Using a simulated two-party negotiation, we examined how trustworthiness and power balance affected deception. In order to trigger deception, we used an issue that had no value for one of the two parties. We found that high cognitive trust increased deception whereas high affective trust decreased deception. Negotiators who expressed anxiety also used more deception whereas those who expressed optimism also used less deception. The nature of the negotiating relationship (mutuality and level of dependence) interacted with trust and negotiators’ affect (...) to influence levels of deception. Deception was most likely to occur when negotiators reported low trust or expressed negative emotions in the context of nonmutual or low dependence relationships. In these relationships, emotions that signaled certainty were associated with misrepresentation whereas emotions that signaled uncertainty were associated with concealment of information. Negotiators who expressed positive emotions in the context of a nonmutual or high dependence relationship also used less deception. Our results are consistent with a fair trade model in which negotiator increases deception when contextual and interpersonal cues heighten concerns about exploitation and decrease deception when these cues attenuate concerns about exploitation. (shrink)

Judith Shklar, David Runciman, and others argue against what they see as excessive criticism of political hypocrisy. Such arguments often assume that communicating in an authentic manner is an impossible political ideal. This article challenges the characterization of authenticity as an unrealistic ideal and makes the case that its value can be grounded in a certain political realism sensitive to the threats posed by representative democracy. First, by analyzing authenticity’s demands for political discourse, I show that authenticity has greater flexibility (...) than many assume in accommodating practices common to politics, such as deception, concealment, and persuasion through rhetoric. Second, I argue that a concern for authenticity in political discourse represents a virtue, not a distraction, for representative democracy. Authenticity takes on heightened importance when the public seeks information on how representatives will act in contexts where the public is absent and unable to influence decisions. Furthermore, given the psychological mechanisms behind hypocrisy, public criticism is a sensible response for trying to limit political hypocrisy. From the perspective of democratic theory and psychology, the public has compelling reasons to value authenticity in political discourse. (shrink)

Context shapes negotiators’ actions, including their willingness to act unethically. Focusing on negotiators use of deception, we used a simulated two-party negotiation to test how three contextual variables—regulatory focus, power, and trustworthiness—interacted to shift negotiators’ ethical thresholds. We demonstrated that these three variables interact to either inhibit or activate deception, providing support for an interactionist model of ethical decision-making. Three patterns emerged from our analyses. First, low power inhibited and high power activated deception. Second, promotion-focused negotiators favored sins of omission, (...) whereas prevention-focused negotiators favored sins of commission. Third, low cognition-based trust influenced deception when negotiators experience fit between power and regulatory focus, whereas affect-based trust influenced deception when negotiators experience misfit between these structural context variables. We conclude that regulatory focus primes different moral templates: promotion-focused negotiators’ decision to deceive is determined by moral pragmatism, whereas prevention-focused negotiators’ decision to deceive is determined by opportunism. Because each combination of power and regulatory focus was tied to a specific subcomponent of trust, we further conclude that negotiators engage in motivated information search to determine whether they should deceive their opponents. (shrink)

Children may be viewed as public goods whereby both parents receive equal genetic benefits yet one parent often invests more heavily than the other. We introduce a microeconomic framework for understanding household investment decisions to address questions concerning conflicts of interest over types and amount of work effort among married men and women. Although gains and costs of marriage may not be spread equally among marriage partners, marriage is still a favorable, efficient outcome under a wide range of conditions. This (...) bioeconomic framework subsumes both cooperative and conflictive views on the sexual division of labor. We test hypotheses concerning marriage markets, assortative mating, and men’s labor motivations among Tsimane forager-horticulturalists of Bolivia and find that: (1) men and women both value work effort in marital partners, (2) marital labor contributions are complementary, (3) work effort is correlated between spouses, (4) total production is correlated with total reproduction, and (5) better hunters have higher fitness gains within marital unions. (shrink)

