A Reciprocal Influence Model of Social Power: Emerging Principles and Lines of Inquiry

Advances in Experimental Social Psychology

Volumn 40, Issue , 2008, Pages 151-192

  Keltner, Dacher ^a   Van Kleef, Gerben A ^b   Chen, Serena ^a   Kraus, Michael W ^a  

^a UNIVERSITY OF CALIFORNIA   (United States)

^b UNIVERSITY OF AMSTERDAM   (Netherlands)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 40649127450     PISSN: 00652601     EISSN: None     Source Type: Book Series    
DOI: 10.1016/S0065-2601(07)00003-2     Document Type: Review

References (145)

1. Abu-Lughod L. "Veiled Sentiments: Honor and Poetry in a Bedouin Society." (1986), University of California Press, Berkeley, California
2. Akert R.M., and Panter A.T. Extraversion and the ability to decode non-verbal communication. Pers. Individ. Dif. 9 6 (1988) 965-972
3. Ambady N., Hallahan M., and Rosenthal R. On judging and being judged accurately in zero-acquaintance situations. J. Pers. Soc. Psychol. 69 3 (1995) 518-529
4. Anderson C., and Berdahl J.L. The experience of power: Examining the effects of power on approach and inhibition tendencies. J. Pers. Soc. Psychol. 83 6 (2002) 1362-1377
5. Anderson C., and Galinsky A.D. Power, optimism, and risk-taking. Eur. J. Soc. Psychol. 36 4 (2006) 511-536
6. Anderson C., and Thompson L. Affect from the top down: How powerful individuals' positive affect shapes negotiations. Organ. Behav. Hum. Decis. Process. 95 2 (2004) 125-139
7. Anderson C., John O.P., Keltner D., and Kring A.M. Who attains social status? Effects of personality and physical attractiveness in social groups. J. Pers. Soc. Psychol. 81 (2001) 116-132
8. Anderson C., Keltner D., and John O.P. Emotional convergence between people over time. J. Pers. Soc. Psychol. 84 5 (2003) 1054-1068
9. Anderson C., Srivastava S., Beer J.S., Spataro S.E., and Chatman J.A. Knowing your place: Self-perceptions of status in face-to-face groups. J. Pers. Soc. Psychol. 91 6 (2006) 1094-1110
10. Anderson C., John O.P., and Keltner D. "The Sense of Power." (2008) Manuscript in preparation
11. Asch S.E. "Effects of Group Pressure Upon the Modification and Distortion of Judgments." (1951), Carnegie Press, Oxford, England
12. Aureli F., and de Waal F.B.M. "Natural Conflict Resolution." (2000), University of California Press, Berkeley, CA
13. Barkow J.H. Prestige and culture: A biosocial interpretation. Curr. Anthropol. 16 4 (1975) 553-572
14. Baumeister R.F. The self. In: Gilbert D.T., Fiske S.T., and Lindzey G. (Eds). "Handbook of Social Psychology". 4th edn (1998), McGraw-Hill, New York 680-740
15. Baumeister R.F., and Leary M.R. The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychol. Bull. 117 3 (1995) 497-529
16. Beersma B., and Van Kleef G.A. "Why People Gossip: Antecedents, Consequences, and Social Functions." (2008) Manuscript in preparation
17. Ben-Ze'ev A. The vindication of gossip. In: Goodman R., and Ben-Ze'ev A. (Eds). "Good Gossip" (1994), University Press of Kansas, Lawrence, KS 11-24
18. Berger J., Cohen B.P., and Zelditch Jr. M. Status characteristics and social interaction. Am. Sociol. Rev. 37 3 (1972) 241-255
19. Bernhardt P.C. Influences of serotonin and testosterone in aggression and dominance: Convergence with social psychology. Curr. Dir. Psychol. Sci. 6 2 (1997) 44-48
20. Boehm C. "Hierarchy in the Forest: The Evolution of Egalitarian Behavior." (1999), Harvard University Press, Cambridge, MA
21. Bolger N., and Schilling E.A. Personality and the problems of everyday life: The role of neuroticism in exposure and reactivity to daily stressors. J. Pers. 59 3 (1991) 355-386
