权力感对炫耀性亲社会行为的影响

删除或更新信息，请邮件至freekaoyan#163.com(#换成@)

本站小编 Free考研考试/2022-01-01

姚琦¹, 吴章建¹(

), 张常清², 符国群³

1 重庆交通大学经济与管理学院重庆 400074
2 重庆大学经济与工商管理学院重庆 400044
3 北京大学光华管理学院北京 100871

收稿日期:2019-12-02出版日期:2020-12-25发布日期:2020-10-26
通讯作者:吴章建E-mail:wzj404987253@163.com

基金资助:* 国家自然科学基金面上项目(71772021);国家自然科学基金重点项目(71632001);教育部人文社会科学规划项目(17YJA630122);重庆市科技项目(cstc2016jcyjA0173)

Effect of power on conspicuous prosocial behavior

YAO Qi¹, WU Zhangjian¹(

), ZHANG Changqing², FU Guoqun³

1 School of Economics and Management, Chongqing Jiaotong University, Chongqing 400074, China
2 School of Economics and Business Administration, Chongqing University, Chongqing 400044, China
3 Guanghua School of Management, Peking University, Beijing 100871, China

Received:2019-12-02Online:2020-12-25Published:2020-10-26
Contact:WU Zhangjian E-mail:wzj404987253@163.com

摘要/Abstract

摘要： 基于高成本价值信号理论, 本文探究了权力感对炫耀性亲社会行为的影响。5个实验的结果表明：权力感促使个体更愿意从事炫耀性亲社会行为, 高(vs. 低)权力感个体更倾向购买炫耀性亲社会产品, 更愿意进行炫耀性捐赠且捐赠金额较高, 也更愿意参与炫耀性善行, 其机制在于高权力感者具有较高的自我矫饰动机。本文对理解权力感对个体行为的影响、丰富权力感与亲社会行为的研究文献有理论贡献, 对有效引导高权力感者从事亲社会行为具有实践价值。

