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Advice Giving: A Subtle Pathway To Power, Michael Schaerer, Leigh Tost, Li Huang, Francesca Gino, Rick Larrick
Advice Giving: A Subtle Pathway To Power, Michael Schaerer, Leigh Tost, Li Huang, Francesca Gino, Rick Larrick
Research Collection Lee Kong Chian School Of Business
We propose that interpersonal behaviors can activate feelings of power, and we examine this idea in the context of advice giving. Specifically, we show a) that advice giving is an interpersonal behavior that enhances individuals’ sense of power and b) that those who seek power are motivated to engage in advice giving. Four studies, including two experiments (n=290, n=188), an organization-based field study (n=94), and a negotiation simulation (n=124) demonstrate that giving advice enhances the advisor’s sense of power because it gives the advisor perceived influence over others’ actions. Two of our studies further demonstrate that people with a high …