When the appeal of a dominant leader is greater than a prestige leader

Across the globe we witness the rise of populist authoritarian leaders who are overbearing in their narrative, aggressive in behavior, and often exhibit questionable moral character. Drawing on evolutionary theory of leadership emergence, in which dominance and prestige are seen as dual routes to leadership, we provide a situational and psychological account for when and why dominant leaders are preferred over other respected and admired candidates. We test our hypothesis using three studies, encompassing more than 140,000 participants, across 69 countries and spanning the past two decades. We find robust support for our hypothesis that under a situational threat of economic uncertainty (as exemplified by the poverty rate, the housing vacancy rate, and the unemployment rate) people escalate their support for dominant leaders. Further, we find that this phenomenon is mediated by participants’ psychological sense of a lack of personal control. Together, these results provide large-scale, globally representative evidence for the structural and psychological antecedents that increase the preference for dominant leaders over their prestigious counterparts

The unintended consequences of argument dilution in direct-to-consumer drug advertisments

Direct-to-consumer (DTC) advertising of pharmaceutical drugs is often cited as the culprit for inflated patient demand for advertised drugs. Further to this economic concern, we provide an evidence-based psychological account of another concern that warrants the re-examination of the merits of DTC advertising of prescription drugs. Across six experiments and a sample of 3,059 US participants, we find reliable evidence for the argument dilution effect. Specifically, when commercials list severe side effects along with those that are most frequent (which include both serious and minor side effects), as required by the Food and Drug Administration, it dilutes consumers’ judgements of the overall severity of the side effects, compared with when only the serious side effects are listed. Furthermore, consumers’ reduced judgement of severity leads to greater attraction to those drugs. In regulating pharmaceutical advertisements, the Food and Drug Administration appear to have paradoxically dampened consumers’ judgements of overall severity and risk, and increased the marketability of these drugs

The Impact of Leader Dominance on Employees’ Zero-Sum Mindset and Helping Behavior

Leaders strive to encourage helping behaviors among employees, as it positively affects both organizational and team effectiveness. However, the manner in which a leader influences others can unintentionally limit this desired behavior. Drawing on social learning theory, we contend that a leader’s tendency to influence others via dominance could decrease employees’ interpersonal helping. Dominant leaders, who influence others by being assertive and competitive, shape their subordinates’ cognitive schema of success based on zero-sum thinking. Employees with a zero-sum mindset are more likely to believe that they can only make progress at the expense of others. We further propose that this zero-sum mindset results in less interpersonal helping among subordinates. We test our hypotheses by employing different operationalizations of our key variables in eight studies of which four are reported in the manuscript and another four in supplementary information (SI) across a combined sample of 147,780 observations. These studies include a large archival study, experiments with both laboratory and online samples, and a time-lagged field study with employees from 50 different teams. Overall, this research highlights the unintended consequences that dominant leaders have on their followers’ helping behavior by increasing their zero-sum mindset

The role of social status and testosterone in human conspicuous consumption

Conspicuous consumption refers to the phenomenon where individuals purchase goods for signalling social status, rather than for its inherent functional value. This study (n = 166 male participants) investigated how the outcome of a social competition influenced conspicuous consumption, and its association with competition-induced testosterone reactivity. Winning a competition increased both explicit and implicit preferences for higher-status vs. lower-status products, using both natural stimuli (prestigious cars) and laboratory-tagged stimuli of matched value (university T-shirts). Competition also influenced behaviour in an Ultimatum Game, such that winners were more likely to reject unfair offers. Competition outcomes had no discernible influence upon salivary testosterone levels, and neither basal testosterone levels nor testosterone reactivity induced by competition predicted the conspicuous consumption measures. Our data indicate that winning a competition lead to more dominant behaviour, albeit in a manner that is not statistically regulated by testosterone, possibly through increased feeling of entitlement.This work was completed within the University of Cambridge Behavioural and Clinical Neuroscience Institute (director: TW Robbins), supported by a consortium award from the Medical Research Council (MRC Ref G1000183) and Wellcome Trust (WT Ref 093875/Z/10/Z). YW was supported by the Treherne Studentship in Biological Sciences from Downing College, Cambridge, National Natural Science Foundation of China (31600923), Shenzhen University Natural Science Research Fund (2016073) and Shenzhen University Social and Humanity Science Research Fund (17QNFC44). CE was supported by the Vienna Science and Technology Fund (WWTF VRG13-007). The Centre for Gambling Research at UBC is supported by the British Columbia Lottery Corporation and the British Columbia Government

More than meets the eye: the unintended consequence of leader dominance orientation on subordinate ethicality

Leaders play a pivotal role in establishing ethical norms and behaviors within organizations. Across seven studies (three in the Supplementary Information), we explore how subordinates infer their leader’s moral character outside the domain of ethical conduct and document this process’s downstream consequences. Specifically, we focus on the dual-strategies theory, which posits that leaders exert influence and obtain deference via two broad orientations of behaviors and cognitions: dominance and prestige. In a field setting of employees and their managers, we find that leader dominance orientation positively relates to subordinate self-reported unethical behavior, whereas leader prestige is negatively related to the same. In a second sample of working adults, we use a time-lagged study design to show that leader dominance (prestige) positively (negatively) relates to subordinate-reported unethical behavior at work partly because of a belief that the leaders engage in more (less) unethical behaviors, which contributes to a belief that norm-violating behaviors are more (less) acceptable within teams under dominance- (prestige-) oriented leaders. Finally, across four experimental studies, we observe that participants assigned to a dominance-oriented (versus prestige-oriented) leader perceived their leader as having lower moral character and expressed a greater likelihood of engaging in unethical behavior. We also document actual unethical behavior for monetary gain. This effect was mediated by the belief that unethical behavior was normative within the team. Our results highlight the importance of moral (mis)perception by demonstrating the consequences of a leader’s hierarchical orientation on subordinate ethical perceptions and behaviors at work