图/表 4

图1实验2a中权力感与公开承认对捐赠意愿、捐赠金额的影响

图2实验2b中权力感对捐赠行为的影响

图3实验3中权力感对不同炫耀维度产品的购买意愿

图4实验4中自我矫饰的中介作用

参考文献 72

[1]	Ali T., & Bodur H. O. (2020). The greenconsumption effect: How using green products improves consumption experience. Journal of Consumer Research, 47(1), 25-39. doi: 10.1093/jcr/ucz045 URL
[2]	Anderson C., John O. P., & Keltner D. (2012). The personal sense of power. Journal of Personality, 80(2), 313-344. doi: 10.1111/j.1467-6494.2011.00734.x URLpmid: 21446947
[3]	Avolio B. J., & Locke E. E. (2002). Contrasting different philosophies of leader motivation: Altruism versus egoism. The Leadership Quarterly, 13(2), 169-191. doi: 10.1016/S1048-9843(02)00094-2 URL
[4]	Barclay P. (2004). Trustworthiness and competitive altruism can also solve the “tragedy of the commons”. Evolution and Human Behavior, 25(4), 209-220. doi: 10.1016/j.evolhumbehav.2004.04.002 URL
[5]	Bary?a W. (2014). Liking goes from the perceiver’s self-interest, but respect is socially shared. Polish Psychological Bulletin, 45(4), 402-410. doi: 10.2478/ppb-2014-0049 URL
[6]	Bergsieker H. B., Shelton J. N., & Richeson J. A. (2010). To be liked versus respected: Divergent goals in interracial interactions. Journal of Personality and Social Psychology, 99(2), 248-264. doi: 10.1037/a0018474 URLpmid: 20658842
[7]	Bird R., & Smith E. A. (2005). Signaling theory, strategic interaction, and symbolic capital. Current Anthropology, 46(2), 221-248. doi: 10.1086/427115 URL
[8]	Buunk A. P., & Gibbons F. X. (2007). Social comparison: The end of a theory and the emergence of a field. Organizational Behavior and Human Decision Processes, 102(1), 3-21. doi: 10.1016/j.obhdp.2006.09.007 URL
[9]	Cai W., Wu S., & Kou Y. (2016). Power and prosocial behavior: How and why power affects prosocial behaviour. Advances in Psychological Science, 24(1), 120-131. doi: 10.3724/SP.J.1042.2016.00120 URL
	[ 蔡頠, 吴嵩, 寇彧. (2016). 权力对亲社会行为的影响:机制及相关因素. 心理科学进展, 26(1), 120-131.]
[10]	Caprara G. V., Alessandri G., & Eisenberg N. (2012). Prosociality: The contribution of traits, values, and self-efficacy beliefs. Journal of Personality and Social Psychology, 102(6), 1289-1303. doi: 10.1037/a0025626 URLpmid: 21942280
[11]	Caza B. B., Tiedens L., & Lee F. (2011). Power becomes you: The effects of implicit and explicit power on the self. Organizational Behavior and Human Decision Processes, 114(1), 15-24. doi: 10.1016/j.obhdp.2010.09.003 URL
[12]	Chen S., Lee-Chai A. Y., & Bargh J. A. (2001). Relationship orientation as a moderator of the effects of social power. Journal of Personality and Social Psychology, 80(2), 173-187. doi: 10.1037/0022-3514.80.2.173 URLpmid: 11220439
[13]	Chiou J.-S., & Droge C. (2006). Service quality, trust, specific asset investment, and expertise: Direct and indirect effects in a satisfaction-loyalty framework. Journal of the Academy of Marketing Science, 34(4):613-627. doi: 10.1177/0092070306286934 URL
[14]	Choi J., Sung Y. H., & Cho C. H. (2018). Public or private products? The impact of cause-related marketing and product conspicuity on consumer response on social networking sites. Journal of Global Scholars of Marketing Science, 28(4), 337-357. doi: 10.1080/21639159.2018.1509363 URL
[15]	C?té S., Kraus M. W., Cheng B. H., Oveis C., van der L?we I., Lian H., & Keltner D. (2011). Social power facilitates the effect of prosocial orientation on empathic accuracy. Journal of Personality and Social Psychology, 101(2), 217-232. doi: 10.1037/a0023171 URLpmid: 21463075
[16]	DeCelles K. A., DeRue D. S., Margolis J. D., & Ceranic T. L. (2012). Does power corrupt or enable? When and why power facilitates self-interested behavior. Journal of Applied Psychology, 97(3), 681-689. URLpmid: 22250668
[17]	Dubois D., Rucker D. D., & Galinsky A. D. (2015). Social class, power, and selfishness: When and why upper and lower class individuals behave unethically. Journal of Personality and Social Psychology, 108(3), 436-444. doi: 10.1037/pspi0000008 URLpmid: 25621858
