Zi Zhang asked, “What must a scholar-official be like to be considered ‘influential’ (illustrious, truly accomplished or genuinely influential)?”
The Master asked in return, “What do you mean by ‘influential’?”
Zi Zhang replied, “Someone who is well-known in the state and well-known in his family.”
Confucius said, “That is merely fame or reputation, not true ‘influential’.
True ‘influential’ means being sincere and upright, devoted to righteousness, perceptive in listening to words and observing expressions, and always thoughtful enough to defer humbly to others. Such a person will be genuinely trusted and effective—whether serving in government or managing family affairs.
As for fame or reputation, it refers to someone who puts on the appearance of benevolence while acting contrary to it, yet remains completely self-assured and untroubled by doubt. Such a person may be famous in the state and in the family—but it is only hollow fame.”
Note
This dialogue from the Analects of Confucius draws a sharp distinction between authentic moral influence and superficial social reputation.
Confucius critiques the common conflation of visibility with virtue: being “well-known” does not imply integrity or effectiveness. True influence arises from inner qualities—sincerity, uprightness, commitment to righteousness—combined with social intelligence (reading people’s words and moods) and humility (placing oneself below others in consideration). These traits enable genuine connection, trust, and impact in any context. In contrast, being merely “well-known” is performative: one mimics the outward signs of virtue (“color takes benevolence”) while lacking its substance, yet feels no cognitive dissonance (“dwells without doubt”). Confucius warns that such hypocrisy may win short-term acclaim but lacks moral grounding. The passage underscores a core Confucian theme: ethical authenticity matters more than public image. Real leadership is not about being seen as good, but about being good—and acting accordingly, even when unseen.
Further Reading
The Master said, “People who gather all day long, never speaking of righteousness, but delighting in petty cleverness—how difficult [to cultivate virtue] they are!” Analects 15.18 (Wei Ling Gong)
Criticizes social performance without moral substance—akin to those who seek “fame” without “influential.”
子張問：「士何如斯可謂之達矣？」子曰：「何哉，爾所謂達者？」子張對曰：「在邦必聞，在家必聞。」子曰：「是聞也，非達也。夫達也者，質直而好義，察言而觀色，慮以下人。在邦必達，在家必達。夫聞也者，色取仁而行違，居之不疑。在邦必聞，在家必聞。」
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