Social and Behavioral Sciences Commons^™

Toward A Positive And Dynamic Theory Of Leadership Development, D. Scott Derue, Kristina Workman

Kristina Workman

In this chapter, we draw from the literature on positive organizational scholarship to inform and extend current theories and research on leadership development in organizational settings. Specifically, we highlight the value of a strengths-based approach to leadership development, draw attention to the emergence of positive cycles of leadership development, and emphasize the role of high-quality relationships and connections in facilitating leadership development. Our hope is that these theoretical insights provide the basis for new theory on cultivating extraordinary leadership capacity in organizations and stimulate future research on the positive and dynamic processes involved in leadership development.

“Why Didn’T You Just Ask?” Underestimating The Discomfort Of Help-Seeking, Vanessa K. Bohns, Francis J. Flynn

Vanessa K. Bohns

Across four studies we demonstrate that people in a position to provide help tend to underestimate the role that embarrassment plays in decisions about whether or not to ask for help. As a result, potential helpers may overestimate the likelihood that people will ask for help (Studies 1 and 2). Further, helpers may be less inclined to allocate resources to underutilized support programs than help-seekers because they are less likely to attribute low levels of use to help-seekers’ concerns with embarrassment (Study 3). Finally, helpers may misjudge the most effective means of encouraging help-seeking behavior - emphasizing the practical benefits …

For A Dollar, Would You…? How (We Think) Money Affects Compliance With Our Requests, Vanessa K. Bohns, Daniel A. Newark, Amy Z. Xu

Vanessa K. Bohns

Research has shown a robust tendency for people to underestimate their ability to get others to comply with their requests. In five studies, we demonstrate that this underestimation-of-compliance effect is reduced when requesters offer money in exchange for compliance. In Studies 1 and 2, participants assigned to a no-incentive or monetary-incentive condition made actual requests of others. In both studies, requesters who offered no incentives underestimated the likelihood that those they approached would grant their requests; however, when requesters offered monetary incentives, this prediction error was mitigated. In Studies 3-5, we present evidence in support of a model to explain …

Are Social Prediction Errors Universal? Predicting Compliance With A Direct Request Across Cultures, Vanessa K. Bohns, Michael J. J. Handgraaf, Jianmin Sun, Hillie Aaldering, Changguo Mao, Jennifer Logg

Vanessa K. Bohns

Previous research conducted in the United States has demonstrated that help-seekers fail to appreciate the embarrassment and awkwardness (i.e., social costs) targets would experience by saying “no" to a request for help. Underestimation of such social costs leads help-seekers to underestimate the likelihood that others will comply with their requests. We hypothesized that this error would be attenuated in a collectivistic culture. We conducted a naturalistic help-seeking study in the U.S. and China and found that Chinese help-seekers were more accurate than American help-seekers at predicting compliance. A supplementary scenario study in which we measured individual differences in collectivistic and …

Once Bitten, Twice Shy: The Effect Of A Past Refusal On Expectations Of Future Compliance, Daniel A. Newark, Francis J. Flynn, Vanessa K. Bohns

Vanessa K. Bohns

Four studies examined help-seekers’ beliefs about how past refusals affect future compliance. In Study 1, help-seekers were more likely than potential helpers to believe that a previous refusal would lead a potential helper to deny a subsequent request of similar size. Study 2 replicated this effect and found that help-seekers underestimated the actual compliance rate of potential helpers who had previously refused to help. Studies 3 and 4 explain this asymmetry. Whereas potential helpers’ willingness to comply with a subsequent request stems from the discomfort of rejecting others not once, but twice, help-seekers rely on dispositional attributions of helpfulness to …

If You Need Help, Just Ask: Underestimating Compliance With Direct Requests For Help, Francis J. Flynn, Vanessa K. Bohns

Vanessa K. Bohns

A series of studies tested whether people underestimate the likelihood that others will comply with their direct requests for help. In the first 3 studies, people underestimated by as much as 50% the likelihood that others would agree to a direct request for help, across a range of requests occurring in both experimental and natural field settings. Studies 4 and 5 demonstrated that experimentally manipulating a person’s perspective (as help seeker or potential helper) could elicit this underestimation effect. Finally, in Study 6, the authors explored the source of the bias, finding that help seekers were less willing than potential …

(Mis)Understanding Our Influence Over Others: A Review Of The Underestimation-Of-Compliance Effect, Vanessa K. Bohns