22. Borkenau P., and Liebler A. Observable attributes as manifestations and cues of personality and intelligence. J. Pers. 63 1 (1995) 1-25
23. Bourdieu P. The social space and the genesis of groups. Theory Soc. 14 6 (1985) 723-744
24. Brauer M., and Bourhis R.Y. Social power. Eur. J. Soc. Psychol. 36 4 (2006) 601-616
25. Brewer M.B. Taking the social origins of human nature seriously: Toward a more imperialist social psychology. Pers. Soc. Psychol. Rev. 8 2 (2004) 107-113
26. Brown P., and Levinson S.C. "Politeness: Some Universals in Language Usage." (1987), Cambridge University Press, New York, NY, US
27. Bugental D.M. Acquisition of the algorithms of social life: A domain based approach. Psychol. Bull. 126 2 (2000) 187-219
28. Buss D.M. Social adaptation and five major factors of personality. In: Wiggins J.S. (Ed). "The Five Factor Model of Personality" (1996), Guilford Press, New York, NY, US 180-208
29. Buss D.M., and Craik K.H. The act frequency analysis of interpersonal dispositions: Aloofness, gregariousness, dominance and submissiveness. J. Pers. 49 (1981) 175-192
30. Buss D.M., Gomes S., Higgins D.S., and Lauterbach K. Tactics of manipulation. J. Pers. Soc. Psychol. 52 6 (1987) 1219-1229
31. Caporael L.R. The evolution of truly social cognition: The core configurations model. Pers. Soc. Psychol. Rev. 1 4 (1997) 276-298
32. Caporael L.R., and Brewer M.B. Hierarchical evolutionary theory: There is an alternative, and it's not creationism. Psychol. Inq. 6 1 (1995) 31-34
33. Chance M.R.A. Attention structure as the basis of primate rank order. Man 2 (1967) 503-518
34. Chartrand T.L., and Bargh J.A. The chameleon effect: The perception-behavior link and social interaction. J. Pers. Soc. Psychol. 76 6 (1999) 893-910
35. Chen S., and Andersen S.M. Relationships from the past in the present: Significant-other representations and transference in interpersonal life. In: Zanna M.P. (Ed). "Advances in Experimental Social Psychology" Vol. 31 (1999), Academic Press, San Diego, CA 123-190
36. Chen S., Lee-Chai A.Y., and Bargh J.A. Relationship orientation as a moderator of the effects of social power. J. Pers. Soc. Psychol. 80 (2001) 173-187
37. Chen S., Ybarra O., and Kiefer A.K. Power and impression formation: The effects of power on the desire for morality and competence information. Soc. Cognition 22 4 (2004) 391-421
38. Chiao J.Y. Building blocks to human social hierarchy: Psychological and neural investigations of social dominance perception. Dissertation Abstr. Int.: Section B: Sci. Eng. 67 5-B (2006) 2851
39. Copeland J.T. Prophecies of power: Motivational implications of social power for behavioral confirmation. J. Pers. Soc. Psychol. 67 2 (1994) 264-277
40. Craik K. "Reputation." (2008) Manuscript in preparation
41. Curhan J.R., and Pentland A. Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes. J. Appl. Psychol. 92 3 (2007) 802-811
42. Dabbs J.M. Testosterone, smiling, and facial appearance. J. Nonverbal Behav. 21 1 (1997) 45-55
43. Dawson E.C., and Gilovich T. "Perceptions of Status in the Self and Others.". Working paper (2004), Yale School of Management
44. De Dreu C.K.W., and Van Kleef G.A. The influence of power on the information search, impression formation, and demands in negotiation. J. Exp. Soc. Psychol. 40 (2004) 303-319
45. de Waal F.B.M. "Peacemaking Among Primates." (1989), Harvard University Press, Cambridge, MA
46. Dépret E., and Fiske S.T. Perceiving the powerful: Intriguing individuals versus threatening groups. J. Exp. Soc. Psychol. 35 5 (1999) 461-480
47. Domhoff G.W. "Who Rules America." (1998), Mayfield Publishing, Mountain View, CA
