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...ons, and may havesat PENNSYLVANIA STATE UNIV on May 12, 2016crx.sagepub.comDownloaded fromsMacGeorge et al. 5 even selected a plan of action prior to obtaining advice (i.e., low solution uncertainty;s=-=See, Morrison, Rothman, & Soll, 2011-=-). Prior experimental research indicates thatsadvice recipients who have greater expertise in a problem domain (such as history orsmathematics) are more likely to ignore or underutilize advice they re...

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...larly, individuals in high-power conditions are more confident in theirsjudgments and general knowledge than individuals in lowpower and control conditions (Fast, Sivanathan, Mayer, &sGalinsky, 2012; =-=See et al., 2011-=-; Tost et al., 2012, Experiments3), and Magee and colleagues (2010) showed that powerfulsindividuals not only made statements that were more abstractsthan the statements made by powerless individuals ...

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...larly, individuals in high-power conditions are more confident in theirsjudgments and general knowledge than individuals in lowpower and control conditions (Fast, Sivanathan, Mayer, &sGalinsky, 2012; =-=See et al., 2011-=-; Tost et al., 2012, Experiments3), and Magee and colleagues (2010) showed that powerfulsindividuals not only made statements that were more abstractsthan the statements made by powerless individuals ...

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...that power “is relatively more of a property of the actor” and those who believesthey have power make decisions irrespective of what others think and based on thescriteria they believe are important (=-=See et al., 2011-=-; Tsoukas, 2008).sLaboratory experiments demonstrate that people behave differently if they believestheir hierarchical position has status or power associated with it (Blader & Chen 2012).sAfter recei...

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...s well as Tost, Gino, and Larrick’s (2012) results. These researchers studied how interpersonal power—the perception that one has the discretion to asymmetrically enforce one’s will over the outcomes of others (Sturm & Antonakis, 2015)—could affect advice taking. Power enhances individuals’ self-serving behavior (Bendahan, Zehnder, Pralong, & Antonakis, 2015), as well as confidence in their beliefs and their willingness to take risks (Fast, Sivanathan, Mayer, & Galinsky, 2012), and thus it overlaps in this respect with narcissism (e.g., Anderson, John, & Keltner, 2012). As a consequence, when See et al. (2011) and Tost et al. (2012) manipulated power, they found that it was positively related to confidence, which in turn was negatively related to advice taking. In light of these results, we expected that narcissism would be negatively related to advice taking through the indirect effect of confidence. We also argue that the second characteristic of narcissism, lack of concern for others, may explain why narcissism is negatively related to advice taking. Maccoby (2000; see also DuBrin, 2012) theorized that narcissistic executives are poor listeners because they are distrustful of others’ intentions....

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...tively lead to positive and negative behaviors depending on the current situation. Here, we saw power produce prosocial behavior (e.g., cooperating with others) and antisocial behavior (e.g., sharing less resources with others) depending on the power holder’s currently accessible goal (for further discussion, see also Rucker, Galinsky, & Dubois, 2012). Although these results are promising, one could argue that this study is not uniquely supportive of our hypotheses. Past research has demonstrated a direct link between the experience of power and confidence (Briñol, Petty, Valle, et al., 2007; See et al., 2011), but other mechanisms for the action of power are possible. For example, Guinote and colleagues postulate that power is associated with greater accessibility of and attention to self-relevant goals (e.g., Guinote, 2007; Slabu & Guinote, 2010). Importantly, because power followed (rather than preceded) goal priming in our study, it is less likely that differences in goal activation could underlie the effects. In addition, Keltner and colleagues argue that power is associated with an approach orientation (Keltner, Gruenfeld, & Anderson, 2003), which might increase the adoption of a primed goal ...

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...t the powerful first formed some personal preferences (e.g., an attitude on an issue or an assessment of a problem) and were then exposed to others’ input (Briñol et al., 2007; Galinsky et al., 2008; =-=See et al., 2011-=-; Tost et al., 2011). In the ethical decision-making context that is relevant to our research question, theory and studies in moral psychology suggest that when confronted with moral issues, individua...

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...roach in this article with results about how people actually perform revision. Indeed, it has been experimentally proved that human revision suffers from a number of biases (Tversky & Kahneman, 1983; =-=See, Morrison, Rothman, & Soll, 2011-=-; Wang, Zhang, & Johnson, 2000), such as the anchoring or order effect, the excessive preference of knowledge acquired early. These studies show that revision performed by people is not fully rational...