The impact of dynamic status changes within competitive rank-ordered hierarchies

Jockeying and competing for higher status is an inherent feature of rank-ordered hierarchies. Despite theoretically acknowledging rank changes within hierarchies, the extant literature has ignored the role of competitors' dynamic movements on a focal actor's resulting behavior. By using a dynamic lens to examine these movement in competitive situations, we examine how positive change in a competitor's rank-that is, positive status momentum-affects a focal actor's psychology and resulting performance. We consider the real-world contexts of 5.2 million observations of chess tournaments and 117,762 observations of professional tennis players and find that a focal actor's performance in both cognitive and physical competitions is negatively impacted when facing a competitor with positive momentum. Additionally, 4 experimental studies reveal that a competitor's positive momentum results in the focal actor's positive projection of the competitor's future rank, which, in turn, increases the psychological threat for the actor. Collectively, our findings advance the social hierarchy literature by helping to elucidate the manner in which rank-ordered hierarchies are negotiated and disrupted over time

Fall from grace: The role of dominance and prestige in the punishment of high-status actors

This is the author accepted manuscript. The final version is available from the Academy of Management via the DOI in this recordWhen actors transgress social norms, their social status colors the severity with which they are punished. While some argue that high-status transgressors attract severe punishment when accused of ambiguous transgressions, others contend the opposite. In this paper, we attempt to reconcile this theoretical inconsistency. We propose that the capacity for social status to color third-party judgments of transgressions may depend on the status type of high-status actors. Drawing on the evolutionary theory of dominance and prestige as two alternate forms of status within social hierarchies, we suggest that actors associated with dominance-based status will be penalized more harshly than actors whose status is based on prestige. Across multiple studies employing archival field data, controlled lab experiments, and different instantiations of dominance, prestige, and misconduct, we consistently demonstrate that high-status dominant actors are punished more harshly than their prestigious counterparts. Further, we find that attributions of intentionality and lack of moral credentials explain the harsher punishments meted out to dominant (versus prestigious) high-status actors. In this way, we provide both a parsimonious reconciliation of the inconsistency in the extant literature and a theoretical explanation of how status type of high-status actors differentially impacts the judgment, decisions, and behaviors of third parties.Leadership InstituteLondon Business Schoo

Perilous and unaccountable: the positive relationship between dominance and moral hazard behaviors

Moral hazard involves a context where decision-makers engage in behaviors that prioritize self-interest while allowing the associated risk to be primarily borne by others. Such decision-making can lead to catastrophic consequences, as seen in the 2008 global financial crisis after hedge fund managers indiscriminately invested their clients’ money in subprime mortgages. This research examines which decision-makers are most likely to engage in moral hazard decision-making and the psychological mechanism driving this behavior. Drawing on the dual model of social influence, we posit that individuals associated with dominance, but not prestige, will engage in greater moral hazard behaviors. We further contend that these behaviors are driven by dominant decision-makers’ enhanced focus on end goals (outcomes) rather than the means (process) that they use to pursue such goals. We find support for our hypotheses across 13 studies (*NObservations* = 26,880; of which eight were pre-registered and six studies are reported in the Supplementary Information (SI)), using both correlational and experimental designs. Additionally, we vary the moral hazard context (e.g., a financial setting, a health and safety issue, etc.) and capture both behavioral intentions and actual behaviors, while also ruling out several alternative explanations. These findings demonstrate that dominant decision-makers engage in moral hazard behaviors because of their tendency to prioritize outcomes over processes

Information exposure from consumer IoT devices: a multidimensional, network-informed measurement approach

Internet of Things (IoT) devices are increasingly found in everyday homes, providing useful functionality for devices such as TVs, smart speakers, and video doorbells. Along with their benefits come potential privacy risks, since these devices can communicate information about their users to other parties over the Internet. However, understanding these risks in depth and at scale is difficult due to heterogeneity in devices' user interfaces, protocols, and functionality. In this work, we conduct a multidimensional analysis of information exposure from 81 devices located in labs in the US and UK. Through a total of 34,586 rigorous automated and manual controlled experiments, we characterize information exposure in terms of destinations of Internet traffic, whether the contents of communication are protected by encryption, what are the IoT-device interactions that can be inferred from such content, and whether there are unexpected exposures of private and/or sensitive information (e.g., video surreptitiously transmitted by a recording device). We highlight regional differences between these results, potentially due to different privacy regulations in the US and UK. Last, we compare our controlled experiments with data gathered from an in situ user study comprising 36 participants

Culture and Patterns of Reciprocity: The Role of Exchange Type, Regulatory Focus, and Emotions

Reciprocity is a fundamental mechanism for sustained social relationships. Escalation-based theories suggest that reciprocity intensifies over time. In contrast, equity-based theories propose that people reciprocate behaviors in kind. We reconcile these conflicting perspectives by examining social exchanges across different cultural contexts. Using three complementary experiments, we investigate when, how, and why individuals in East Asian settings and those in North American settings differentially reciprocate positive versus negative behaviors over time. Study 1 demonstrated that in positively framed exchanges (i.e., giving) Americans escalated their reciprocity, but Singaporeans reciprocated in kind. However, in negatively framed exchanges (i.e., taking), Singaporeans escalated their reciprocity, but Americans reciprocated in kind. Study 2 replicated the results using Hong Kongers and showed that cultural differences in regulatory focus were associated with specific emotions (i.e., anxiety and happiness), which then escalated reciprocity. To establish causality, Study 3 manipulated regulatory focus within one culture and replicated the pattern of results