48. Dovidio J.F., and Ellyson S.L. Decoding visual dominance: Attributions of power based on relative percentages of looking while speaking and looking while listening. Soc. Psychol. Quart. 45 2 (1982) 106-113
49. Dunbar N.E. Dyadic power theory: Constructing a communication-based theory of relational power. J. Fam. Commun. 4 3 and 4 (2004) 235-248
50. Dunning D., Leuenberger A., and Sherman D.A. A new look at motivated inference: Are self-serving theories of success a product of motivational forces?. J. Pers. Soc. Psychol. 69 1 (1995) 58-68
51. Eagly A.H., and Johnson B.T. Gender and leadership style: A meta-analysis. Psychol. Bull. 108 2 (1990) 233-256
52. Elias N. "The History of Manners." (1978), Pantheon Books, New York, NY
53. Emerson R.M. Power dependence relations. Am. Sociol. Rev. 27 1 (1962) 30-41
54. Emler N. Gossip, reputation, and social adaptation. In: Goodman R.F., and Ben-Ze'ev A. (Eds). "Good Gossip" (1994), University Press of Kansas, Wichita, KA 117-138
55. Erber R., and Fiske S.T. Outcome dependency and attention to inconsistent information. J. Pers. Soc. Psychol. 47 4 (1984) 709-726
56. Fiske A.P. "Structures of Social Life: The Four Elementary Forms of Human Relations: Communal Sharing, Authority Ranking, Equality Matching, Market Pricing." (1991), Free Press, New York, NY, US
57. Fiske S.T. Controlling other people: The impact of power on stereotyping. Am. Psychol. 48 6 (1993) 621-628
58. Fiske S.T., and Dépret E. Control, interdependence, and power: Understanding social cognition in its social context. In: Stroebe W., and Hewstone M. (Eds). "European Review of Social Psychology" Vol. 7 (1996), Wiley, Chichester, UK 31-61
59. Foucault M. "Discipline and Punishment." (1977), Vintage Books, New York, NY
60. Frank R.H. "Passions Within Reason: The Strategic Role of the Emotions." (1988), W.W. Norton, New York
61. French Jr. J.R.P., and Raven B. "The Bases of Social Power." (1959), University of Michigan, Oxford, England
62. Friedman R., Anderson C., Brett J., Olekalns M., Goates N., and Lisco C.C. The positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputes. J. Appl. Psychol. 89 (2004) 369-376
63. Funder D.C. "Personality Judgment: A Realistic Approach to Person Perception." (1999), Academic Press, San Diego, CA
64. Galinsky A.D., Gruenfeld D.H., and Magee J.C. From power to action. J. Pers. Soc. Psychol. 85 3 (2003) 453-466
65. Gladue B.A., Boechler M., and McCaul K.D. Hormonal response to competition in human males. Aggress. Behav. 15 6 (1989) 409-422
66. Goffman E. On face-work: An analysis of ritual elements in social interaction. Psychiatry 18 (1989) 213-231
67. Goffman E. "Interaction Ritual: Essays on Face-To-Face Behavior." (1967), Anchor Books, Garden City, NY
68. Goodwin S.A., Gubin A., Fiske S.T., and Yzerbyt V.Y. Power can bias impression processes: Stereotyping subordinates by default and by design. Group Processes Intergroup Relations 3 3 (2000) 227-256
69. Guinote A. Power and goal pursuit. Pers. Soc. Psychol. Bull. 30 8 (2007) 1076-1087
70. Guinote A., Judd C.M., and Brauer M. Effects of power on perceived and objective group variability: Evidence that more powerful groups are more variable. J. Pers. Soc. Psychol. 82 5 (2002) 708-721
71. Guinote A., Brown M., and Fiske S.T. Minority status decreases sense of control and increases interpretive processing. Soc. Cognition 24 2 (2006) 169-186
72. Haidt J. The emotional dog and its rational tail: A social intuitionist approach to moral judgment. Psychol. Rev. 108 4 (2001) 814-834
73. Haidt J., Koller S.H., and Dias M.G. Affect, culture, and morality, or is it wrong to eat your dog?. J. Pers. Soc. Psychol. 65 4 (1993) 613-628