[18]	Dubois D., Rucker D. D., & Galinsky A. D. (2016). Dynamics of communicator and audience power: The persuasiveness of competence versus warmth. Journal of Consumer Research, 43(1), 68-85. doi: 10.1093/jcr/ucw006 URL
[19]	Eastman J. K., Goldsmith R. E., & Flynn L. R. (1999). Status consumption in consumer behavior: Scale development and validation. Journal of Marketing Theory and Practice, 7(3), 41-52. doi: 10.1080/10696679.1999.11501839 URL
[20]	Eisenberg N., Fabes R. A., & Spinrad T. L. (2006). Prosocial development. In N. Eisenberg (Ed.), Handbook of child psychology: Social, emotional, and personality development (6th ed., Vol. 3, pp. 646-718). Hoboken, NJ: Wiley.
[21]	Eyal T., & Liberman N. (2012). Morality and psychological distance: A construal level theory perspective. In M. Mikulincer & P. R. Shaver (Eds.), The social psychology of morality: Exploring the causes of good and evil (pp. 185-202). Washington, DC: American Psychological Association.
[22]	Galinsky A. D., Magee J. C., Rus D., Rothman N. B., & Todd A. R. (2014). Acceleration with steering: The synergistic benefits of combining power and perspective-taking. Social Psychological and Personality Science, 5(6), 627-635. doi: 10.1177/1948550613519685 URL
[23]	Galinsky A. D., Rus D., & Lammers J. (2011). Power: A central force governing psychological, social, and organizational life. In D. de Cremer, R. van Dick, & J. K. Murnighan (Eds.), Social psychology and organizations (pp. 17-38). New York, NY: Routledge/Taylor & Francis Group.
[24]	Garbinsky E. N., Klesse A. K., & Aaker J. (2014). Money in the bank: Feeling powerful increases saving. Journal of Consumer Research, 41(3), 610-623. doi: 10.1086/676965 URL
[25]	Goffman E. (1959). The presentation of self in everyday life. New York, NY: Doubleday.
[26]	Grace D., & Griffin D. (2006). Exploring conspicuousness in the context of donation behaviour. International Journal of Nonprofit Voluntary Sector Marketing, 11(2), 147-154. doi: 10.1002/(ISSN)1479-103X URL
[27]	Grace D., & Griffin D. (2009). Conspicuous donation behaviour: Scale development and validation. Journal of Consumer Behaviour, 8(1), 14-25. doi: 10.1002/cb.v8:1 URL
[28]	Grafen A. (1990). Biological signals as handicaps. Journal of Theoretical Biology, 144(4), 517-546. doi: 10.1016/s0022-5193(05)80088-8 URLpmid: 2402153
[29]	Griskevicius V., Tybur J. M., Sundie J. M., Cialdini R. B., Miller G. F., & Kenrick D.T. (2007). Blatant benevolence and conspicuous consumption: When romantic motives elicit strategic costly signals. Journal of Personality and Social Psychology, 93(1), 85-102. doi: 10.1037/0022-3514.93.1.85 URLpmid: 17605591
[30]	Griskevicius V., Tybur J. M., & van der Bergh B. (2010). Going green to be seen: Status, reputation, and conspicuous conservation. Journal of Personality and Social Psychology, 98(3), 392-404. doi: 10.1037/a0017346 URLpmid: 20175620
[31]	Guinote A. (2007). Behaviour variability and the situated focus theory of power. European Review of Social Psychology, 18(1), 256-295. doi: 10.1080/10463280701692813 URL
[32]	Han Y. J., Nunes J. C., & Drèze X. (2010). Signaling status with luxury goods: The role of brand prominence. Journal of Marketing, 74(7), 15-30. doi: 10.1509/jmkg.74.4.015 URL
[33]	Hayes A. F. (2013). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. New York: Guilford Press.
[34]	Hewitt P. L., & Flett G. L. (1993). Dimensions of perfectionism, daily stress, and depression: A test of the specific vulnerability hypothesis. Journal of Abnormal Psychology, 102(1), 58-65. doi: 10.1037//0021-843x.102.1.58 URLpmid: 8436700
[35]	Hsu D. Y., Huang L., Nordgren L. F., Rucker D. D., & Galinsky A. D. (2015). The music of power: Perceptual and behavioral consequences of powerful music. Social Psychological and Personality Science, 6(1), 75-83. doi: 10.1177/1948550614542345 URL
