Power gained, power lost

Organizational Behavior and Human Decision Processes

Volumn 105, Issue 2, 2008, Pages 135-146

  Sivanathan, Niro ^a   Pillutla, Madan M ^b   Keith Murnighan, J ^a  

^a NORTHWESTERN UNIVERSITY   (United States)

^b LONDON BUSINESS SCHOOL   (United Kingdom)

Author keywords

Bargaining; Control; Dependence; Dictatorship; Information; Power; Resources; Ultimatums

Indexed keywords

EID: 39749126833     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2007.10.003     Document Type: Article

References (51)

1. Bandura A. Human agency in social cognitive theory. American Psychologist 44 9 (1989) 1175-1184
2. Bruins J.J., and Wilke H. Cognitions and behaviour in hierarchy: Mulder's power theory revisited. European Journal of Social Psychology 22 (1992) 21-39
3. Chance M.R.A. Attention structure as the basis of primate rank order. Man 2 (1967) 503-518
4. Camerer C.F. Behavioral game theory (2003), Princeton University Press, New York
5. Chen S., Lee-Chai A.Y., and Bargh J.A. Relationship orientation as moderator of the effects of power. Journal of Personality and Social Psychology 80 (2001) 183-187
6. Clausewitz, C.V. (1832). On War. (J.J. Graham, Trans.). London.
7. Dahl R. The concept of power. Behavioral Science 2 (1957) 201-215
8. Depret E., and Fiske S.T. Perceiving the powerful: Intriguing individuals versus threatening groups. Journal of Experimental Social Psychology 35 (1999) 461-480
9. de Charms R. Personal causation: the internal, affective determinants of behavior (1968), Academic Press, New York
10. Ellyson S.L., Dovidio J.F., and Fehr B.J. Visual behavior and dominance in women and men. In: Mayo C., and Henley M. (Eds). Gender and non-verbal behavior (1981), Springer Verlag, New York 63-79
11. Emerson R.M. Power-dependence relations. American Sociological Review 27 (1962) 692-703
12. Erev I., and Roth A.E. Predicting how people play games: Reinforcement learning in experimental games with unique, mixed strategy equilibria. American Economic Review 88 (1998) 848-881
13. Fast, N., & Gruenfeld, D. (2007). Power and illusory control. Paper presented at the annual meetings of the Academy of Management, Philadelphia, PA.
14. Fiske S.T. Controlling other people: The impact of power on stereotyping. American Psychologist 48 (1993) 621-628
15. Fiske, S.T., & Berdahl, J.L. (2007). Social power. In A. Kruglanski & E.T. Higgins (Eds.)., Social psychology: A handbook of basic principles.
16. Fiske S., Morling B., and Stevens L. Controlling self and others: A theory of anxiety, mental control, and social control. Personality & Social Psychology Bulletin 22 (1996) 115-123
17. Forsythe B., Horowitz J., Savin N., and Sefton M. Fairness in simple bargaining experiments. Games and Economic Behavior 6 (1994) 347-369
18. Galinsky A.D., Gruenfeld D.H., and Magee J.C. From power to action. Journal of Personality and Social Psychology 85 (2003) 672-683
19. Guglielmi, S. (2005). 'One for all' or "one for one"? The trade-off between talent and disruptive behavior. Retrieved March 21, 2006, from Knowledge @ Wharton website.
20. Haney C., Banks C., and Zimbardo P. Interpersonal dynamics in a simulated prison. International Journal of Criminology and Penology 1 (1973) 69-97
21. Kahneman D., and Tversky A. Prospect theory. An analysis of decision making under risk. Econometica 47 (1979) 263-291
22. Kanter R. Men and women of the corporation (1977), Basic Books, New York
23. Keltner D., Grunfeld D., and Anderson C. Power, approach and inhibition. Psychological Review 110 (2003) 265-284
24. Kim W., and Morrow J.D. When do power shifts lead to war?. American Journal of Political Science 36 (1992) 896-922
25. Kipnis D. Does power corrupt?. Journal of Personality & Social Psychology 24 (1972) 33-41
26. Kipnis D. The powerholders (1976), University of Chicago Press, Chicago
27. Langer E. The illusion of control. Journal of Personality and Social Psychology 32 (1975) 311-328
28. Larrick R., and Boles T. Avoiding regret in decisions with feedback: A negotiation example. Organizational Behavior and Human Decision Processes 63 (1995) 87-97
29. Leiberman S. The effects of changes in roles on the attitudes of role occupants. Human Relations 6 (1956) 385-402
30. Lindskold S., and Arnoff J.R. Conciliatory strategies and relative power. Journal of Experimental Social Psychology 16 (1980) 187-198
31. McClelland D.C. Human motivation (1987), Cambridge, New York
32. Mechanic D. Sources of power of lower participants in complex organizations. Administrative Science Quarterly 7 (1962) 349-364
33. Molm L.D. Relative effects of individual dependencies: Further tests of the relationship between power imbalance and power use. Social Forces 63 (1985) 810-837
34. Morris D. Power plays: Win or lose-How history's great political leaders play the game (2002), Regan Books
35. Mulder M. The Daily Power Game (1977), Martinus Nijhoff, Leiden
36. Mulder M., Veen P., Hijzen T., and Jansen P. On power equalization: A behavioral example of power distance reduction. Journal of Personality and Social Psychology 26 (1973) 151-158
37. Powell R. Uncertainty, shifting power and appeasement. American Political Science Review 90 (1996) 749-764
38. Rodin J., and Langer E. Aging labels: the decline of control and the fall of self-esteem. Journal of Social Issues 36 (1980) 12-29
39. Roth A. Bargaining experiments. In: Kagel J., and Roth A. (Eds). Handbook of experimental economics (1995), Princeton University Press 253-348
40. Salancik G.R., and Pfeffer J. The bases and use of power in organizational decision making, the case of a university. Administrative Science Quarterly 19 (1974) 453-473
41. Schopler J., and Bateson H. The power of dependence. Journal of Personality and Social Psychology 2 (1965) 247-254
42. Simonsohn U., and Loewenstein G. Mistake #37: The effect of previously encountered prices on current housing demand. The Economic Journal 116 (2006) 175-199
43. Stevens L.E., and Fiske S.T. Motivated impressions of a powerholder: Accuracy under task dependency and misperception under evaluation dependency. Personality and Social Psychology Bulletin 26 (2000) 907-922
44. Straub, P. & Murnighan, J.K. (1991). Information, expectations, and fairness in ultimatum games: an experimental investigation. Paper presented at the annual meetings of the Public Choice Society, New Orleans LA.
45. Straub P., and Murnighan J.K. An experimental investigation of ultimatums: Complete information, fairness, expectations, and lowest acceptable offers. Journal of Economic Behavior and Organization 27 (1995) 345-364
46. Taylor S. Asymmetrical effects of positive and negative events: The mobilization-minimization hypothesis. Psychological Bulletin 110 (1991) 67-85
47. Thibault J.W., and Kelley H. The social psychology of groups (1959), John Wiley, New York
48. Thompson S.C., and Armstrong W. Illusions of control, underestimation, and accuracy: A control heuristic explanation. Psychological Bulletin 123 (1998) 143-161
49. Vohs D.K., Mead L.N., and Goode M.R. The psychological consequences of money. Science 314 (2006) 1154-1156
50. Winter D.G. The power motive (1973), The Free Press, New York
51. Wrong D.H. Some problems in defining social power. American Journal of Sociology 73 (1968) 673-681