Relationship orientation as a moderator of the effects of social power.
This research examined the hypothesis that the concept of power is mentally associated with different goals for individuals with a communal versus an exchange relationship orientation (M. S. Clark & J. Mills, 1979). It was predicted that communals associate power with social-responsibility goals, whereas exchangers link power with self-interest goals. Thus, when power is activated, distinct goals should be ignited for communals and exchangers. Power was primed unobtrusively using semantic cues in Study 1 and using naturally occurring, environmental cues in Studies 2 and 3. Across studies, power-primed communals responded in socially responsible ways, whereas power-primed exchangers acted more in line with their self-interests. These power-goal effects occurred nonconsciously. Overall, the data support taking a Person x Situation approach--one that allows for moderators such as relationship orientation--to understand power's positive and negative effects.
Chen
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Department of Psychology, University of Michigan, USA. serena@umich.edu
Lee-Chai
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Bargh
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D000533:Altruism; D000704:Analysis of Variance; D003071:Cognition; D003463:Cues; D004532:Ego; D005260:Female; D006040:Goals; D006801:Humans; D007398:Interpersonal Relations; D016014:Linear Models; D008257:Machiavellianism; D008297:Male; D010865:Pilot Projects; D011209:Power, Psychological; D011582:Psychological Theory; D012660:Semantics; D012928:Social Desirability; D012930:Social Dominance; D012941:Social Responsibility; D013997:Time Factors; D014481:United States