Universität zu Köln

Lammers, Joris ORCID: 0000-0002-2647-121X and Burgmer, Pascal ORCID: 0000-0003-3664-0539 (2017). Power increases anchoring effects on judgment. Soc. Cogn., 35 (1). S. 40 - 54. NEW YORK: GUILFORD PUBLICATIONS INC. ISSN 0278-016X

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Abstract

Four experiments test the impact of power (versus powerlessness) on anchoring effects. Anchoring refers to the tendency to assimilate one's judgment to a previously considered numeric standard. Based on the notion that power facilitates the activation of and reliance on accessible information, we hypothesized that power increases numeric anchoring effects on judgment, compared to powerlessness. Across studies, we found consistent support for this idea, when testing estimations of factual values (Experiments 1 and 2), subjective evaluations (Experiment 3), and negotiation behavior (Experiment 4). The findings of Studies 2 to 4 qualify the dominant idea in power literature that power reduces conformity to others' opinion. Power increases conformity to others' opinion, if such opinion is presented as an anchor and therefore processed more automatically. These findings also have important methodological implications for power research. They show that differences in stimulus presentation can steer observed effects of power in opposite directions.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Lammers, Joris UNSPECIFIED orcid.org/0000-0002-2647-121X UNSPECIFIED Burgmer, Pascal UNSPECIFIED orcid.org/0000-0003-3664-0539 UNSPECIFIED
URN:	urn:nbn:de:hbz:38-241322
Journal or Publication Title:	Soc. Cogn.
Volume:	35
Number:	1
Page Range:	S. 40 - 54
Date:	2017
Publisher:	GUILFORD PUBLICATIONS INC
Place of Publication:	NEW YORK
ISSN:	0278-016X
Language:	English
Faculty:	Faculty of Human Sciences Faculty of Management, Economy and Social Sciences
Divisions:	Faculty of Human Sciences > Department Psychologie Faculty of Management, Economics and Social Sciences > Social Sciences > Sociology and Social Psychology > Department of Scociology Center of Excellence C-SEB
Subjects:	Psychology
Uncontrolled Keywords:	Keywords Language IMPRESSION-FORMATION; OUTCOME DEPENDENCY; PERSPECTIVE; SITUATION; ATTENTION; EXPERTS; 1ST Multiple languages Psychology, Social Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/24132