Powerful perceivers, powerless objects: Flexibility of powerholders’ social attention☆

Abstract We argue that the effect of power on social attention is a function of flexible, instrumental information processing that allows the high power perceiver to attain situation specific goals using whatever means are available, including attention. Study 1 assigned powerful participants to more “people-centered” or more “product-centered” goals, and found that people-centered powerholders better individuated low-power targets. Study 2 examined responses by both high- and low-power organization members, and found powerful judges more responsive to organizational goals in setting priorities and using information about the organization than powerless judges. Together, these results suggest that powerholders use social attention, like other resources, in order to advance their ability to fulfill organizational goals.

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