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...

We investigate rivalry as a driver of unethical behavior. We first distinguish it from general competition, both conceptually and in terms of its consequences for behavior. Then, across four experiments and one archival study, we find evidence that rivalry fuels greater unethical behavior than...

Goal setting is one of the most replicated and influential paradigms in the management literature. Hundreds of studies conducted in numerous countries and contexts have consistently demonstrated that setting specific, challenging goals can powerfully drive behavior and boost performance....

In this paper we review the literature on first offers in negotiations. We explore the determinants of who will make the first offer, how extreme that first offer will be, what effect the first offer has on the value of the final outcome, and how first offers influence post-negotiation evaluations

Merging ideas from optimal distinctiveness theory (M. B. Brewer, 1991) and the self-affirmation literature, we predicted that individuals would have a greater need to affirm memberships in minority groups than memberships in majority groups. Furthermore, ingroup favoritism produced by minority...

Stereotype threat is the concern one feels about confirming a negative stereotype about one's ability-stigmatized group (Steele & Aronson, 1995). At the heart of stereotype threat effects is the expectation of negative performance based on group membership or a currently held role. Thus, an...

Three experiments examine how power affects consumers' spending propensities. By integrating literatures suggesting that (a) powerlessness is aversive, (b) status is one basis of power, and (c) products can signal status, the authors argue that low power fosters a desire to acquire products...

Power transforms consumer behavior. This research introduces a critical theoretical moderator of power’s effects by promoting the idea that power is accompanied by both an experience (how it feels to have or lack power) and expectations (schemas and scripts as to how those with or without...