Yes. What you’re wearing affects whether people follow your lead or do what you say.

没错。你的穿着会影响人们是否听从你的领导或者照你说的做。

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.

你或许听说过“人靠衣装”和“穿出成功”。事实上这两句俗语确实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)这项实验中，一位实验者在城市中多次违反交通信号穿过马路。当他穿着西装时,跟在他后面乱穿马路的人数是当他穿衬衫和长裤时的3.5倍。商务西装是一种权威衣着。

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)的一项实验中，实验者在街上拦住一个人，然后指着50英尺开外的另一位实验者，说：“你看到几米外的那个家伙了吗？他停车超时了，没有零钱，你给他一美分吧！”说完这位实验者就离开了。那位所谓的“几米外的那个家伙”也是实验的一部分。当第一位实验者身穿制服（比如，保安制服）时，大多数人都会遵照指示去给另一个人一点钱来付停车费。而当他穿普通的休闲服装时，这样做的人不足一半。

更多提高影响力的技巧：尽在影响力课程

Clothes really do make a difference. In fact:

衣着确实有重要的作用。事实上：

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.

不同颜色的衣服表明了一些有关你的不同的东西。最有趣的是，有些研究表明，红色具有某些相当独特的效果。在大部分情况下，红色似乎意味着性。它会增加男人对女人的吸引力，对女人而言亦是如此。它也能帮助搭车客们更方便地搭到车。

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.

穿得年轻会令你更健康。眼镜会让你看上去更聪明但不那么有魅力。一位女性名人的穿衣方式能揭示她的婚姻会持续多久。

You like brand name clothes because they make you seem high status and (hopefully) this will cause people to treat you better.

你喜欢名牌服装是因为它们会令你显得更高档，并且（但愿如此）也会令人们待你更好。

Dark clothes = neurotic. Formal dress = conscientious. Messy and unconventional clothing = open to new things. Cleavage and expensive clothes = narcissism in women.

爱穿暗色衣服=神经质。穿正装=认真谨慎。凌乱新潮的衣着=对新鲜事物非常开放。暴露而昂贵的衣服=女人中的自恋狂。

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.

当医生身穿白大褂时你会更信任他们，当音乐家们按照你心中的形象穿着时你会更喜欢他们的音乐。同样地，你的穿着也会影响你的行为：当研究人员身穿实验室外套时他们会更专注、更认真。所以当你要表现出最好的工作状态时，明智地选择你的着装吧。