[36]	Huang J., Zhang X. J., Tong Z. L., & Wang X. G. (2013). The motivation of entrepreneurs' front stage behaviors as perceived by consumers. China Soft Science, (4), 99-107.
	[ 黄静, 张晓娟, 童泽林, 王新刚. (2013). 消费者视角下企业家前台化行为动机的扎根研究. 中国软科学, (4), 99-107.]
[37]	Inesi M. E., Gruenfeld D. H., & Galinsky A. D. (2012). How power corrupts relationships: Cynical attributions for others' generous acts. Journal of Experimental Social Psychology, 48(4), 795-803. doi: 10.1016/j.jesp.2012.01.008 URL
[38]	Iredale W., van Vugt M., & Dunbar R. (2008). Showing off in humans: Male generosity as a mating signal. Evolutionary Psychology, 6(3), 386-392.
[39]	Johnson C. M., Tariq A., & Baker T. L. (2018). From Gucci to green bags: Conspicuous consumption as a signal for pro-social behavior. Journal of Marketing Theory & Practice, 26(4), 339-356.
[40]	Jones E. E., & Nisbett R. E. (1971). The actor and the observer: Divergent perceptions of the causes of behavior New York: General Learning Press Divergent perceptions of the causes of behavior. New York: General Learning Press.
[41]	Keltner D., Gruenfeld D. H., & Anderson C. (2003). Power, approach, and inhibition. Psychological Review, 110(2), 265-284. URLpmid: 12747524
[42]	Lammers J., Galinsky A. D. (2009). The conceptualization of power and the nature of interdependency: The role of legitimacy and culture In D Tjosvold & B Wisse (Eds), Power and interdependence in organizations (pp 67-82). Cambridge, UK: Cambridge University Press.
[43]	Lammers J., Galinsky A. D., Dubois D., & Rucker D. D. (2015). Power and morality. Current Opinion in Psychology, 6, 15-19. doi: 10.1016/j.copsyc.2015.03.018 URL
[44]	Lammers J., & Stapel D. A. (2009). How power influences moral thinking. Journal of Personality and Social Psychology, 97(2), 279-289. URLpmid: 19634975
[45]	Lammers J., & Stapel D. A. (2011). Power increases dehumanization. Group Processes and Intergroup Relations, 14(1), 113-126. doi: 10.1177/1368430210370042 URL
[46]	Leary M. R., Allen A. B., & Terry M. L. (2011). Managing social images in naturalistic versus laboratory settings: Implications for understanding and studying self-presentation. European Journal of Social Psychology, 41(4), 411-421. doi: 10.1002/ejsp.813 URL
[47]	Liu W. M. (2019). Having power, donating more time? The effect of donors’ power on their charitable donation intention of time and the underlying mechanisms. Nankai Business Review, 22(2), 23-32.
	[ 柳武妹. (2019). 权力越高越倾向于捐赠时间吗:慈善营销中捐赠者的权力对其时间捐赠意愿的影响及机制研究. 南开管理评论, 22(2), 23-32.]
[48]	Lu F.-C., & Sinha J. (2017). Speaking to the heart: Social exclusion and reliance on feelings versus reasons in persuasion. Journal of Consumer Psychology, 27(4), 409-421. doi: 10.1016/j.jcps.2017.03.004 URL
[49]	Madzharov A. V., Block L. G., & Morrin M. (2015). The cool scent of power: Effects of ambient scent on consumer preferences and choice behavior. Journal of Marketing, 79(1), 83-96. doi: 10.1509/jm.13.0263 URL
[50]	Mazar N., Amir O., & Ariely D. (2008). The dishonesty of honest people: A theory of self-concept maintenance. Journal of Marketing Research, 45(6), 633-644. doi: 10.1509/jmkr.45.6.633 URL
[51]	Miller G. F. (2000). The mating mind: How sexual choice shaped the evolution of human nature. New York, NY, Doubleday.
[52]	Muller D., Judd C. M., & Yzerbyt V. Y. (2005). When moderation is mediated and mediation is moderated. Journal of Personality and Social Psychology, 89(6), 852-863. URLpmid: 16393020
[53]	Overbeck J. R., & Park B. (2001). When power does not corrupt: Superior individuation processes among powerful perceivers. Journal of Personality and Social Psychology, 81(4), 549-565. URLpmid: 11642345
[54]	Roux C., Goldsmith K., & Bonezzi A. (2015). On the psychology of scarcity: When reminders of resource scarcity promote selfish (and generous) behavior. Journal of Consumer Research, 42(4), 615-631.