This study explores the direct and interactive effects of individual differences in interpersonal trust and negotiation style on ethical decision-making processes across commonly faced negotiation situations. Individual differences influence basic ideas about legitimate negotiating behaviors, affect behavioral intentions directly, and interact with the favorability of negotiating situations, resulting in direct, indirect, and interactive effects on ethical decision-making processes. Using a sample of 298 participants in executive education workshops, the study analyzes the relationship between interpersonal trust, competitiveness, moral judgment, and behavioral (...) intentions in different negotiating conditions through a series of structural equation models and regression analyses. Our results suggest that individual difference variables exert a significant influence not only on how managers assess the morality of ethically ambiguous negotiation practices but also directly on their behavioral intentions, and that this effect changed across specific negotiation situations. We discuss these results in terms of their usefulness in explaining ethical decision-making processes in negotiations. (shrink)

For thousands of years, various spiritual traditions and social activists have appealed to humans to adopt compassionate ways of living to address the suffering of life. Yet, along with our potential for compassion and self-sacrifice, the last few thousand years of wars, slavery, tortures, and holocausts have shown humans can be extraordinarily selfish, callous, vicious, and cruel. While there has been considerable engagement with these issues, particularly in the area of moral psychology and ethics, this paper explores an evolutionary analysis (...) relating to evolved resource-regulation strategies that can be called “care and share” versus “control and hold.” Control and hold are typical of primates that operate through intimidatory social hierarchies. Care and share are less common in non-human primates, but evolved radically in humans during our hunter-gatherer stage when our ancestors lived in relatively interdependent, small, mobile groups. In these groups, individualistic, self-focus, and self-promoting control and hold strategies (trying to secure and accumulate more than others) were shunned and shamed. These caring and sharing hunter-gatherer lifestyles also created the social contexts for the evolution of new forms of childcare and complex human competencies for language, reasoning, planning, empathy, and self-awareness. As a result of our new ‘intelligence’, our ancestors developed agriculture that reduced mobility, increased group size, resource availability and storage, and resource competition. These re-introduced competing for, rather than sharing of, resources and advantaged those who now pursue (often aggressively) control and hold strategies. Many of our most typical forms of oppressive and anti-compassionate behavior are the result of these strategies. Rather than (just) thinking aboutindividualscompeting with one another, we can also consider these different resource regulation strategies ascompeting within populationsshaping psychophysiological patterns; both wealth and poverty change the brain. One of the challenges to creating a more compassionate society is to find ways to create the social and economic conditions that regulate control and hold strategies and promote care and share. No easy task. (shrink)

The importance of employee social media policies is recognized in today’s increasingly connected organizations. Yet these policies are adopted at varying rates in different sectors and geographical regions. In the present study, an institutional approach was employed to investigate the predictors of the adoption of employee social media policies by organizations. Six predictors were examined, namely, organizational size, industry, and the national culture dimensions of power distance, individualism, masculinity, and uncertainty avoidance. Results of a logistic regression analysis of 558 online (...) survey responses from human resource professionals worldwide showed that all six predictors were associated with the adoption of employee social media policies. These findings have implications for multinational companies, as well as for policy makers in the legal, human resources, information technologies, and public relations departments who are the primary parties involved in establishing employee social media policies. Study limitations are presented and future research avenues are suggested. (shrink)

As human consumption is one of the key contributors to environmental problems, it is increasingly urgent to promote sustainable consumption. Drawing on the agentic-communal model of power, this research explores how the psychological feeling of power influences consumers’ preference for green products. We show that low power increases consumers’ preference for green products compared to high power. Importantly, we identify two factors moderating the main effect of power on green consumption. Specifically, we find that the effect of power on green (...) consumption is more salient among those with high green consumption values. In addition, the effects of power are dynamic as a function of power distance belief, such that low power promotes green consumption in the low-PDB context while high power promotes green consumption in the high-PDB context. Taken together, these findings provide novel insights into understanding green consumption from the perspectives of social power, green values, and PDB. Besides contributing to the literature, the findings have significant implications for marketers and policy-makers in promoting green campaigns, bridging the attitude-behavior gap, and building a more sustainable society. (shrink)

