Power gained, power lost

Sivanathan, N and Pillutla, M and Murnighan, J K (2008) Power gained, power lost. Organizational Behavior and Human Decision Processes, 105 (2). pp. 135-146. ISSN 0749-5978

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Abstract

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.

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
ORCiD
Pillutla, M
https://orcid.org/ 0000-0001-5529-5094
Item Type: Article
Additional Information: The research article was published by the author with the affiliation of London Business School
Uncontrolled Keywords: Power, Ultimatums, Dictatorship, Control, Dependence, Resources, Bargaining, Information
Subjects: Organization Behavior
Depositing User: Gurusrinivasan K
Date Deposited: 26 Sep 2021 16:23
Last Modified: 26 Sep 2021 16:23
URI: https://eprints.exchange.isb.edu/id/eprint/1566
Publisher URL: https://www.sciencedirect.com/science/article/pii/...
Publisher OA policy: https://v2.sherpa.ac.uk/id/publication/16073
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