In 2 studies, the authors tested the hypothesis that having information about another person can be a source of power in interpersonal interactions. In Study 1, the authors randomized participants to receive an expectation about an interaction partner, and the expectation provided an informational advantage for some participants but not for others. Participants with an advantage reported higher perceptions of power than did those who had information that did not confer an advantage; however, the effect was isolated to feelings of informational power. In Study 2, the authors examined whether the effect extended to different types of power when the information did not provide an explicit advantage. In this case, participants who received a more ambiguous expectation reported more diffuse feelings of power. The authors discuss implications for understanding the dynamics of power in social interactions.
Keywords expectations; power; social information; social interactionsInterpersonal interactions often occur in a context in which at least one of the participants in the interaction has an expectation about the other. For example, a person may go on a date having heard from friends or colleagues that the date is with someone who is outgoing, intelligent, and attractive. Similarly, an employer typically may not interview a candidate for a job until the candidate's resume and references have been thoroughly examined, giving the interviewer a rich source of expectations about the candidate's attributes.These expectations can influence the subsequent interaction in a variety of ways. For example, the types of information that individuals choose to gather about another person can be influenced by their expectations (Snyder & Swann, 1978a, 1978b. Moreover, expectations influence what information is used to make decisions about the person (Snyder & Cantor, 1979) and is subsequently recalled (Darley & Gross, 1983;Snyder & Uranowitz, 1978). Furthermore, expectations may lead people to alter their interaction behaviors in ways guided Address correspondence to Mark Snyder, Department of Psychology, University of Minnesota, 75 East River Road, Minneapolis, MN 55455, USA; msnyder@umn.edu (e-mail). Publisher's Disclaimer: Copyright of Journal of Social Psychology is the property of Heldref Publications and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use.
NIH Public AccessAuthor Manuscript J Soc Psychol. Author manuscript; available in PMC 2010 February 1.
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NIH-PA Author Manuscriptby the content of their expectations (Skrypnek & Snyder, 1982;Word, Zanna, & Cooper, 1974;Zanna & Pack, 1975). Last, having an expectation about another person can lead to behavioral confirmation by influencing the course of social interaction such that the other person confirms the expectation (Rosenthal & Jacobson, 1968;Snyder, Tanke...