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For love or money?: How activation of relational versus instrumental concerns affects reactions to decision-making procedures
University of Skövde, School of Technology and Society.
University of Skövde, School of Technology and Society.
Leiden Univ, Sect Social & Org Psychol, Dept Psychol, NL-2300 RB Leiden, Netherlands.
2008 (English)In: Journal of Experimental Social Psychology, ISSN 0022-1031, E-ISSN 1096-0465, Vol. 44, no 1, 80-94 p.Article in journal (Refereed) Published
Abstract [en]

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 I 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. (c) 2007 Elsevier Inc. All rights reserved.

Place, publisher, year, edition, pages
2008. Vol. 44, no 1, 80-94 p.
Keyword [en]
procedural fairness, outcome favorability, procedure favorability, relational concerns, instrumental concerns, goal activation
National Category
Social Sciences
Research subject
Humanities and Social sciences
Identifiers
URN: urn:nbn:se:his:diva-6871DOI: 10.1016/j.jesp.2007.02.004ISI: 000253282100007Scopus ID: 2-s2.0-36448967106OAI: oai:DiVA.org:his-6871DiVA: diva2:573307
Available from: 2012-11-30 Created: 2012-11-30 Last updated: 2012-11-30

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Ståhl, TomasVermunt, Riel
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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf