In four studies employing multiple manipulations of psychological closeness, we found that feeling connected to another individual who engages in selfish or dishonest behavior leads people to behave more selfishly and less ethically themselves. In addition, psychologically connecting with a scoundrel led to greater moral disengagement.
Five studies explored whether power undermines the quality of relationships by creating instrumental attributions for generous acts. We predicted that this cynical view of others' intentions would impede responses that nurture healthy relationships. In the first three studies, the powerful were more likely to believe that the favors they received were offered for the favor-giver's instrumental purposes, thereby reducing power-holders' thankfulness, desire to reciprocate, and trust.
Two experiments examined the psychological and biological antecedents of hierarchical differentiation and the resulting consequences for productivity and conflict within small groups. In Experiment 1, which used a priming manipulation, hierarchically differentiated groups (i.e., groups comprising 1 high-power-primed, 1 low-power-primed, and 1 baseline individual) performed better on a procedurally interdependent task than did groups comprising exclusively either all high-power-primed or all low-power-primed individuals.
Despite the continuing, adverse impact of discrimination on the lives of racial and ethnic minorities, the denial of discrimination is commonplace. Four experiments investigated the efficacy of perspective taking as a strategy for combating discrimination denial. Participants who adopted a Black or Latino target's perspective in an initial context were subsequently more likely to explicitly acknowledge the persistence of intergroup discrimination than were non-perspective takers (Experiments 1–3) or participants who adopted a White target's perspective (Experiment 1).
Some conflicts are experienced as depleting and exhausting whereas others are experienced as stimulating and invigorating. We explored the possibility that the focus of perceived threat in conflict determines whether it produces taxing stress or vitalizing arousal. Studies 1 and 2 established that attending to threats to interests, relationships, and identities during interpersonal conflict differentially relates to motivational goals, empathy and perspective-taking, femininity, and a collectivistic self-construal.
I investigate the contribution of pharmaceutical innovation to recent longevity growth in Germany and France. First, I examine the effect of the vintage of prescription drugs (and other variables) on the life expectancy and age-adjusted mortality rates of residents of Germany, using longitudinal, annual, state-level data during the period 2001–2007. The estimates imply that about one-third of the 1.4-year increase in German life expectancy during the period 2001–2007 was due to the replacement of older drugs by newer drugs.
Two quantitative meta-analyses examined how the presence of visual channels, vocal channels, and synchronicity influences the quality of outcomes in negotiations and group decision making. A qualitative review of the literature found that the effects of communication channels vary widely and that existing theories do not sufficiently account for these contradictory findings.
The current research investigated how patterns of home and host cultural identification can explain which individuals who have lived abroad achieve the greatest creative and professional success. We hypothesized that individuals who identified with both their home and host cultures (i.e., biculturals) would show enhanced creativity and professional success compared with individuals who identified with only a single culture (i.e., assimilated and separated individuals).
The current paper reviews the concept of power and offers a new architecture for understanding how power guides and shapes consumer behavior. Specifically, we propose that having and lacking power respectively foster agentic and communal orientations that have a transformative impact on perception, cognition, and behavior. These orientations shape both who and what consumers value. New empirical evidence is presented that synthesizes these findings into a parsimonious account of how power alters consumer behavior as a function of both product attributes and recipients.