Andrews-Fearon Patricia, Davidai Shai
Department of Psychology.
Columbia Business School.
J Exp Psychol Gen. 2023 Feb;152(2):389-409. doi: 10.1037/xge0001282. Epub 2022 Aug 11.
Why do people often pursue social rank using coercive and potentially costly strategies (grounded in fear and intimidation) rather than noncoercive strategies (grounded in respect and admiration)? In 10 studies ( = 3,372, including a high-powered preregistered replication), we propose that people's beliefs about the nature of social hierarchies shape their preference for dominance strategies. Specifically, we find that --drive the preference for dominance-oriented, but not prestige-oriented, approaches to status. The more participants viewed social hierarchies as zero-sum, the more they were willing to use dominance tactics and the more interested they were in reading books about to use such tactics. Moreover, we find evidence that zero-sum beliefs about social hierarchies increase the preference for dominance-oriented, but not prestige-oriented, strategies for gaining rank, and that both objective factors in the organizational environment and people's subjective interpretations of these environments can trigger this effect. We discuss implications for the intragroup and intergroup dynamics of attaining and retaining high social rank. (PsycInfo Database Record (c) 2023 APA, all rights reserved).
为什么人们常常采用强制性的、可能代价高昂的策略（基于恐惧和恐吓）来追求社会地位，而不是采用非强制性策略（基于尊重和钦佩）？在10项研究（N = 3372，包括一项高功效的预注册复制研究）中，我们提出，人们对社会等级制度本质的信念塑造了他们对支配策略的偏好。具体而言，我们发现，对社会等级制度的某些信念——驱动了对以支配为导向而非以声望为导向的地位获取方式的偏好。参与者越将社会等级制度视为零和博弈，他们就越愿意使用支配策略，并且对阅读关于如何使用此类策略的书籍就越感兴趣。此外，我们发现有证据表明，对社会等级制度的零和信念会增加对以支配为导向而非以声望为导向的获取地位策略的偏好，而且组织环境中的客观因素以及人们对这些环境的主观解读都会引发这种效应。我们讨论了这对获得和保持高社会地位的群体内部和群体间动态的影响。（PsycInfo数据库记录（c）2023美国心理学会，保留所有权利）