Vanessa K. Bohns

I review a burgeoning program of research examining people’s perceptions of their influence over others. This research demonstrates that people are overly pessimistic about their ability to get others to comply with their requests. Participants in our studies have asked more than 14,000 strangers a variety of requests. We find that participants underestimate the likelihood that the people they approach will comply with their requests. This error is robust (it persists across various samples and requests) and substantial (on average, requesters underestimate compliance by 48%). We find that this error results from requesters’ failure to appreciate the awkwardness of saying …

It Hurts When I Do This (Or You Do That): Posture And Pain Tolerance, Vanessa K. Bohns, Scott Wiltermuth

Vanessa K. Bohns

Recent research (Carney, Cuddy, & Yap, 2010) has shown that adopting a powerful pose changes people's hormonal levels and increases their propensity to take risks in the same ways that possessing actual power does. In the current research, we explore whether adopting physical postures associated with power, or simply interacting with others who adopt these postures, can similarly influence sensitivity to pain. We conducted two experiments. In Experiment 1, participants who adopted dominant poses displayed higher pain thresholds than those who adopted submissive or neutral poses. These findings were not explained by semantic priming. In Experiment 2, we manipulated power …

Expectations Of Job Responsibilities Of Recreation And Sports Managers, Jennifer Y. Mak

Jennifer Y Mak

The purpose of this study was to identify whether there were differences in the expectations of job responsibilities between different levels of recreation and sports managers towards the same post. The problem was divided into two sub-problems: (l) to determine the relationship in the perceived importance of entry-level managers' job responsibilities between entry-level managers and middle-level managers; and (2) to determine the relationship in the perceived importance of middle-level managers job responsibilities between middle-level managers and top-level managers. Several items were found to have significant difference in the perceptions among the subjects.

Expectations Of Job Responsibilities Of Recreation And Sports Managers, Jennifer Y. Mak

Jennifer Y Mak

The purpose of this study was to identify whether there were differences in the expectations of job responsibilities between different levels of recreation and sports managers towards the same post. The problem was divided into two sub-problems: (l) to determine the relationship in the perceived importance of entry-level managers' job responsibilities between entry-level managers and middle-level managers; and (2) to determine the relationship in the perceived importance of middle-level managers job responsibilities between middle-level managers and top-level managers. Several items were found to have significant difference in the perceptions among the subjects.

The Impact Of Family Economic Structure On Dual-Earners’ Career And Family Satisfaction, Ronit Waismel-Manor, Asaf Levanon, Pamela S. Tolbert

Pamela S Tolbert

The present study builds on the explanatory power of the “doing gender” perspective to understand the effects of family economic structure on the family and career satisfaction of husbands and wives. Using data from a two-panel, couple-level survey of full-time employed middle-class families in the Northeastern United States, we find that when wives’ earnings increase relative to their husbands’, their career satisfaction significantly increases whereas their husbands’ is significantly depressed. In contrast, family economic structure has little effect on women’ and men’s level of family satisfaction, although we find a significant reduction in family satisfaction among couples who have recently …

Sources Of Gender Difference In Rural To Urban Migration In Kenya: Does Human Capital Matter?, Richard U. Agesa, Jacqueline Agesa

Jacqueline Agesa

Using data from Kenya this article estimates the urban to rural gender gap in the rate of migration and then decomposes the gap into the explained portion and the portion due to gender differences in coefficients. The former is further decomposed to unveil the relative influence of each explanatory variable on the explained portion of the gender gap in the rate of migration. A non-trivial finding suggests that human capital variables may exert the strongest influence on gender differences in migration, partially explaining the higher incidence of male migration.

Empathy Gaps Between Helpers And Help-Seekers: Implications For Cooperation, Vanessa K. Bohns, Francis J. Flynn

Vanessa K. Bohns

Help-seekers and potential helpers often experience an “empathy gap” – an inability to understand each other’s unique perspectives. Both parties are concerned about their reputation, self-esteem, and relationships, but these concerns differ in ways that lead to misinterpretation of the other party’s actions, and, in turn, missed opportunities for cooperation. In this article, we review research that describes the role-specific concerns of helpers and help-seekers. We then review studies of emotional perspective-taking, which can help explain why help-seekers and helpers often experience empathy gaps. We go on to discuss recent work that illustrates the consequences of empathy gaps between helpers …

Choosing Union Representation: The Role Of Attitudes And Emotions, Adrienne E. Eaton, Sean Rogers Ph.D., Tracy F. H. Chang, Paula B. Voos

