Gains in power are often assumed to lead to greater influence. Yet people vary in their ability to convert power into influence. We bring a temporal, historical perspective to account for this heterogeneity. We propose that — even when they have had considerable prior experience — people can...

Do female managers act in ways that narrow or instead act in ways that preserve or even widen the gender wage gap? Although conceptual arguments exist on both sides of this debate, the empirical evidence to date has favored the former view. Yet this evidence comes primarily from...

This article reconciles two seemingly incompatible expectations about interpersonal interaction and social influence. One theoretical perspective predicts that an increase in interaction between two actors will promote subsequent convergence in their attitudes and behaviors, whereas another view...

This paper examines the interplay of culture, cognition, and social networks in organizations with norms that emphasize cross-boundary collaboration. In such settings, social desirability concerns can induce a disparity between how people view themselves in conscious (deliberative) and less...

We examine how an individual difference — receptiveness to opposing views — moderates the tendency for people to sort into ideologically homogeneous social groups. Although prior work has linked receptiveness to willingness to engage information from opposing ideological perspectives, its...