研究旨在探討激將對建議采納的影響及其心理機制。首先通過訪談(N=20)和編碼確定激將的概念及具體操作。發現激將是指對那些從事某項活動意愿不強或決心不夠的個體采用反諷、否定或貶低,以及樹立榜樣等社會比較的方式,刺激其情緒狀態或心理反應,以達到激發其積極性和潛能的語言表達策略。接著,通過實驗研究(N=172)探討激將對建議采納的影響及印象管理動機的中介作用。結果發現,印象管理動機中介了激將對建議采納的促進效應。

The purpose of this study is to explore the influence of Jijiang on advice taking and its psychological mechanism.First,we adopted the open-ended interview(N=20)to collect Jijiang cases in our daily life and summarized the most general and essential characteristics of Jijiang,and hence provided the specific operation definition of Jijiang in the current research.The results showed that:Jijiang refers to the use of social comparison,such as irony,negation or belittlement,and setting an example,to stimulate the emotional state or psychological response of individuals who are not willing or determined to engage in an activity,in order to achieve language expression strategies that stimulate their enthusiasm and potential.Second,we conducted an experimental study(N=172)to explore the influence of Jijiang on advice taking,and the mediation role of impression management.The results showed that both direct and indirect Jijiang can facilitate advice taking and this effect is mediated by decision-makers’ impression management motivation.