Power gets the job: Priming power improves interview outcomes

Joris Lammers*, David Dubois, Derek Rucker, Adam D. Galinsky

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

43 Scopus citations

Abstract

The current research explores whether momentary changes in power can shift professional interview outcomes. Two experiments manipulated power by asking applicants to recall a time they had or lacked power prior to writing a job application letter (Experiment 1) or being interviewed for admission to business schools (Experiment 2). Independent judges, who were unaware of the applicants' experimental condition or even the existence of the power manipulation, significantly preferred the written and face-to-face interview performance of powerful applicants to that of powerless (Experiments 1 and 2) or power-neutral applicants (Experiment 2). In addition, the judges' preference for power-primed applicants was mediated by perceptions of the applicant's persuasiveness. Overall, merely asking participants to remember a personal experience with power dramatically affected the impressions that interviewers had of them. Our findings illustrate power's far-reaching effects and have potentially important implications for understanding the psychology of job interviews.

Original languageEnglish (US)
Pages (from-to)776-779
Number of pages4
JournalJournal of Experimental Social Psychology
Volume49
Issue number4
DOIs
StatePublished - Jul 1 2013

Keywords

  • Application
  • Job-interview
  • Power

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

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