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Power decreases trust in social exchange

Oliver Schilke1, Martin Reimann2, Karen S Cook3

  • 1Eller College of Management, University of Arizona, Tucson, AZ 85721-0108;

Proceedings of the National Academy of Sciences of the United States of America
|October 7, 2015
PubMed
Summary

Individuals with less power in social exchanges tend to trust their partners more than those with more power. This finding challenges rational actor models and supports motivated cognition theory.

Keywords:
dependencehopepowersocial exchangetrust

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