Evolutionary analysis focuses on how genes build organisms with different strategies for engaging and solving life’s challenges of survival and reproduction. One of those challenges is competing with conspecifics for limited resources including reproductive opportunities. This article suggests that there is now good evidence for considering two dimensions of social competition. The first, has been labeled as antisocial strategies, to the extent that they tend to be self-focused, threat sensitive and aggressive, and use tactics of bulling, threatening, and intimidating subordinates, (...) or even injuring/killing competitors. Such strategies can inhibit care and affiliative social interactions and motivation. The social signals emitted stimulate threat processing in recipients and can create stressed and highly stratified groups with a range of detrimental psychological and physiological effects. Second, in contrast, prosocial strategies seek to create relaxed and secure social interactions that enable sharing, cooperative, mutually supportive and beneficial relationships. The friendly and low/no threat social signals emitted in friendly cooperative and affiliative relationships stimulate physiological systems (e.g., oxytocin, the vagus nerve of the parasympathetic system) that downregulates threat processing, enhances the immune system, and facilitates frontal cortical processes and general wellbeing. This article reviews the literature pertaining to the evidence for these two dimensions of social engagement. (shrink)

ABSTRACT:The purpose of the present research was to investigate if and when leaders’ trait-like tendency to experience contempt would result in a lack of constructive attitudes and behaviors towards subordinates and an increase in destructive attitudes and behaviors towards subordinates. Previous research shows that increased power aligns individuals’ behavior with their trait-like tendencies. Accordingly, we hypothesized that leader contempt and power will interact to predict leaders’ people orientation, ethical leadership, dehumanization, and self-serving behavior. Across three studies, we indeed found that (...) contempt was more negatively associated with leaders’ people orientation and ethical leadership, and more positively associated with dehumanization and leaders’ self-serving behavior, when the leader had higher levels of power rather than lower levels of power. These results are discussed in the context of corporate ethical scandals demonstrating leaders’ focus on personal gain to the detriment of the needs of their subordinates. (shrink)

In this paper, we investigate a large-scale financial statement fraud to better understand the process by which individuals are recruited to participate in financial statement fraud schemes. The case reveals that perpetrators often use power to recruit others to participate in fraudulent acts. To illustrate how power is used, we propose a model, based upon the classical French and Raven taxonomy of power, that explains how one individual influences another individual to participate in financial statement fraud. We also provide propositions (...) for future research. (shrink)

Integrating research on empowering leadership with the literature on power in social psychology, we examine how empowering leaders affect the propensity of followers to engage in deviance. Across a multi-source, multi-wave field study and a controlled laboratory experiment, we find that, compared to the followers of less-empowering leaders, the followers of more empowering leaders feel subjectively more powerful and engage in more deviant behaviors. Moreover, we find that the propensity of empowered followers to engage in more deviance depends on their (...) prosocial attributes. Specifically, empowered followers engage in the highest levels of deviance when they have a weak moral identity and a strong desire for dominance. We further find that empowering leadership does not increase follower deviance when followers either have a strong moral identity or a weak desire for dominance. In sum, although past research suggests that empowering leadership may facilitate productivity and employee engagement, our work demonstrates that it can also cultivate harmful effects, such as increased deviance among certain types of followers. We discuss our theoretical contributions as well as practical implications for practicing empowering leadership. (shrink)

Given the complexity of human social life, it is astonishing to observe how quickly children adapt to their social environment. To be accepted by the other members, it is crucial to understand and follow the rules and norms shared by the group. How and from whom do young children learn these social rules? In the experiments, based on the crucial role of affective social learning and dominance hierarchies in simple rule understanding, we showed 15-to-23-month-olds and 3-to-5-year-old children videos where the (...) agents’ body size and affective cues were manipulated. In the dominant rule-maker condition, when a smaller protagonist puts an object in one location, a bigger agent reacts with a positive reaction; on the contrary, when the smaller protagonist puts an object in another location, the bigger agent displays a negative reaction. In the subordinate rule-maker condition, the roles are shifted but the agents differ. Toddlers expect the protagonist to follow the rules (based on anticipatory looks), independent of the dominant status of the rule-making agent. Three-to-five-year-old pre-schoolers overall perform at the chance level but expect the protagonist to disobey a rule in the first trial, and obey the rule in the second trial if the rule-maker is dominant. (shrink)

