Briñol Pablo, Petty Richard E, Valle Carmen, Rucker Derek D, Becerra Alberto
Department of Social Psychology and Methodology, Universidad Autónoma de Madrid, Campus de Cantoblancu, Madrid 28049, Spain.
J Pers Soc Psychol. 2007 Dec;93(6):1040-53. doi: 10.1037/0022-3514.93.6.1040.
In the present research, the authors examined the effect of a message recipient's power on attitude change and introduced a new mechanism by which power can affect social judgment. In line with prior research that suggested a link between power and approach tendencies, the authors hypothesized that having power increases confidence relative to being powerless. After demonstrating this link in Experiment 1, in 4 additional studies, they examined the role of power in persuasion as a function of when power is infused into the persuasion process. On the basis of the idea that power validates whatever mental content is accessible, they hypothesized that power would have different effects on persuasion depending on when power was induced. Specifically, the authors predicted that making people feel powerful prior to a message would validate their existing views and thus reduce the perceived need to attend to subsequent information. However, it was hypothesized that inducing power after a message has been processed would validate one's recently generated thoughts and thus influence the extent to which people rely upon their thoughts in determining their attitudes.
在本研究中，作者考察了信息接收者的权力对态度改变的影响，并引入了一种权力能够影响社会判断的新机制。与之前表明权力与趋近倾向之间存在联系的研究一致，作者假设拥有权力相对于无权而言会增强自信心。在实验1中证实了这种联系之后，在另外4项研究中，他们考察了权力在说服过程中的作用，这是权力何时被注入说服过程的一个函数。基于权力会验证任何可得心理内容这一观点，他们假设权力对说服的影响会因权力何时被诱发而有所不同。具体而言，作者预测在接收到信息之前让人们感到有权力会验证他们现有的观点，从而减少关注后续信息的感知需求。然而，据推测，在信息被处理之后诱发权力会验证一个人最近产生的想法，从而影响人们在确定态度时依赖其想法的程度。
