title: Using abstract language signals power.
abstract: Power can be gained through appearances: People who exhibit behavioral signals of power are often treated in a way that allows them to actually achieve such power (Ridgeway, Berger, & Smith, 1985; Smith & Galinsky, 2010). In the current article, we examine power signals within interpersonal communication, exploring whether use of concrete versus abstract language is seen as a signal of power. Because power activates abstraction (e.g., Smith & Trope, 2006), perceivers may expect higher power individuals to speak more abstractly and therefore will infer that speakers who use more abstract language have a higher degree of power. Across a variety of contexts and conversational subjects in 7 experiments, participants perceived respondents as more powerful when they used more abstract language (vs. more concrete language). Abstract language use appears to affect perceived power because it seems to reflect both a willingness to judge and a general style of abstract thinking.
authors: Marshall School of Business, University of Southern California.
authors: Cheryl J
authors: CJ
authors: Wakslak
authors: Rady School of Management, University of California-San Diego.
authors: Pamela K
authors: PK
authors: Smith
authors: Marshall School of Business, University of Southern California.
authors: Albert
authors: A
authors: Han
mesh_terms: D000328:Adult; D005260:Female; D006801:Humans; D007398:Interpersonal Relations; D008297:Male; D011209:Power, Psychological; D012929:Psychological Distance; D012938:Social Perception; D014705:Verbal Behavior / Q000502:physiology*