【商学院学术论坛】

题目：Vicarious Power: The Interpersonal Transference of Power

主讲人：张宁博士

地点：主教615会议室

时间：2018年1月3日中午12:30-14:00

主讲人介绍：

张宁博士，社会与心理学院讲师。

毕业于加拿大皇后大学心理系，师从文化心理学大家Lijun Ji。已有多篇论文发表于Journal of Cross-Cultural Psychology, Journal of Behavioral Decision Making, Emotion, Frontiers in Psychology等。

讲座摘要：Previous research on power has predominantly focused on power as an intrapersonal process. Relatively little research, however, has investigated the interpersonal transference of power. In the present research, I documented the vicarious power effect–people vicariously feel more powerful when their psychological connections with powerful figures were made salient. Compared to participants in the control conditions, who wrote about either a non-powerful figure with whom they felt psychologically connected or a powerful figure with whom they did not feel connected, participants writing about a powerful figure with whom they felt psychologically connected reported a higher level of power. This effect was true for both a real-life powerful figure (Study 1) and a powerful fictional character (Study 2). In Study 3, I found that, compared to participants in the control conditions (non-powerful but close, powerful but not close), participants writing about their experience of taking a picture together with a close and powerful person (close and powerful condition) made a lower counteroffer in a seller-buyer negotiation task. Furthermore, in Study 4, I found that, compared to participants in the control conditions (non-powerful but close, powerful but not close), participants writing about a close

and powerful person (close and powerful condition) were more likely to engage in self-beneficial lying behaviors and less likely to engage in other-beneficial lying behaviors. The research sheds light on vicarious psychological processes in general. Remaining issues and directions for future research are discussed.