Inhibited power motivation and persuasive communication: a lens model analysis.
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.
Schultheiss
Oliver C
OC
Department of Psychology, University of Potsdam, Germany. oschult@umich.edu
Brunstein
Joachim C
JC
D000328:Adult; D005260:Female; D006801:Humans; D007092:Imagination; D007266:Inhibition, Psychological; D008297:Male; D009042:Motivation; D009633:Nonverbal Communication; D010552:Personality Assessment; D010565:Persuasive Communication; D011209:Power, Psychological; D011386:Projective Techniques; D012064:Relaxation Therapy; D014705:Verbal Behavior