Inhibited power motivation and persuasive communication: A lens model analysis

Journal of Personality

Volumn 70, Issue 4, 2002, Pages 553-582

  Schultheiss, Oliver C ^a,b   Brunstein, Joachim C ^a  

^a UNIVERSITY OF POTSDAM   (Germany)

^b UNIVERSITY OF MICHIGAN   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

ADULT; ARTICLE; BEHAVIOR; CLINICAL TRIAL; COMPARATIVE STUDY; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; FEMALE; HUMAN; IMAGINATION; INHIBITION (PSYCHOLOGY); MALE; MOTIVATION; NONVERBAL COMMUNICATION; PERSONALITY TEST; PERSUASIVE COMMUNICATION; RANDOMIZED CONTROLLED TRIAL; RELAXATION TRAINING; VERBAL BEHAVIOR;

ADULT; FEMALE; HUMANS; IMAGINATION; INHIBITION (PSYCHOLOGY); MALE; MOTIVATION; NONVERBAL COMMUNICATION; PERSONALITY ASSESSMENT; PERSUASIVE COMMUNICATION; POWER (PSYCHOLOGY); PROJECTIVE TECHNIQUES; RELAXATION TECHNIQUES; VERBAL BEHAVIOR;

EID: 0036676564     PISSN: 00223506     EISSN: None     Source Type: Journal    
DOI: 10.1111/1467-6494.05014     Document Type: Article

References (56)

1. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
2. Borkenau, P., & Liebler, A. (1992). Trait inferences: Sources of validity at zero acquaintance. Journal of Personality and Social Psychology, 62, 645-657.
3. Borkenau, P., & Liebler, A. (1995). Observable attributes as manifestations and cues of personality and intelligence. Journal of Personality, 63, 1-25.
4. Brunstein, J. C., Schultheiss, O. C., & Grässmann, R. (1998). Personal goals and emotional well-being: The moderating role of motive dispositions. Journal of Personality and Social Psychology, 75, 494-508.
5. Brunswik, E. (1965). The conceptual framework of psychology. In O. Neurath (Ed.), International encyclopedia of unified science (4th ed., Vol. 1, No. 10, pp. 1-102). Chicago: University of Chicago Press.
6. Cohen, J., & Cohen, P. (1983). Applied multiple regression/correlation analysis for the behavioral sciences (2nd ed.). Hillsdale NJ: Erlbaum.
7. DeMaris, A. (1992). Logit modeling: Practical applications. Newbury Park CA: Sage.
8. Driskell, J. E., Olmstead, B., & Salas, E. (1993). Task cues, dominance cues, and influence in task groups. Journal of Applied Psychology, 78, 51-60.
9. Eibl-Eibesfeldt, I. (1995). Die Biologie des menschlichen Verhaltens: Grundriß der Humanethologie [The biology of human behavior: Principles of human ethology] (3rd ed.). München: Piper.
10. Epstein, S. (1994). Integration of the cognitive and the psychodynamic unconscious. American Psychologist, 49, 709-724.
11. Fontana, A. F., Rosenberg, R. L., Marcus, J. L., & Kerns, R. D. (1987). Type A behavior pattern, inhibited power motivation, and activity inhibition. Journal of Personality and Social Psychology, 52, 177-183.
12. Funder, D. C., & Sneed, C. D. (1993). Behavioral manifestations of personality: An ecological approach to judgmental accuracy. Journal of Personality and Social Psychology, 64, 479-490.
13. Gangestad, S. W., Simpson, J. A., DiGeronimo, K., & Biek, M. (1992). Differential accuracy in person perception across traits: Examination of a functional hypothesis. Journal of Personality and Social Psychology, 62, 688-698.
14. Gifford, R. (1994). A lens-mapping framework for understanding the encoding and decoding of interpersonal dispositions in nonverbal behavior. Journal of Personality and Social Psychology, 66, 398-412.
15. Gifford, R., Ng, C. F., & Wilkinson, M. (1985). Nonverbal cues in the employment interview: Links between applicant qualities and interviewer judgments. Journal of Applied Psychology, 70, 729-736.
16. Harper, R. G. (1985). Power, dominance, and nonverbal behavior: An overview. In S. L. Ellyson & J. F. Dovidio (Eds.), Power, dominance, and nonverbal behavior (pp. 29-48). New York: Springer.
17. Jacobs, R. L., & McClelland, D. C. (1994). Moving up the corporate ladder: A longitudinal study of the leadership motive pattern and managerial success in women and men. Consulting Psychology Journal Practice and Research, 46, 32-41.
18. Jemmott, J. B., Borysenko, J. Z., Borysenko, M., McClelland, D. C., Chapman, R., Meyer, D., & Benson, H. (1983). Academic stress, power motivation, and decrease in secretion rate of salivary secretory immunoglobulin A. Lancet, 8339, 1400-1402.
19. Jenkins, S. R. (1994). Need for power and women's careers over 14 years: Structural power, job satisfaction, and motive change. Journal of Personality and Social Psychology, 66, 155-165.
20. Keating, C. F. (1985). Human dominance signals: The primate in us. In S. L. Ellyson & J. F. Dovidio (Eds.), Power, dominance, and nonverbal behavior (pp. 89-108). New York: Springer.
21. King, L. A. (1995). Wishes, motives, goals, and personal memories: Relations of measures of human motivation. Journal of Personality, 63, 985-1007.
22. Lippa, R. (1998). The nonverbal display and judgment of extraversion, masculinity, femininity, and gender diagnosticity: A lens model analysis. Journal of Research in Personality, 32, 80-107.
23. Mason, A., & Blankenship, V. (1987). Power and affiliation motivation, stress, and abuse in intimate relationships. Journal of Personality and Social Psychology, 52, 203-210.
24. McClelland, D. C. (1975). Power: The inner experience. New York: Irvington Publishers.
25. McClelland, D. C. (1979). Inhibited power motivation and high blood pressure in men. Journal of Abnormal Psychology, 88, 182-190.
26. McClelland, D. C. (1987). Human motivation. New York: Cambridge University Press.
27. McClelland, D. C., & Boyatzis, R. E. (1982). Leadership motive pattern and long-term success in management. Journal of Applied Psychology, 67, 737-743.
28. McClelland, D. C., Davis, W. N., Kalin, R., & Wanner, E. (1972). The drinking man. New York: Free Press.
29. McClelland, D. C., Floor, E., Davidson, R. J., & Saron, C. (1980). Stressed power motivation, sympathetic activation, immune function, and illness. Journal of Human Stress, 6, 11-19.
30. McClelland, D. C., & Franz, C. E. (1992). Motivational and other sources of work accomplishments in mid-life: A longitudinal study. Journal of Personality, 60, 679-707.
31. McClelland, D. C., & Jemmott, J. B. (1980). Power motivation, stress and physical illness. Journal of Human Stress, 6, 6-15.
32. McClelland, D. C., & Kirshnit, C. (1988). The effect of motivational arousal through films on salivary immunoglobulin A. Psychology and Health, 2, 31-52.
33. McClelland, D. C., Koestner, R., & Weinberger, J. (1989). How do self-attributed and implicit motives differ? Psychological Review, 96, 690-702.
34. McClelland, D. C., & Pilon, D. A. (1983). Sources of adult motives in patterns of parent behavior in early childhood. Journal of Personality and Social Psychology, 44, 564-574.
35. McClelland, D. C., Ross, G., & Patel, V. (1985). The effect of an academic examination on salivary norepinephrine and immunoglobulin levels. Journal of Human Stress, 11, 52-59.
36. McKeachie, W. J. (1961). Motivation, teaching methods, and college learning. In M. R. Jones (Ed.), Nebraska Symposium on Motivation (Vol. 9, pp. 111-142). Lincoln, NE: University of Nebraska Press.
37. Mehrabian, A., & Williams, M. (1969). Nonverbal concomitants of perceived and intended persuasiveness. Journal of Personality and Social Psychology, 13, 37-58.
38. Miller, N., Maruyama, G., Beaber, R. J., & Valone, K. (1976). Speed of speech and persuasion. Journal of Personality and Social Psychology, 34, 615-624.
39. Peterson, B. E., & Stewart, A. J. (1993). Generativity and social motives in young adults. Journal of Personality and Social Psychology, 65, 186-198.
40. Ridgeway, C. L. (1987). Nonverbal behavior, dominance, and the basis of status in task groups. American Sociological Review, 52, 683-694.
41. Schultheiss, O. C. (2001). An information processing account of implicit motive arousal. In M. L. Maehr & P. Pintrich (Eds.), Advances in motivation and achievement (Vol. 12: New directions in measures and methods, pp. 1-41). Greenwich, CT: JAI Press.
42. Schultheiss, O. C., & Brunstein, J. C. (1999). Goal imagery: Bridging the gap between implicit motives and explicit goals. Journal of Personality, 67, 1-38.
43. Schultheiss, O. C., Campbell, K. L., & McClelland, D. C. (1999). Implicit power motivation moderates men's testosterone responses to imagined and real dominance success. Hormones and Behavior, 36, 234-241.
44. Schultheiss, O. C., & Rohde, W. (2002). Implicit power motivation predicts men's testosterone changes and implicit learning in a contest situation. Hormones and Behavior, 41, 195-202.
45. Shrout, P. E., & Fleiss, J. L. (1979). Intraclass correlation: Uses in assessing rater reliability. Psychological Bulletin, 86, 420-428.
46. Smith, C. P. (Ed.). (1992). Motivation and personality: Handbook of thematic content analysis. New York: Cambridge University Press.
47. Smith, C. P., Feld, S. C., & Franz, C. E. (1992). Methodological considerations: Steps in research employing content analysis systems. In C. P. Smith (Ed.), Motivation and personality: Handbook of thematic content analysis (pp. 515-536). New York: Cambridge University Press.
48. Sorrentino, R. M., & Boutillier, R. G. (1975). The effect of quantity and quality of verbal interaction on ratings of leadership ability. Journal of Experimental Social Psychology, 11, 403-411.
49. Veroff, J. (1957). Development and validation of a projective measure of power motivation. Journal of Abnormal and Social Psychology, 54, 1-8.
50. West, S. G., Aiken, L. S., & Krull, J. L. (1996). Experimental personality designs: Analyzing categorical by continuous variable interactions. Journal of Personality, 64, 1-48.
51. Winter, D. G. (1973). The power motive. New York: Free Press.
52. Winter, D. G. (1987). Leader appeal, leader performance, and the motive profiles of leaders and followers: A study of American presidents and elections. Journal of Personality and Social Psychology, 52, 196-202.
53. Winter, D. G. (1988). The power motive in women- and men. Journal of Personality and Social Psychology, 54, 510-519.
54. Winter, D. G. (1991). Manual for scoring motive imagery in running text (3rd ed.). Department of Psychology, University of Michigan, Ann Arbor: Unpublished manuscript.
55. Winter, D. G. (1992). Power motivation revisited. In C. P. Smith (Ed.), Motivation and personality: Handbook of thematic content analysis (pp. 301-310). New York: Cambridge University Press.
56. Winter, D. G., McClelland, D. C., & Stewart, A. J. (1982). A new defense of the liberal arts. San Francisco: Jossey-Bass.