[55]	Rucker D. D., Dubois D., & Galinsky A. D. (2011). Generous paupers and stingy princes: Power drives consumer spending on self versus others. Journal of Consumer Research, 37(6), 1015-1029. doi: 10.1086/657162 URL
[56]	Rucker D. D., & Galinsky A. D. (2009). Conspicuous consumption versus utilitarian ideals: How different levels of power shape consumer behavior. Journal of Experimental Social Psychology, 45(3), 549-555. doi: 10.1016/j.jesp.2009.01.005 URL
[57]	Rucker D. D., Galinsky A. D., & Dubois D. (2012). Power and consumer behavior: How power shapes who and what consumers value. Journal of Consumer Psychology, 22(3), 352-368. doi: 10.1016/j.jcps.2011.06.001 URL
[58]	Semmann D., Krambeck H., & Milinski M. (2005). Reputation is valuable within and outside one’s own social group. Behavioral Ecology & Sociobiology, 57(6), 611-616.
[59]	Sezer O., Gino F., & Norton M. I. (2018). Humblebragging: A distinct—and ineffective—self-presentation strategy. Journal of Personality and Social Psychology, 114(1), 52-74. doi: 10.1037/pspi0000108 URLpmid: 28922000
[60]	Smith P. K., & Trope Y. (2006). You focus on the forest when you're in charge of the trees: Power priming and abstract information processing. Journal of Personality and Social Psychology, 90(4), 578-596. doi: 10.1037/0022-3514.90.4.578 URLpmid: 16649856
[61]	van Kleef G. A., de Dreu C. K. W., & Manstead A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86(1), 57-76 doi: 10.1037/0022-3514.86.1.57 URLpmid: 14717628
[62]	van Vugt M., Roberts G., & Hardy C. (2007). Competitive altruism: Development of reputation-based cooperation in groups In R Dunbar & L Barrett (Eds), Handbook of evolutionary psychology (pp 531-540). Oxford, England: Oxford University Press.
[63]	Vescio T. K., & Guinote A. (2010). Power: New understandings and future directions In A Guinote & T K Vescio (Eds), The social psychology of power (pp 428-454). New York, NY: Guilford Press.
[64]	Wang J., & Dai B. (2020). The pursuit of fame at the expense of profit: The influence of power motive and social presence on prosocial behavior. Acta Psychologica Sinica, 52(1), 55-65. doi: 10.3724/SP.J.1041.2020.00055 URL
	[ 王建峰, 戴冰. (2020). “追名弃利”:权力动机与社会存在对亲社会行为的影响. 心理学报, 52(1), 55-65.]
[65]	West P. (2004). Conspicuous compassion: Why sometimes it really is cruel to be kind. Civitas Institute for the Study of Civil Society: London.
[66]	Willer R. (2009). Groups reward individual sacrifice: The status solution to the collective action problem. American Sociological Review, 74(1), 23-43. doi: 10.1177/000312240907400102 URL
[67]	Wu B., Li D. J., & Qin Y. (2013). The influence of personal power state on the preference for products with other benefit appeals. Journal of Marketing Science, 9(4), 75-89.
	[ 吴波, 李东进, 秦勇. (2013). 个体权力状态对利他诉求产品偏好影响研究. 营销科学学报, 9(4), 75-89.]
[68]	Zhai X. W. (2015). Favor, face and reproduction of the power. Beijing: Peking university press.
	[ 翟学伟. (2015). 人情、面子与权力的再生产(修订版). 北京: 北京大学出版社.]
[69]	Zheng X. Y., Peng S. Q., & Peng L. L. (2015). Feeling better and becoming morebenevolent: Impact of social comparison on prosocialbehavior. Acta Psychologica Sinica, 47(2), 243-250. doi: 10.3724/SP.J.1041.2015.00243 URL
	[ 郑晓莹, 彭泗清, 彭璐珞. (2015). “达”则兼济天下?社会比较对亲社会行为的影响及心理机制. 心理学报, 47(2), 243-250.]
[70]	Zhou L. X., Yang Z. Y., & Hui M. K. (2010). Non-local or local brands? A multi-level investigation into confidence in brand origin identification and its strategic implications. Journal of Academy of Marketing Science, 38(2), 202-218. doi: 10.1007/s11747-009-0153-1 URL
[71]	Zhu L. Y., Huang J., & Tong Z. L. (2014). A review on the effect of entrepreneurial front stage behavior on brand. China Soft Science, (1), 171-179.
	[ 朱丽娅, 黄静, 童泽林. (2014). 企业家前台化行为对品牌的影响述评. 中国软科学, (1), 171-179.]
[72]	Zivnuska S., Kacmar K. M., Witt L. A., Carlson D. S., & Bratton V. K. (2004). Interactive effects of impression management and organizational politics on job performance. Journal of Organizational Behavior, 25(5), 627-640. doi: 10.1002/(ISSN)1099-1379 URL