A correlational pilot study (N = 143) and an integrative data analysis of two experiments (total N = 377) provide evidence linking anger to the psychology of social hierarchy. The experiments demonstrate that the experience of anger increases the psychological accessibility of implicit cognitions related to social hierarchy: compared to participants in a control condition, participants in an anger-priming condition completed word stems with significantly more hierarchy-related words. We found little support for sex differences in the effect of anger on (...) implicit hierarchy-related cognition; effects were equivalent across male and female participants. Findings fit with functionalist evolutionary views of anger suggesting that anger may motivate the use of dominance to strive for high social rank in group hierarchies. Implications for downstream behaviour, including aggression and negotiation, are discussed. (shrink)

The sex ratio at birth in China exhibits a major occurrence of “missing women” due to the high son preference in Chinese culture. Clearly, the large gender discrepancy in China can be explained not only by ethical, moral, or social fairness theories but also by the economic benefits of women's particular abilities, experiences, and talents. This article examines the influence of female chief financial officers on information disclosure violations in order to highlight women's positive contributions. Our data imply that having (...) a female CFO can dramatically lower the number of companies that fail to disclose information. The results are strong after controlling endogeneity with propensity score matching, Heckman's two-stage self-selection model, and CFO change, as well as controlling the gender of the chairman and chief executive officer, utilizing different study periods, and using exogenous shock. We further examined the moderate effects of CFO power and external monitoring, and we found that CFO power magnifies the negative effect of female CFO on violations; the more the power, the more the negative effect of female CFO on violations. We also found that when the firm has effective external monitoring, there are fewer future infractions of information disclosure. (shrink)

In two experiments, we examined whether POWER is embodied in terms of horizontal forward and backward movement using an action compatibility task. Participants were asked to categorize power-relate...

Research investigating the underlying mechanisms and boundary conditions under which leader humility influences employee voice remains underdeveloped. Drawing from approach–inhibition theory of power and leader humility literature, we developed a moderated-mediation model in which personal sense of power was theorized as a unique mechanism underlining why employees feel motivated to speak up under the supervision of humble leaders. Additionally, the cultural value of power distance was proposed to be a relevant boundary condition to influence such relationship. We tested the model (...) using time-lagged supervisor–subordinate matched data. Results of mixed models analyses provided support for our hypotheses confirming that employees’ personal sense of power mediates the relationship between leader humility and employee voice, and such relationship was found to be stronger when employees’ power distance was lower rather than higher. (shrink)

The article attempts to describe adonization, a specific tactic for exerting influence which employs physical attraction, as well as its determinants. The article presents a proprietary model of determinants and motivational mechanisms which constitute the basis of the attitude toward adonization. A cycle of 3 studies on individual determinants for the attitude toward adonization was described. Results of study 1 confirmed that male gender, psychological masculinity, narcissism, Machiavellianism and high self-monitoring were correlates of a positive attitude toward adonization. Study 2 (...) showed that extraversion was the predictor of a positive attitude toward adonization of men and women and that agreeableness was the predictor of a less positive attitude of women. In Study 3 it was established that there were no differences in the attitude toward adonization in young and middle-aged men. Comparison among young and middle-aged women proved that younger women had a more positive attitude toward adonization in the cognitive and in the affective components than older women. (shrink)

Drawing on conservation of resources theory, this study examined how and when sense of control influence safety behavior. Linear regression analysis was performed on data collected from 481 students in 58 classes at a university. The results indicated that psychological stress mediated the negative effect of sense of control on safety compliance, as well as the positive effect of sense of control on safety participation. They further showed that perceptions of stronger safety regulations heightened the positive relationship between student psychological (...) stress and safety compliance, and buffered the negative effects of psychological stress on safety participation. These results provide a benchmark against which the effectiveness and relevance of epidemic prevention and control in higher education institutions can be assessed. (shrink)

