Keith Murnighan-Kellogg Graduate School of Management 

 J. KEITH MURNIGHAN

 Kellogg School of Management

 2001 Sheridan Rd
 Evanston, IL 60208
 847.467.3566
 847.491.8896 (fax)
 keithm@kellogg.northwestern.edu


 FEATURED LINKS


 
Kellogg Home

 Department of Management and  Organization

 The Dispute Resolution
 Research Center

 

Site NavigationHomeBiographyTeachingRecent WritingsVita

Recent Writings


*Power Lost, Power Gained

J. Keith Murnighan
(with
Niro Sivanathan, Madan Pillutla)


Abstract

Changes in power almost invariably lead to changes in behavior. This research investigates the effects of power increases and power decreases for individuals who are in strong or weak positions. An egocentric hypothesis - that increases in power will lead to greater behavioral changes than decreases in power - contrasts with hypotheses that focus on outcome dependence, previous exposure to power, and learning. Four experiments track individuals' actions when they move from ultimatum to dictatorship games, from dictatorship to ultimatum games, or when they have the same power position repeatedly. The data provide consistent support for egocentrism and no support for the other hypotheses. The discussion explores the disconnect between increases and decreases in power.

* For a complete version of this paper, please contact me via email keithm@kellogg.northwestern.edu
Back to Recent Writings