How power affects postdecisional attitude change: reducing dissonance when decisions do not match with own or others’ preferences

Social Influence, vol. 20

Abstract

Decisions with consequences for self and/or others do not always match the respective preferences. Following cognitive dissonance theory, one option to deal with such mismatches is to change one’s attitudes post-decision. Inducing a different focus on self or others, perceived power may moderate how and when this happens. We indeed found that high power induced more attitude change after mismatches with one’s own preferences, whereas low power led to more attitude change after mismatches with others’ preferences. Study 1 (N = 129) showed this effect in an interpersonal setting; Study 2 (N = 127) revealed a similar pattern in a group context. Study 3 (N = 184) offered an explanation by including self-affirmation of either warmth or competence values.

Authors 5

1. Zonghuo Yu corresponding

   Jiangxi Normal University

   Affiliation as printed

   Jiangxi Normal University

   School of Psychology, Jiangxi Normal University, Beijing, China

2. Zhenfei Yu corresponding

   Jiangxi Normal University

   Affiliation as printed

   Jiangxi Normal University

   School of Psychology, Jiangxi Normal University, Beijing, China

3. Yan Wang Aachen Knowledge Center Psychology and Economic Behavior Social

   Leiden University · Jiangxi Normal University

   Affiliation as printed

   Jiangxi Normal University

   Knowledge Center Psychology and Economic Behavior, Leiden University, Leiden, The Netherlands

   Social, Economic and Organizational Psychology, Leiden University, Leiden, The Netherlands

4. Niels J. Van Doesum Aachen

   Leiden University

   Affiliation as printed

   Leiden University

5. