势和扬眉。在无想象参与者中未出现类似的效果。
