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For love or money? How activation of relational versus instrumental concerns affects reactions to decision-making procedures


Ståhl, Tomas; Vermunt, Riël; Ellemers, Naomi


Bitte beziehen Sie sich beim Zitieren dieses Dokumentes immer auf folgenden Persistent Identifier (PID):http://nbn-resolving.de/urn:nbn:de:0168-ssoar-207424

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Abstract We investigate how the direct activation of relational versus instrumental concerns affects reactions to decisions made by an authority. It is demonstrated that when instrumental concerns are experimentally induced, people's evaluations of the authority (Studies 1 and 2) as well as their intentions to protest (Study 3) are more strongly affected by how the procedures used by the authority affect anticipated outcomes (i.e., whether procedures are favorably or unfavorably inaccurate) than when relational concerns are activated. By contrast, authority evaluations (Study 2) and protest intentions (Study 3) are more strongly affected by whether procedures used are fair (accurate) or unfair (inaccurate) when relational (versus instrumental) concerns are activated. These findings extend previous research where relational versus instrumental concerns were inferred, but not directly examined, to explain differences in responses to authorities' decisions.
Klassifikation Sozialpsychologie
Freie Schlagwörter Procedural fairness; Outcome favorability; Procedure favorability; Relational concerns; Instrumental concerns; Goal activation
Sprache Dokument Englisch
Publikationsjahr 2007
Seitenangabe S. 80-94
Zeitschriftentitel Journal of Experimental Social Psychology, 44 (2007) 1
DOI http://dx.doi.org/10.1016/j.jesp.2007.02.004
Status Postprint; begutachtet (peer reviewed)
Lizenz PEER Licence Agreement (applicable only to documents from PEER project)