Power Bases and Attribution in Three Cultures

Abstract

The authors used a Saudi context to verify the cross-cultural generality of findings (A. Rodrigues & K. L. Lloyd, 1998) reported for U.S. and Brazilian samples in which compliant behavior caused by reward, informational, and referent influences was perceived as more controllable and more internal than compliant behavior resulting from legitimate, expert, and coercive influences. This differential attribution led, in turn, to different affective and behavioral responses. In the present study, cognitive and affective reactions of Saudi students were measured with regard to compliant behavior (leading to a good outcome or a bad outcome) caused by each of the 6 bases of power described by B. H. Raven (1965). As expected, power bases had significant effects. However, when the outcome of the compliant behavior was bad, compliant behavior caused by a coercive influence led to the perception of more internality and controllability. Also—and not found in previous studies—the perception of less internality and controllability of compliant behavior was caused by an informational influence. Findings are discussed in the light of related research and Saudi cultural characteristics.     

Attribution and Social Influence1

This article utilizes an attributional approach to explore genotypic similarities among Raven's (1965) 6 bases of power. Two scenarios describing a successful influence attempt leading to a good or a bad outcome were created. Following a randomized blocks design, 60 subjects in each condition read 6 explanations given by the target of influence that reflected the bases of power of Raven's taxonomy (reward, coercion, legitimate, referent, expert, and informational). Rating scales following each power basis explanation assessed the perceived causal dimensions of locus and controllability attributed to the target of influence's behavior and how much the behavior led, in the good and bad outcome conditions, respectively, to pride (guilt), self-esteem enhancement (decrement), responsibility (as perceived by self and by others), and gratitude (anger). The results revealed that reward, referent, and informational influence are genotypically similar and perceived as more internal and more controllable than expert, legitimate, and coercive influence. These perceptions, in turn, led to higher degrees of affective reactions, confirming the predictions of Weiner's theory (1986). The results are related to Milgram's (1963) obedience studies and Kelman and Hamilton's (1989) crimes of obedience. Comments on why reward and coercive influence were found to be genotypically distinct in this study are also presented. Implications of the actor/observer bias in studies of this nature are indicated.     

Reexamining Bases of Power From an Attributional Perspective1

Four replications of Rodrigues' (1995) study on genotypical similarities of Raven's (1965) power taxonomy are reported. Rodrigues found that compliance induced by reward, informational, and referent power is perceived as more internal and controllable than compliant behavior induced by expert, legitimate, and coercive power. The replications included 4 new aspects: (a) subjects are highly ego-involved in the hypothetical situation presented; (b) subjects are actors rather than observers; (c) subjects are from another culture; and (d) subjects are asked to play the role of a supervisor and apply sanctions to the person who complied as a result of the influence attempt, thus affording an empirical testing of Weiner's (1995) thought-affect-action sequence when responsibility judgments are made. The results of all 5 studies, with a total of 570 subjects, support Rodrigues' (1995) findings and confirm Weiner's (1995) hypothesis     

Effects of nonverbal behavior on perceptions of a female employee's power bases

The authors extended a previous examination of the effects of nonverbal behavior on perceptions of a male employee's power bases (H. Aguinis, M. M. Simonsen, & C. A. Pierce, 1998) by examining the effects of nonverbal behavior on perceptions of a female employee's power bases. U.S. undergraduates read vignettes describing a female employee engaging in 3 types of nonverbal behavior (i.e., eye contact, facial expression, body posture) and rated their perceptions of the woman's power bases (i.e., reward, coercive, legitimate, referent, expert, credibility). As predicted, (a) direct eye contact increased perceptions of coercive power, and (b) a relaxed facial expression decreased perceptions of all 6 power bases. Also as predicted, the present results differed markedly from those of Aguinis et al. (1998) regarding a male employee. The authors discuss implications for theory, future research, and the advancement of female employees.     

Unconscious affective reactions to masked happy versus angry faces influence consumption behavior and judgments of value

The authors explored three properties of basic, unconsciously triggered affective reactions: They can influence consequential behavior, they work without eliciting conscious feelings, and they interact with motivation. The authors investigated these properties by testing the influence of subliminally presented happy versus angry faces on pouring and consumption of beverage (Study 1), perception of beverage value (Study 2), and reports of conscious feelings (both studies). Consistent with incentive motivation theory, the impact of affective primes on beverage value and consumption was strongest for thirsty participants. Subliminal smiles caused thirsty participants to pour and consume more beverage (Study 1) and increased their willingness to pay and their wanting more beverage (Study 2). Subliminal frowns had the opposite effect. No feeling changes were observed, even in thirsty participants. The results suggest that basic affective reactions can be unconscious and interact with incentive motivation to influence assessment of value and behavior toward valenced objects.     

