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dc.contributor.authorTost, Leigh Plunkett
dc.contributor.authorGino, Francesca
dc.contributor.authorLarrick, Richard P.
dc.date.accessioned2013-09-03T19:16:06Z
dc.date.issued2012
dc.identifier.citationTost, L. P., F. Gino, and R. Larrick. "Power, Competitiveness, and Advice Taking: Why the Powerful Don't Listen." Organizational Behavior and Human Decision Processes 117, no. 1 (2012): 53–65.en_US
dc.identifier.issn0749-5978en_US
dc.identifier.urihttp://nrs.harvard.edu/urn-3:HUL.InstRepos:10996800
dc.description.abstractFour experiments test the prediction that feelings of power lead individuals to discount advice received from both experts and novices. Experiment 1 documents a negative relationship between subjective feelings of power and use of advice. Experiments 2 and 3 further show that individuals experiencing neutral and low levels of power weigh advice from experts and experienced advisors more heavily than advice from novices, but individuals experiencing high levels of power discount both novice and expert advice. Experiments 3 and 4 demonstrate that this tendency of individuals experiencing high levels of power to discount advice from experts and novices equally is mediated by feelings of competitiveness (Experiment 3) and confidence (Experiments 3 and 4). Finally, Experiment 4 shows that inducing high power individuals to feel cooperative with their advisors can mitigate this tendency, leading them to weigh expert advice more heavily than advice from novices. Theoretical and practical contributions are discussed.en_US
dc.language.isoen_USen_US
dc.publisherElsevieren_US
dc.relation.isversionofhttp://www.sciencedirect.com/science/article/pii/S0749597811001233en_US
dash.licenseOAP
dc.subjectcompetitionen_US
dc.subjectadvice takingen_US
dc.subjectpoweren_US
dc.subjectexpertiseen_US
dc.subjectconfidenceen_US
dc.subjectcompetitive mindseten_US
dc.titlePower, Competitiveness, and Advice Taking: Why the Powerful Don't Listenen_US
dc.typeJournal Articleen_US
dc.description.versionAuthor's Originalen_US
dc.relation.journalOrganizational Behavior and Human Decision Processesen_US
dash.depositing.authorGino, Francesca
dc.date.available2013-09-03T19:16:06Z
dc.identifier.doi10.1016/j.obhdp.2011.10.001
dash.contributor.affiliatedGino, Francesca


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