Sean Edmund Rogers

In the United States, most unions are recognized by a majority vote of employees through union representation elections administered by the government. Most empirical studies of individual voting behavior during union representation elections use a rational choice model. Recently, however, some have posited that voting is often influenced by emotions. We evaluate competing hypotheses about the determinants of union voting behavior by using data collected from a 2010 representation election at Delta Air Lines, a US-based company. In addition to the older rational choice framework, multiple regression results provide support for an emotional choice model. Positive feelings toward the employer …

Violent Splits Or Healthy Divides? Coping With Injustice Through Faultlines, Katerina Bezrukova, Chester S. Spell, Jamie L. Perry

Jamie Perry

In 2 studies, we investigated how groups with strong divisions may, paradoxically, help members to cope with injustice. We tested our theoretical predictions using a survey methodology and data from 57 (Study 1) and 36 (Study 2) workgroups across different industries. Consistent with our hypotheses, we found that group faultlines weakened the positive relationship between perceived interpersonal injustice and psychological distress. Cooperative behaviors within subgroups mediated the interactive effect of faultlines and injustice with psychological distress.

Underestimating Our Influence Over Others’ Unethical Behavior And Decisions, Vanessa K. Bohns, M. Mahdi Roghaniziad, Amy Z. Xu

Vanessa K. Bohns

We examined the psychology of “instigators,” i.e., people who surround an unethical act and influence the wrongdoer (the “actor”) without directly committing the act themselves. In four studies, we found that instigators of unethical acts underestimated their influence over actors. In Studies 1 and 2, university students enlisted other students to commit a “white lie” (Study 1) or commit a small act of vandalism (Study 2) after making predictions about how easy it would be to get their fellow students to do so. In Studies 3 and 4, online samples of participants responded to hypothetical vignettes, e.g., about buying children …

Guilt By Design: Structuring Organizations To Elicit Guilt As An Affective Reaction To Failure, Vanessa K. Bohns, Francis K. Flynn

Vanessa K. Bohns

In this article, we outline a model of how organizations can effectively shape employees’ affective reactions to failure. We do not suggest that organizations eliminate the experience of negative affect following performance failures—instead, we propose that they encourage a more constructive form of negative affect (guilt) instead of a destructive one (shame). We argue that guilt responses prompt employees to take corrective action in response to mistakes, while shame responses are likely to elicit more detrimental effects of negative affect. Further, we suggest that organizations can play a role in influencing employees’ discrete emotional reactions to the benefit of both …

Opposites Fit: Regulatory Focus Complementarity And Relationship Well-Being, Vanessa K. Bohns, Gale M. Lucas, Daniel C. Molden, Eli J. Finkel, Michael K. Coolsen, Madoka Kumashiro, Caryl E. Rusbult, E. Tory Higgins

Vanessa K. Bohns

Two studies of romantic couples examined the circumstances under which complementary goal-pursuit strategies (specifically, the pairing of a relationship partner who prefers to pursue goals eagerly with a relationship partner who prefers to pursue goals vigilantly) lead to positive relationship outcomes. As hypothesized, couples who reported higher levels of goal congruence (Study 1) or greater self-other overlap (Study 2) benefited from complementary regulatory focus orientations. We suggest that such benefits stem from the advantages provided by the availability of both eager and vigilant strategic preferences, which allow complementary couples to “divide and conquer” goal pursuits as a unit so that …

Regulatory Focus And Interdependent Economic Decision-Making, Jun Gu, Vanessa K. Bohns, Geoffrey J. Leonardelli

Vanessa K. Bohns

Traditional theories of self-interest cannot predict when individuals pursue relative and absolute economic outcomes in interdependent decision-making, but we argue that regulatory focus (Higgins, 1997) can. We propose that a concern with security (prevention focus) motivates concerns with social status, leading to the regulation of relative economic outcomes, but a concern with growth (promotion focus) motivates the maximization of opportunities, leading to a focus on absolute outcomes. Two studies supported our predictions; regardless of prosocial or proself motivations, a promotion focus yielded greater concern with absolute outcomes, but a prevention focus yielded greater concern with relative outcomes. Also, Study 3 …

Underestimating Our Influence Over Others At Work, Vanessa K. Bohns, Francis J. Flynn

Vanessa K. Bohns

Employees at all organizational levels have influence over their subordinates, their colleagues, and even their bosses. But are they aware of this influence? We present evidence suggesting that employees are constrained by cognitive biases that lead them to underestimate their influence over others in the workplace. As a result of this underestimation of influence, employees may be reluctant to spearhead organizational change, discount their own role in subordinates’ performance failures, and fail to speak up in the face of wrongdoing. In addition to reviewing evidence for this bias, we propose five moderators that, when present, may reverse or attenuate the …