74. Hall J.A., Coats E.J., and LeBeau L.S. Nonverbal behavior and the vertical dimension of social relations: A meta-analysis. Psychol. Bull. 131 6 (2005) 898-924
75. Hampson S.E., Goldberg L.R., and John O.P. Category-breadth and social-desirability values for 573 personality terms. Eur. J. Pers. 1 4 (1987) 241-258
76. Hart D., and Edelstein W. The relationship of self-understanding in childhood to social class, community type, and teacher-rated intellectual and social competence. J. Cross Cult. Psychol. 23 3 (1992) 353-365
77. Hecht M.A., and LaFrance M. License or obligation to smile: The effect of power and sex on amount and type of smiling. Pers. Soc. Psychol. Bull. 24 12 (1998) 1332-1342
78. Henley N.M. Power, sex, and nonverbal communication. Berkeley J. Sociol. 18 (1973) 1-26
79. Henley N., and LaFrance M. Gender as culture: Difference and dominance in nonverbal behavior. In: Wolfgang A. (Ed). "Nonverbal Behavior: Perspectives, Applications, Intercultural Insights" (1984), C.J. Hogrefe, Inc., Lewiston, NY 351-371
80. Hrdy S. "Mother Nature: A History of Mothers, Infants and Natural Selection." (1999), Pantheon Books, New York
81. Insel T.R., and Fernald R.D. How the brain processes social information: Searching for the social brain. Annu. Rev. Neurosci. 27 (2004) 697-722
82. John O.P., and Srivastava S. The big five trait taxonomy: History, measurement, and theoretical perspectives. In: Pervin L., and John O.P. (Eds). "Handbook of personality: Theory and research". 2nd edn (1999), Guilford Press, New York, NY 102-139
83. Jost J.T. The end of the end of ideology. Am. Psychol. 61 7 (2006) 651-670
84. Jost J.T., and Banaji M.R. The role of stereotyping in system-justification and the production of false consciousness. Br. J. Soc. Psychol. Special Issue: Stereotypes: Struct. Funct. Process 33 1 (1994) 1-27
85. Jost J.T., Glaser J., Kruglanski A.W., and Sulloway F.J. Political conservatism as motivated social cognition. Psychol. Bull. 129 3 (2003) 339-375
86. Keltner D. Facial expressions of emotion and personality. In: Malatesta-Magai C., and McFadden S.H. (Eds). "Handbook of Emotion, Aging, and the Lifecourse" (1996), Academic Press, New York 385-402
87. Keltner D., and Anderson C. Saving face for Darwin: The functions and uses of embarrassment. Curr. Dir. Psychol. Sci. 9 6 (2000) 187-192
88. Keltner D., and Haidt J. Social functions of emotions. In: Mayne T., and Bonanno G. (Eds). "Emotions: Current Issues and Future Directions" (2001), Guilford Press, New York 192-213
89. Keltner D., Ellsworth P.C., and Edwards K. Beyond simple pessimism: Effects of sadness and anger on social perception. J. Pers. Soc. Psychol. 64 5 (1993) 740-752
90. Keltner D., Young R.C., Heerey E.A., Oemig C., and Monarch N.D. Teasing in hierarchical and intimate relations. J. Pers. Soc. Psychol. 75 5 (1998) 1231-1247
91. Keltner D., Capps L., Kring A.M., Young R.C., and Heerey E.A. Just teasing: A conceptual analysis and empirical review. Psychol. Bull. 127 2 (2001) 229-248
92. Keltner D., Gruenfeld D.H., and Anderson C. Power, approach, and inhibition. Psychol. Rev. 110 2 (2003) 265-284
93. Kipnis D. Does power corrupt?. J. Pers. Soc. Psychol. 24 1 (1972) 33-41
94. Kipnis D. "The Powerholders." (1976), University of Chicago Press, Chicago, IL
95. Kraus M.W., and Keltner D. "Socioeconomic Status, the Sense of Control, and Explanations of Life Outcomes." (2008) Manuscript in preparation
96. Krebs J.R., Davies N.B., and Parr J. "An Introduction to Behavioural Ecology",. 3rd edn (1993), Blackwell Scientific Publications, Cambridge, MA, US
97. Kruger J., and Dunning D. Unskilled and unaware of it: How difficulties in recognizing one's own incompetence lead to inflated self-assessments. J. Pers. Soc. Psychol. 77 6 (1999) 1121-1134
