Power Gets the Job: Priming Power Improves Interview Outcomes
Coauthor(s): Joris Lammers, David Dubois, Derek D. Rucker.
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.
Source: Journal of Experimental Social Psychology
Lammers, Joris, David Dubois, Derek D. Rucker, and Adam Galinsky. "Power Gets the Job: Priming Power Improves Interview Outcomes." Journal of Experimental Social Psychology 49 (2013): 776-779.