Liking The Same Things, But Doing Things Differently: Outcome Versus Compatibility In Partner Preferences For Joint Tasks, Vanessa K. Bohns, E. Tory Higgins

Vanessa K. Bohns

We propose a distinction between two types of interpersonal compatibility in determining partner preferences for joint tasks: outcome compatibility and strategic compatibility. We argue that these two types of compatibility correspond to preferences for similar and complementary task partners, respectively. Five studies support this distinction. A pilot study demonstrates that established scales for measuring attitudes and values (variables associated with similarity effects) capture more information about desired outcomes, whereas established scales for measuring dominance (the variable most widely associated with complementarity effects) capture more information about desired strategies. Studies 1a and 1b demonstrate that framing the same variable as either …

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The Impact Of Institutional Arrangements On Educational Efficiency, Trevor Collier

Trevor Collier

Per-pupil expenditures on education in the United States have grown immensely in recent decades, yet student achievement has been stagnant. An abundance of research has sought to solve this enigma, much of it centered on the incentive structure facing administrators. Some recent papers use TIMSS data to analyze the relationship between institutional arrangements—that typically do not vary within a single country—and student achievement. Similarly, we utilize TIMSS 1999 to determine if there is an indirect relationship between institutional arrangements and student achievement, via a relationship with school efficiency. Our results show that the specified link between institutional arrangements and student …

Teacher Qualifications And Student Achievement: A Panel Data Of Analysis, Trevor Collier

Trevor Collier

Recent academic research suggests that teacher quality plays an important role in student achievement: however, empirical research on the efficacy of policies requiring teachers to obtain certain degrees is inconclusive, particularly in elementary education. This paper models a panel data production function with fixed effects using the Early Childhood Longitudinal Study (ECLS-K) to asses the relationship between different undergraduate and graduate majors and elementary student test scores. Specifcally, we aim to discern if there is a difference in teacher efficacy within the different education related majors (e.g. early childhood education and elementary education) and between education and non-education related majors.

Tobin, James, Tony Caporale

Tony Caporale

James Tobin was born in Champaign, Illinois, in 1918. He received his bachelor's degree in 1939 and his master's degree in 1940, both from Harvard. Following naval service during the years 1942-6, he returned to his graduate studies and received his PhD from Harvard in 1947. In 1950, he joined the economics department at Yale University, and he has largely remained at Yale and has been identified with this institution throughout his career. He twice directed the Cowles Foundation for Research in Economics, first from 1955 to 1961, and then from 1964 to 1965. He also served for two years, …

Multilevel Marketing Diffusion And The Risk Of Pyramid Scheme Activity: The Case Of Fortune Hi‐Tech Marketing In Montana, Stacie A. Bosley, Kim Mckeage

Stacie Bosley

While statisticians have simulated the expected rate of growth in pyramid schemes, this research examines actual data on the spread of an alleged pyramid scheme in Montana. Fortune Hi-Tech Marketing (FHTM) was a multilevel marketing firm, sued by six states and the Federal Trade Commission and permanently shut down in 2014. Data from a settlement with the State of Montana provide a population of participants in a geographic region with definable markets and offer unique insights into local contagion. The authors analyze the pattern of FHTM adoption within a diffusion-of-innovation framework. The findings confirm that nearly all adoption results from …

Sexual Harassment In The Fire And Emergency Services, John C. Griffith, Marian C. Schultz, James T. Schultz, Donna L. Roberts, Ronald T. Wakeham

John Griffith

Round-Tripping Of Domestic Profits Under The American Jobs Creation Act Of 2004, Sebastien J. Bradley

Sebastien J Bradley

The Role Of Leader Emotion Management In Leader-Member Exchange And Follower Outcomes, Laura M. Little, Janaki Gooty, Michele Williams

Michele Williams

Drawing upon social exchange and emotion regulation theories, we develop and test a model of four specific leader behaviors directed at managing followers’ negative emotions. These leader interpersonal emotion management (IEM) strategies are posited to affect followers’ organizational citizenship behaviors performed within interpersonal relationships (OCBIs) and job satisfaction via follower perceptions of the quality of the leader-follower exchange relationship. In contrast to most current cognitive-transactional views of social exchange, here we posit that some, but not all, leader emotion management behaviors promote and strengthen the leader-member exchange (LMX) relationship. Specifically, we contend that followers’ perception of problem-focused leader emotion-management strategies …