98. Kyl-Heku L.M., and Buss D.M. Tactics as units of analysis in personality psychology: An illustration using tactics of hierarchy negotiation. Pers. Individ. Dif. 21 4 (1996) 497-517
99. Langner C.A., and Keltner D. Power and emotion. J. Exp. Soc. Psychol. (2008) Manuscript in preparation
100. Leary M.R., Cottrell C.A., and Phillips M. Deconfounding the effects of dominance and social acceptance on self-esteem. J. Pers. Soc. Psychol. 81 5 (2001) 898-909
101. Lewin K. In: Cartwright D. (Ed). "Field Theory in Social Science: Selected Theoretical Papers" (1951), Harpers, Oxford, England
102. Logli M.A., Keltner D., Campos B., and Oveis C. Gossip and reputation within social hierarchies (2008) Manuscript in preparation
103. Magee J.C., Galinsky A.D., and Gruenfeld D.H. Power, propensity to negotiate, and moving first in competitive interactions. Pers. Soc. Psychol. Bull. 33 2 (2007) 200-212
104. Mazur A., and Booth A. Testosterone and dominance in men. Behav. Brain Sci. 21 3 (1998) 353-397
105. McArthur L.Z., and Apatow K. Impressions of baby-faced adults. Soc. Cognition 2 4 (1983) 315-342
106. McArthur L.Z., and Berry D.S. Cross-cultural agreement in the perception of babyfaced adults. J. Cross Cult. Psychol. 18 2 (1987) 165-192
107. McClintock M.K. Menstrual synchrony and suppression. Nature 229 5282 (1971) 244-245
108. Messick D.M., Bloom S., Boldizar J.P., and Samuelson C.D. Why we are fairer than others. J. Exp. Soc. Psychol. 21 5 (1985) 480-500
109. Milgram S. Behavioral study of obedience. J. Abnorm. Soc. Psychol. 67 4 (1963) 371-378
110. Moskowitz D.S. Cross-situational generality and the interpersonal circumplex. J. Pers. Soc. Psychol. 66 5 (1994) 921-933
111. Nemeth C.J. Differential contributions of majority and minority influence. Psychol. Rev. 93 1 (1986) 23-32
112. Ng S.H. "The Social Psychology of Power." (1980), Academic Press, San Diego, CA
113. Overbeck J.R., and Park B. When power does not corrupt: Superior individuation processes among powerful perceivers. J. Pers. Soc. Psychol. 81 4 (2001) 549-565
114. Overbeck J.R., and Park B. Powerful perceivers, powerless objects: Flexibility of powerholders' social attention. Organ. Behav. Hum. Decis. Process. 99 2 (2006) 227-243
115. Overbeck J.R., Tiedens L.Z., and Brion S. The powerful want to, the powerless have to: Perceived constraint moderates causal attributions. Eur. J. Soc. Psychol. 36 4 (2006) 479-496
116. Owens D.A., and Sutton R.I. Status contests in meetings: Negotiating the informal order. In: Turner M. (Ed). "Groups at Work: Theory and Research" (2001), Erlbaum, Mahwah, NJ 299-316
117. Parker G.A., and Rubenstein D.I. Role assessment, reserve strategy, and acquisition of information in asymmetric animal conflicts. Anim. Behav. 29 1 (1981) 221-240
118. Preston S.D., and de Waal F.D.M. Empathy: Its ultimate and proximate bases. Behav. Brain Sci. 25 (2002) 1-20
119. Raven B.H. Influence, power, religion, and the mechanisms of social control. J. Social Issues Special Issue: Social Influence and Social Power: Using Theory for Understanding Social Issues 55 1 (1999) 161-186
120. Ray J.C., and Sapolsky R.M. Styles of male social behavior and their endocrine correlates among high-ranking wild baboons. Am. J. Primatol. 28 4 (1992) 231-250
121. Reid S.A., and Ng S.H. Language, power, and intergroup relations. J. Social Issues Special Issue: Social Influence and Social Power: Using Theory for Understanding Social Issues 55 1 (1999) 119-139
122. Riggio R.E., and Friedman H.S. Impression formation: The role of expressive behavior. J. Pers. Soc. Psychol. 50 2 (1986) 421-427
