Publication Type

Journal Article

Publication Date

1-2018

Abstract

We propose that interpersonal behaviors can activate feelings of power, and we examine this idea in the context of advice giving. Specifically, we show a) that advice giving is an interpersonal behavior that enhances individuals’ sense of power and b) that those who seek power are motivated to engage in advice giving. Four studies, including two experiments (n=290, n=188), an organization-based field study (n=94), and a negotiation simulation (n=124) demonstrate that giving advice enhances the advisor’s sense of power because it gives the advisor perceived influence over others’ actions. Two of our studies further demonstrate that people with a high tendency to seek power are more likely to give advice than those with a low tendency. This research establishes advice giving as a subtle route to a sense of power, shows that the desire to feel powerful motivates advice giving, and highlights the dynamic interplay between power and advice.

Keywords

advice giving, social power, social influence, political motivation

Discipline

Organizational Behavior and Theory | Social Influence and Political Communication

Research Areas

Organisational Behaviour and Human Resources

Publication

Personality and Social Psychology Bulletin

Volume

44

Issue

5

First Page

746

Last Page

761

ISSN

0146-1672

Identifier

10.1177/0146167217746341

Publisher

SAGE Publications (UK and US)

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://doi.org/10.1007/978-3-319-39946-1_1810.1177/0146167217746341

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