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

[journal article]

Ståhl, Tomas; Vermunt, Riël; Ellemers, Naomi

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Please use the following Persistent Identifier (PID) to cite this document: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.
Classification Social Psychology
Free Keywords Procedural fairness; Outcome favorability; Procedure favorability; Relational concerns; Instrumental concerns; Goal activation
Document language English
Publication Year 2007
Page/Pages p. 80-94
Journal Journal of Experimental Social Psychology, 44 (2007) 1
DOI http://dx.doi.org/10.1016/j.jesp.2007.02.004
Status Postprint; peer reviewed
Licence PEER Licence Agreement (applicable only to documents from PEER project)