Universität zu Köln

Fischer, Julia, Fischer, Peter, Englich, Birte, Aydin, Niluefer and Frey, Dieter (2011). Empower my decisions: The effects of power gestures on confirmatory information processing. J. Exp. Soc. Psychol., 47 (6). S. 1146 - 1155. SAN DIEGO: ACADEMIC PRESS INC ELSEVIER SCIENCE. ISSN 1096-0465

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Abstract

Recent research has shown that social power systematically influences information processing in many ways, and can be induced simply via powerful gestures or postures. The current studies investigated the impact of embodied power on confirmatory information processing after decision making. Based upon previous social power research, we hypothesized that individuals who posed in powerful ways (making a clenched fist or sitting in an open, expansive posture) would systematically prefer decision-consistent over decision-inconsistent information; an effect known as selective exposure, or biased assimilation. Four studies consistently indicated that bodily positioning associated with high levels of power induced greater confirmatory tendencies in the evaluation and search stages of a subsequent, decision-relevant information task (Studies 1-4). This tendency is unlikely to be due to mere physical strain (Study 4), and was mediated by differences in experienced decision certainty (Studies 3 and 4); indicating that the embodiment of high power makes people more confident regarding the validity of their decisions. Consequently, high-power posers systematically prefer information that is consistent with their decision preference. (C) 2011 Published by Elsevier Inc.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Fischer, Julia UNSPECIFIED UNSPECIFIED UNSPECIFIED Fischer, Peter UNSPECIFIED UNSPECIFIED UNSPECIFIED Englich, Birte UNSPECIFIED UNSPECIFIED UNSPECIFIED Aydin, Niluefer UNSPECIFIED UNSPECIFIED UNSPECIFIED Frey, Dieter UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-486428
DOI:	10.1016/j.jesp.2011.06.008
Journal or Publication Title:	J. Exp. Soc. Psychol.
Volume:	47
Number:	6
Page Range:	S. 1146 - 1155
Date:	2011
Publisher:	ACADEMIC PRESS INC ELSEVIER SCIENCE
Place of Publication:	SAN DIEGO
ISSN:	1096-0465
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language SELECTIVE-EXPOSURE; IMPRESSION-FORMATION; BIASED ASSIMILATION; OUTCOME DEPENDENCY; PREFERENCE; SEARCH; IMPACT; INCREASES; INHIBITION; CONSISTENT Multiple languages Psychology, Social Multiple languages
URI:	http://kups.ub.uni-koeln.de/id/eprint/48642