How do people behave in interpersonal interactions? And why do they behave the way they do? In this thesis, I present a novel social-cognitive account of role-taking explaining how fixed positions affect our emotions, thoughts, and behavior in interactions. The basic notion of Role-Taking Theory is that actors represent roles in form of mental schemata, and that role-taking activates the role-specific mental schema. In its application, Role-Taking Theory was used to explain third-party reactions to conflicts. As a result, this thesis (...) entails three manuscripts currently under review for publications: one theoretical, and two empirical. In the theoretical article, we explain the core premises of RTT, discuss RTT’s contributions over and above existing theory, apply RTT to interpersonal conflicts, and outline future directions. In the two empirical articles, we report first empirical tests of hypotheses deriving from RTT’s assumptions. In sum, the manuscripts provide answers to how the number of constituting roles can be identified in any interpersonal interaction, how features of identified roles can be derived, how features of roles affect actors due to role-taking, why some actors take over certain roles in conflicts more frequently than others, why some actors benefit from taking over certain roles in conflicts more than others, why actors sometimes stick to roles even when this comes with costs, and – ultimately – how all these mechanisms tied to role-taking explain when and why interactions stabilize or destabilize. In a final chapter at the end of this thesis, the incremental contributions of these manuscripts over and above existing literature are discussed both in its novel theoretical rationale as well as in empirical insights. In sum, I argue that RTT’s universality and precision are apt for sustained empirical and theoretical work in the future. However, RTT is still in an early developmental stage, and thus, I prepare the next steps by analyzing the present state, outlining the most critical challenges in theory development, and identify the most promising directions for future research. (shrink)

Rules regulating social behavior raise challenging questions about cultural evolution in part because they frequently confer group-level benefits. Current multilevel selection theories contend that between-group processes interact with within-group processes to produce norms and institutions, but within-group processes have remained underspecified, leading to a recent emphasis on cultural group selection as the primary driver of cultural design. Here we present the self-interested enforcement (SIE) hypothesis, which proposes that the design of rules importantly reflects the relative enforcement capacities of competing parties. (...) We show that, in addition to explaining patterns in cultural change and stability, SIE can account for the emergence of much group-functional culture. We outline how this process can stifle or accelerate cultural group selection, depending on various social conditions. Self-interested enforcement has important bearings on the emergence, stability, and change of rules. (shrink)

Drawing upon a developmental perspective, we investigated the differences in power acquisition between only and non-only children as well as the mediating role of cooperative and competitive orientations and the moderating role of dependency on parents. To test our hypotheses, we conducted two field studies in 155 part-time Master of Business Administration students and 375 senior students. Results showed that: non-only children were more likely to achieve higher rank at work than only children; only children were less likely than non-only (...) children to acquire power in organizations because they scored lower in cooperative orientation; however, the mediating effect of competitive orientation was not significant; the difference in cooperative orientation between only and non-only children was smaller when dependency on parents was high, whereas it became larger when dependency on parents was low. Our research contributes to the understanding of how family structure influences individual power acquisition. (shrink)

Authors have empirically evidenced that cultural stereotypes influence gender-typed behavior. With the present work, we have added to this literature by demonstrating that gender roles can explain sex differences in risk-taking, a stereotypically masculine domain. Our aim was to replicate previous findings and to analyze what variables affect women making risky decisions in the social domain. A sample composed of 417 Spanish participants, between 17 and 30 years old, answered a set of self-report measures referring to femininity, fear of negative (...) evaluation, and social risk-taking. According to the main results, sex indirectly linked to risk-taking in the social domain, through femininity and fear of negative evaluation. Specifically, women self-reported higher feminine traits, which were associated with increased fear of negative evaluation, which in turn was associated with less risky decisions in the social domain. Thus, we have showed the relationship between gender roles and women’s behaviors in a stereotypically masculine domain. Our findings highlight the necessity of considering a gender-based perspective in the field of risk-taking, showing that not all women make more risky decisions in the social domain. (shrink)