123. Rusbult C.E., Verette J., Whitney G.A., and Slovik L.F. Accommodation processes in close relationships: Theory and preliminary empirical evidence. J. Pers. Soc. Psychol. 60 1 (1991) 53-78
124. Russell B. "Power: A New Social Analysis." (1938), Allen and Unwin, London
125. Sapolsky R.M., and Ray J.C. Styles of dominance and their endocrine correlates among wild olive baboons (Papio anubis). Am. J. Primatol. 18 1 (1989) 1-13
126. Savin-Williams R.C. Dominance in a human adolescent group. Anim. Behav. 25 2 (1977) 400-406
127. Sidanius J., and Pratto F. Social dominance: An intergroup theory of social hierarchy and oppression. Am. J. Sociol. 106 5 (2001) 1436-1440
128. Sinaceur M., and Tiedens L.Z. Get mad and get more than even: When and why anger expression is effective in negotiations. J. Exp. Soc. Psychol. 42 3 (2006) 314-322
129. Snibbe A.C., and Markus H.R. You can't always get what you want: Educational attainment, agency, and choice. J. Pers. Soc. Psychol. 88 4 (2005) 703-720
130. Solberg M.E., Olweus D., and Endresen I.M. Bullies and victims at school: Are they the same pupils?. Br. J. Educ. Psychol. 77 2 (2007) 441-464
131. Sulloway F.J. "Born to Rebel: Birth Order, Family Dynamics, and Creative Lives." (1996), Pantheon Books, New York, NY
132. Taylor S.E., and Brown J.D. Illusion and well-being: A social psychological perspective on mental health. Psychol. Bull. 103 2 (1988) 193-210
133. Tetlock P.E. The impact of accountability on judgment and choice: Toward a social contingency model. In: Zanna M.P. (Ed). "Advances in Experimental Social Psychology" Vol. 25 (1992), Academic Press, New York 331-376
134. Thibaut J.W., and Kelley H.H. "The Social Psychology of Groups." (1959), Wiley, Oxford, England
135. Tiedens L.Z. Anger and advancement versus sadness and subjugation: The effect of negative emotion expressions on social status conferral. J. Pers. Soc. Psychol. 80 1 (2001) 86-94
136. Tiedens L.Z., and Fragale A.R. Power moves: Complementarity in dominant and submissive nonverbal behavior. J. Pers. Soc. Psychol. 84 3 (2003) 558-568
137. Tiedens L.Z., Ellsworth P.C., and Mesquita B. Sentimental stereotypes: Emotional expectations for high- and low-status group members. Pers. Soc. Psychol. Bull. 26 7 (2000) 560-575
138. Van Kleef G.A., and Côté S. Expressing anger in conflict: When it helps and when it hurts. J. Appl. Psychol. 92 6 (2007) 1557-1569
139. Van Kleef G.A., De Dreu C.K.W., and Manstead A.S.R. The interpersonal effects of emotions in negotiations: A motivated information processing approach. J. Pers. Soc. Psychol. 87 (2004) 510-528
140. Van Kleef G.A., De Dreu C.K.W., Pietroni D., and Manstead A.S.R. Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making. Eur. J. Soc. Psychol. Special Issue Social Power 36 (2006) 557-581
141. Van Kleef G.A., Oveis C., Van der Löwe I., and Keltner D. "Power and Compassion: How Social Power Shapes Emotional Responses to the Suffering of Others." (2008) Manuscript in preparation
142. Vescio T.K., Snyder M., and Butz D.A. Power in stereotypically masculine domains: A social influence strategy X stereotype match model. J. Pers. Soc. Psychol. 85 6 (2003) 1062-1078
143. Vescio T.K., Gervais S.J., Snyder M., and Hoover A. Power and the creation of patronizing environments: The stereotype-based behaviors of the powerful and their effects on female performance in masculine domains. J. Pers. Soc. Psychol. 88 4 (2003) 658-672
144. Weber M. In: Henderson A.M., and Parsons T. (Eds). "The Theory of Social and Economic Organization" (1947), Oxford University Press, New York trans.
145. Whitmeyer J.M. Effects of positive reputation systems. Soc. Sci. Res. 29 2 (2000) 188-207