（1.School of Psychology and Cognitive Science, East China Normal University, Shanghai 200062, China; 2.Department of Psychology, Soochow University, Suzhou 215123, China）
Abstract：The purpose of this study is to explore the influence of Jijiang on advice taking and its psychological mechanism. First, the authors used the open-ended interview (N=20) to collect Jijiang cases in our daily lives and summarize the most essential and most general characteristics of Jijiang, thus giving the specific operation definition of Jijiang in the research. The results found that: Jijiang is a technique with which individuals having no strong will or insufficient determination of doing something, it can stimulate the other’s emotional state or psychological reaction to motivate individual initiative and potential through social approaches such as irony, disavowal or depreciate and setting examples. Second, we use 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 Jijiangcan facilitate advice taking and this effect is mediated by decision-makers’ impression management motivation.
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