Relationship orientation as a moderator of the effects of social power

J Pers Soc Psychol. 2001 Feb;80(2):173-87. doi: 10.1037/0022-3514.80.2.173.

Abstract

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.

Publication types

  • Clinical Trial
  • Randomized Controlled Trial
  • Research Support, U.S. Gov't, Non-P.H.S.

MeSH terms

  • Altruism
  • Analysis of Variance
  • Cognition
  • Cues
  • Ego*
  • Female
  • Goals*
  • Humans
  • Interpersonal Relations*
  • Linear Models
  • Machiavellianism
  • Male
  • Pilot Projects
  • Power, Psychological*
  • Psychological Theory
  • Semantics
  • Social Desirability
  • Social Dominance
  • Social Responsibility*
  • Time Factors
  • United States