Research in instrumental stakeholder theory often discusses the benefits of a stakeholder strategy that balances all stakeholders’ interests as if the firm’s managers were not constrained much in choosing a strategy. Yet, through their value appropriation behavior, stakeholders with high bargaining power can significantly constrain managers’ choices. Our objective is, therefore, to understand when powerful stakeholders give managers the latitude to balance all stakeholders’ interests, rather than forcing them to satisfy primarily their own interests. Building on enlightened self-interest and the (...) justice literature, we identify five motivational drivers that help explain powerful stakeholders’ value appropriation behavior. We next explore the endogenous relationship between the stakeholder strategy adopted by the firm and its effect on powerful stakeholders’ value appropriation behavior. This article complements instrumental stakeholder theory by looking at powerful stakeholders’ motivation to exercise their bargaining power, and in so doing brings powerful stakeholders’ moral responsibility in the treatment of weak stakeholders to the forefront. (shrink)

Two experiments probed the role of strategies used in social conflicts on perception of agency and communion. In study 1, persons who revealed prosocial orientation were perceived as less agentic, but more communal than those who revealed competitive orientation. In study 2 these findings were replicated in the context of organizational conflict, those who decided to use confrontational strategies were also perceived as more agentic, although less communal than these who used cooperative strategies. In line with the theory of power (...) effects on objectification of social targets, the perceived agency and communion were differently linked to superior’s and subordinate’s evaluation. While perceived agency predicted the subordinate’s evaluation, perceived communion predicted superior’s evaluation, but not the other way round. Moreover, perception of communion mediated the negative effect of confrontational strategies on supervisor’s evaluation. On the other hand, perceived agency suppressed the effect of strategies on subordinate’s evaluation. (shrink)

Catholic Social Teaching takes a rather cautious view toward the value of the ideas of Adam Smith, due to his emphasis on negative political and economic liberty. Detractors of Smith within CST point to what they consider to be deficiencies within his works: an impoverished moral anthropology, a lack of concern for the common good, and markets untethered to human needs. Defenders of Smith within CST tend to emphasize the material benefits that derive from Smithian institutions, such as economic growth, (...) improvements in standards of living, and the new opportunities that arise from cultures focused on innovation. This paper argues that Smith’s ideas have real value for CST. However, this value primarily lies in his moral psychology. While not denying the dangers of business activity for our moral lives, Smith also helps us to understand the possibility of the moral corruption of those who wield political power, thus providing an indirect defense of political and economic liberty that coheres with important Christian ethical notions found in CST. This is the case even though CST does not consistently recognize concerns surrounding the dangers of wielding political power—and thus Smith’s arguments offer real challenges to CST as well. This paper further suggests that these basic insights are relevant regardless of one’s favored institutional arrangements. (shrink)

Although research has examined the role leaders may play in shaping job re-design behaviors among their subordinates, little is known about the way managers craft their jobs as compared to other employees. In two crosssectional studies we tested whether organizational rank affects the frequency of job crafting, and to what extent this relationship is mediated via perceived autonomy. Study 1 demonstrated that managers craft their jobs more frequently than non-managers by increasing structural job resources and seeking challenges at work. We (...) also showed that autonomy explains the relationship between organizational rank and the frequency of increasing structural and social job demands, as well as seeking challenges. However, managers did not craft their jobs by decreasing job demands more often than regular employees. In Study 2 we replicated this pattern of results, subsequently demonstrating that managers with shorter tenure use their autonomy to craft their jobs via decreasing job demands. We discuss the contributions and potential implications of these results. (shrink)

Companies often benefit from others’ attributions of moral conviction for prosocial behavior, for example, attributions that a company has a sincere moral desire to improve the environment when behaving sustainably. Across four studies, we explored how organizations’ changing resource positions influenced people’s attributions for the motivations underlying prosocial organizational behaviors. Observers attributed less moral conviction following prosocial behavior when they believed an organization was losing economic resources. This effect was primarily a “penalty” assessed against organizations that were losing resources, as (...) opposed to a “reward” given to organizations gaining resources. Finally, we found that this effect occurred because people perceive organizations that are losing resources as more situationally constrained, leading them to attribute less dispositional moral conviction. We discuss theoretical and practical implications stemming from how changes in resource access can lead people to be more skeptical of organizations’ motivations following prosocial behavior. (shrink)