Using Communicator Power to Foster Warmth Or Competence

David Dubois, Northwestern University, USA
Derek Rucker, Northwestern University, USA
Adam Galinsky, Northwestern University, USA
This research explores how psychological power affects the communication and reception of persuasive messages. We propose that states of powerlessness increase communicators’ warmth and results in greater persuasiveness against powerless recipients. In contrast, states of powerfulness enhance communicators’ competence, resulting in greater persuasiveness against powerful recipients.
[ to cite ]:
David Dubois, Derek Rucker, and Adam Galinsky (2011) ,"Using Communicator Power to Foster Warmth Or Competence", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 22-23.