人靠衣裝是真的：穿對衣服能-提高影響力

Yes. What you』re wearing affects whether people follow your lead or do what you say.沒錯。你的穿著會影響人們是否聽從你的領導或者照你說的做。

You』ve probably heard the phrases 「Clothes make the man」 and 「Dress for success.」 These are two sayings that actually have research to back them up.你或許聽說過「人靠衣裝」和「穿出成功」。事實上這兩句俗語確實是能得到研究支持的。

Lefkowitz, Blake, and Mouton (1955) had an experimenter in a city cross the street against the traffic. When he was dressed in a suit, three-and-a-half times as many people followed him as when he was wearing a work shirt and trousers. Business suits are a form of authority clothing.在Lefkowitz, Blake, and Mouton (1955)這項實驗中，一位實驗者在城市中多次違反交通信號穿過馬路。當他穿著西裝時,跟在他後面亂穿馬路的人數是當他穿襯衫和長褲時的3.5倍。商務西裝是一種權威衣著。

In a study by Bickman (1974), the experimenter stopped a person on the street, pointed to an accomplice 50 feet away, and said, 「You see that guy over there by the meter? He』s overparked but doesn』t have any change. Give him a dime!」 The experimenter would then leave. The 「guy over there」 was part of the experiment. When the experimenter was wearing a uniform (for example, a guard uniform), most people complied with the instruction to give the other person money for the parking meter. When he was dressed in regular street clothes, compliance was less than 50 percent.在Bickman (1974)的一項實驗中，實驗者在街上攔住一個人，然後指著50英尺開外的另一位實驗者，說：「你看到幾米外的那個傢伙了嗎？他停車超時了，沒有零錢，你給他一美分吧！」說完這位實驗者就離開了。那位所謂的「幾米外的那個傢伙」也是實驗的一部分。當第一位實驗者身穿制服（比如，保安制服）時，大多數人都會遵照指示去給另一個人一點錢來付停車費。而當他穿普通的休閑服裝時，這樣做的人不足一半。

Clothes really do make a difference. In fact:衣著確實有重要的作用。事實上：

Different color clothing says different things about you. Most interesting is that studies show red has some pretty unique effects. For the most part, red seems to mean sex. It makes men more attractive to women. It makes women more attractive to men. It helps hitchikers get picked up.不同顏色的衣服表明了一些有關你的不同的東西。最有趣的是，有些研究表明，紅色具有某些相當獨特的效果。在大部分情況下，紅色似乎意味著性。它會增加男人對女人的吸引力，對女人而言亦是如此。它也能幫助搭車客們更方便地搭到車。

Dressing young can make you healthier. Glasses make you look smarter but less attractive. How a female celebrity dresses can tell you how short her marriage will be.穿得年輕會令你更健康。眼鏡會讓你看上去更聰明但不那麼有魅力。一位女性名人的穿衣方式能揭示她的婚姻會持續多久。

You like brand name clothes because they make you seem high status and (hopefully) this will cause people to treat you better.你喜歡名牌服裝是因為它們會令你顯得更高檔，並且（但願如此）也會令人們待你更好。

Dark clothes = neurotic. Formal dress = conscientious. Messy and unconventional clothing = open to new things. Cleavage and expensive clothes = narcissism in women.愛穿暗色衣服=神經質。穿正裝=認真謹慎。凌亂新潮的衣著=對新鮮事物非常開放。暴露而昂貴的衣服=女人中的自戀狂。

You trust doctors more when they wear the white coat. You like musicians』 music more when they dress the way you expect them to. By the same token, what you wear affects how you act: when research subjects wore lab coats they acted more attentive and careful. So choose your clothes wisely when you need to perform at your best.當醫生身穿白大褂時你會更信任他們，當音樂家們按照你心中的形象穿著時你會更喜歡他們的音樂。同樣地，你的穿著也會影響你的行為：當研究人員身穿實驗室外套時他們會更專註、更認真。所以當你要表現出最好的工作狀態時，明智地選擇你的著裝吧。