Effects of Nonverbal Behavior on Perceptions of a Female Employee's Power Bases

Abstract

The authors extended a previous examination of the effects of nonverbal behavior on perceptions of a male employee's power bases (H. Aguinis, M. M. Simonsen, & C. A. Pierce, 1998) by examining the effects of nonverbal behavior on perceptions of a female employee's power bases. U.S. undergraduates read vignettes describing a female employee engaging in 3 types of nonverbal behavior (i.e., eye contact, facial expression, body posture) and rated their perceptions of the woman's power bases (i.e., reward, coercive, legitimate, referent, expert, credibility). As predicted, (a) direct eye contact increased perceptions of coercive power, and (b) a relaxed facial expression decreased perceptions of all 6 power bases. Also as predicted, the present results differed markedly from those of Aguinis et al. (1998) regarding a male employee. The authors discuss implications for theory, future research, and the advancement of female employees.     

Bases of social power,leadership styles,and organizational commitment

Affective organizational commitment reflects the extent to which organizational members are loyal and willing to work toward organizational objectives (Meyer & Allen, 1997). In particular, affective organizational commitment holds very important implications at all organizational levels (e.g., turnover rates, performance, and citizenship behavior). Whereas previous research has evinced the positive influence of transformational and charismatic leadership styles on affective commitment toward the organization (Bass & Avolio, 1994), little is known with regard to the nature of this relationship. In line with the interpersonal power/interaction model, the present investigation aimed to investigate the mechanism at play between transformational leadership style and affective organizational commitment. Specifically, we hypothesized that transformational leadership style would increase affective organizational commitment through its effect on willingness to comply with soft bases of power. In two studies, we subjected the foregoing hypotheses to empirical scrutiny. In Study 1, the proposed mediation model was empirically supported with Italian employees in the public sector. Attesting to the robustness of our findings, Study 2 replicated the findings of Study 1 with Italian employees from the public and private sectors. In addition, Study 2 replicated Study 1 using a different measure of transformational leadership. Both Study 1 and Study 2 provided results consistent with our hypotheses. Specifically, the present paper reports empirical evidence that (1) the more participants report having a transformational leader, the more willing they become to comply with soft (but not harsh) power bases, (2) in turn, greater willingness to comply with soft (but not harsh) power bases increases one's affective organizational commitment. These findings provide additional support for the interpersonal power/interaction model and pave the way for new research directions.     

School Psychologist and Teacher Perceptions of Social Power in Consultation

Social power has been recognized as central to understanding aspects of school consultation. This study examined school psychologist and teacher perceptions of the effectiveness of 11 bases of social power that psychologists might use with initially resistant teachers. Results suggested that psychologists and teachers held similar views about power within consultation: Both groups rated expert and informational power as the most effective bases, ranked the 11 power bases in a similar way, and indicated that psychologists would be more effective using “soft” (i.e., subtle, positive, noncoercive) bases rather than “hard” bases. Findings also suggested that the groups held different views of social power: Psychologists rated impersonal and personal reward power as more effective than did teachers, and teachers rated psychologists' use of legitimate position, informational, and legitimate dependence power as more effective than did psychologists.     

最后通牒博弈中提议者情绪预测偏差对公平决策的影响:公平感知的作用

为探讨提议者情绪预测偏差对公平决策的影响以及其中介机制,采用了两轮最后通牒博弈提议者实验任务,第一轮测量分配方案被接受和拒绝的情绪预测偏差,第二轮测量提议者的分配方案。研究结果表明:(1)提议者情绪预测偏差影响公平决策;(2)公平感知在提议者情绪预测偏差与公平决策间起部分中介作用。研究认为,提议者对积极结果的情绪预测偏差,会降低其公平感知,进而降低其分配方案公平性; 提议者对消极结果的情绪预测偏差,会提高其公平感知,进而增加其分配方案公平性。     

The impact of affective information on the professional judgments of more experienced and less experienced auditors

This study examines whether the presence of realistic, yet irrelevant, affective information differentially influences the professional judgments of more experienced and less experienced auditors. In this study, auditors with different experience levels were either provided or not provided with information designed to elicit a negative interpersonal emotional reaction towards a manufacturing client when making an inventory obsolescence risk judgment. The results indicate that the inventory obsolescence risk assessments of less experienced auditors were significantly higher when they were provided with negative affective information on a client than when no such information was provided. No such differences were found for the more experienced auditors. This study suggests that professional experience is one factor that influences individuals' assessments of the informational value of affective reactions. This has implications for developing effective training programs to increase professionals' awareness of the influence that emotional reactions can have on their judgment. Copyright © 2002 John Wiley & Sons, Ltd.     

