Power gained, power lost

被引：53

作者：

Sivanathan, Niro ^{[1
]}

Pillutla, Madan M. ^{[2
]}

Murnighan, J. Keith ^{[1
]}

机构：

[1] Northwestern Univ, JL Kellogg Grad Sch Management, Evanston, IL 60208 USA

[2] London Business Sch, London, England

来源：

ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES | 2008年 / 105卷 / 02期

关键词：

power; ultimatums; dictatorship; control; dependence; resources; bargaining; information;

D O I：

10.1016/j.obhdp.2007.10.003

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

Changes in power almost invariably lead to changes in behavior. This research investigates the effects of power increases and power decreases for individuals who are in strong or weak positions. We hypothesized that individuals will have strong reactions to gains in power (their demands will increase markedly) but they will act almost as though they do not recognize losses in power (their demands will not drop much) when they lose power. Four experiments track individuals' actions when they move from ultimatum to dictatorship games, from dictatorship to ultimatum games, or when they have the same power position repeatedly. The data consistently show that people over-react to an increase in power, but that they react appropriately to a loss in power. The discussion explores the behavioral disconnect between increases and decreases in power. (c) 2007 Elsevier Inc. All rights reserved.

引用

页码：135 / 146

页数：12

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