Experience Versus Expectations of Power: a Recipe For Altering the Effects of Power

Miao Hu, Northwestern University, USA
Derek Rucker, Northwestern University, USA
Adam Galinsky, Northwestern University, USA
When low-power individuals focus on the experience of power (how it feels to lack power), they show an increased preference for status and greater information processing, replicating past research. In contrast, shifting people’s attention to what others expect of them reverses these previously demonstrated findings.
[ to cite ]:
Miao Hu, Derek Rucker, and Adam Galinsky (2012) ,"Experience Versus Expectations of Power: a Recipe For Altering the Effects of Power ", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 303-307.