Intelligence and Nationality of Wisconsin School Children

Abstract

Among a sample of U.S. students, the effects of 3 forms of nonverbal behavior (facial expression, visual behavior, and body posture) on perceptions of power bases (reward, coercive, legitimate, referent, expert, and credibility) were investigated. In contrast to previous investigations of nonverbal behavior and power, a precise construct definition and reliable and valid operational definitions of power were used, and specific perceptions of power bases were examined. A relaxed facial expression, compared with a nervous facial expression, increased the ratings for referent, reward, legitimate, expert, and credibility power bases. Also, direct eye contact yielded higher credibility ratings than indirect eye contact.     

Voluntary Consent in Correctional Settings: Do Offenders Feel Coerced to Participate in Research?

A major ethical concern in research with criminal offenders is the potential for abuse due to coercive influences that may adversely affect offenders' capacity to give voluntary consent to participate in research conducted in correctional settings. Despite this concern, to date there have been almost no systematic scientific investigations of the extent to which offenders themselves perceive that coercion occurs in these settings or that it is likely to influence their decisions about research participation. In a sample of over 600 ethnically diverse men and women recruited from various prisons and community corrections facilities in Texas and Florida, we used a vignette-based survey concerning a hypothetical research project to measure and compare offenders' global perceptions of coercive processes, as well as the differential salience and perceived coercive influence of specific factors (e.g., coercion by other inmates, inducements from staff). Somewhat surprisingly, across multiple outcome measures our participants on average reported relatively little in the way of significant coercive influences on their capacity to make voluntary decisions concerning research participation. Implications and directions for future research on coercive influences in offender research are discussed.     

Children's developing understanding of the motivational role of affect: An attributional analysis

This research examined children's developing understanding of relations between attributions, affects, and intended social behavior. Three scenarios involving exam success, making a baseball team, and a bicycle collision were constructed to elicit, respectively, either pride, gratitude, or guilt in a target child. In Experiment 1, two story conditions varied the locus (internal or external) of the cause of the outcome in the pride scenario and the controllability of the cause in the gratitude and guilt scenarios. For each condition, children aged 5 to 11 made judgments about the locus or controllability of the cause; they indicated how proud, grateful, or guilty the target child would feel; and they made inferences about an intended action (self-reward, reciprocation, or reparation) that might follow the outcome. In Experiment 2, the causal information and affective information were manipulated in a factorial design, and children made judgments about the intended action. There were age-related increases in the linkages between attributions and affects and between affects and intended behavior. This was particularly true in the case of guilt. These findings were interpreted as evidence for the growing influence of affect as a mediator between causal thought and action.     

Influence in the Ivory Tower: Examining the Appropriate Use of Social Power in the University Classroom

A study was conducted to determine how appropriate university students feel it is for professors to use varying bases of social power as a means of influence. Participants ( n  = 91) completed a modified version of the Interpersonal Power Inventory ( Raven, Schwarzwald, & Koslowsky, 1998 ) and a demographic questionnaire. Students rated the use of soft power as significantly more appropriate than harsh power. Repeated-measures ANOVA indicated that informational and expert power were thought to be the most appropriate bases for professors to use, and a gender effect was observed such that female students rated the use of social power in the classroom as significantly less appropriate than did male students. Implications for university instructors and other power holders are discussed.     

The Effects of Onset and Offset Responsibility on Affects and Helping Judgments1

Attributional studies of helping have examined perceivers affective responses and helping intentions as a function of responsibility (controllability) for the onset of a problem. This study extended the analysis to a responsibility for the solution (offset) of a problem and examined how the cause of both the onset and the offset of a problem determined perceivers' affective responses and helping intentions. One hundred and eighty subjects participated in the study. The subjects read one of three stories regarding the target person's behavior at the onset of falling behind in school (“sick” vs. “effort” vs. “no effort”) and reported their perceptions of the cause of the problem, affective responses, and helping intentions. Then they read one of three stories regarding the target person's behavior for the offset of the problem (“sick” vs. “effort” vs. “no effort”:' and responded again to the previously administered scales. Results indicated (a) that the final responses were strongly determined by the offset information. and (b) that sickness at the time of the onset led to negative affect and less helping intention when the offset information was “no effort.” The latter effect is discussed within the context of the moral judgment. Furthermore, structural equation analyses for the responses after the offset information revealed (a) that Weiner's “attribution-emotion-helping” model was applicable. and (b) that the effect of the effort perception on the helping intention was mediated by anger and pity.     

Influence of tonal and temporal expectations on chord processing and on completion judgments of chord sequences

Pitch and time are two principal form-bearing dimensions in Western tonal music. Research on melody perception has shown that listeners develop expectations about "What" note is coming next and "When" in time it will occur. Our study used sequences of chords (i.e., simultaneously sounding notes) to investigate the influence of these expectations on chord processing (Experiments 1 and 4) and subjective judgments of completion (Experiments 2 and 3). Both tasks showed an influence of tonal relations and temporal regularities: expected events occurring at the expected moment were processed faster and led to higher completion judgments. However, pitch and time dimensions interacted only for completion judgments. The present outcome suggests that for chord perception the influence of pitch and time might depend on the required processing: with a more global judgment favoring interactive influences in contrast to a task focusing on local chord processing.     

权力与耐心：权力感对时间知觉与跨期决策的影响

已有研究发现高权力感会使个体更耐心,更偏好延迟的大奖励。本研究假设高权力感影响耐心也会体现在时间知觉上,并且时间知觉是高权力影响耐心的心理机制。研究通过考察权力感对时间知觉与跨期决策的影响,以及时间知觉的中介作用对此假设进行了检验。实验1通过回忆法启动权力感,检验权力感对时间知觉的影响;实验2采用角色扮演法启动权力感,考察权力感对跨期决策的影响,并检验时间知觉的中介作用。结果发现：相比低权力感,高权力感个体感觉时间过得更快,进而使个体在跨期决策中更偏好延迟的大奖励,但权力感并不直接影响跨期决策。研究揭示了权力感对时间知觉的影响,为权力感影响耐心行为的解释提供了时间知觉的新视角。     

The Use of Social Bases of Power in Retail Sales

Abstract

Social power theory has been used to explain how a sales manager may influence sales personnel in an industrial sales setting. The purpose of this study is to investigate the relationship between retail sales managers' power bases and retail salespeople's job satisfaction, role conflict, role ambiguity, work motivation, organizational commitment, and job performance. Results of the study suggest that noncoercive sources of power have greater influence on these variables than does coercive power.     

Testing self-enhancement and self-assessment theories of achievement motivation: A reply to Sohn's critique

Recently, Sohn (1984) published a critique of our research program on self-enhancement and self-assessment in achievement behavior (Trope, 1983; Trope & Brickman, 1975). The critique is mainly concerned with the information subjects receive about the diagnostic value of tasks regarding their ability. Sohn argues that diagnosticity information is extraneous to achievement motivation and that its presence creates an artificial situation that is irrelevant to extant achievement theories. Furthermore, he argues that our research program failed to separate informational value from affective value and that the two cannot be separated. Contrary to Sohn's criticism regarding task diagnosticity, our studies show that (1) the antecedents and consequences of perceived diagnosticity are the very same variables that serve to define the achievement domain in extant achievement theories, and (2) our experimental situations fulfill the assumption of extant achievement theories regarding the arousal of achievement motivation. Sohn's criticism regarding the inseparability of affective value and informational value is most clearly contradicted by research showing that the diagnostic value of failure increases informational value but decreases affective value. It is argued that Sohn's objection to the unconfounding of informational and affective value runs counter to the experimental method of theory testing. Finally, it is shown that Sohn's other, more specific criticisms either ignore or distort past research on self-enhancement and self-assessment.     

How do I feel about the behavior? The interplay of affective associations with behaviors and cognitive beliefs as influences on physical activity behavior.

Individuals have affective associations with health behaviors. In other domains such associations have been shown to influence behavior, but affective associations with health behaviors are not included in current health decision-making models. The authors examined whether affective associations with exercise predicted individuals' activity behavior and, if so, how they interfaced with other decision-making constructs to influence behavior. Adult participants (N = 433) reported their current physical activity behavior and affective associations with physical activity. Health belief model and theory of planned behavior constructs were also assessed. More positive affective associations with activity significantly predicted greater activity behavior. Moreover, the influence of the health belief model and theory of planned behavior constructs on activity behavior was mediated through affective associations. Affective associations were shown to play a central role in individuals' activity behavior, both as a mediator of the effects of cognitively based decision-making factors and as an independent predictor of activity behavior. The results suggest the need to include affective influences on behavior in formal models of health decision making and, potentially, to explore affectively based intervention routes to change behaviors.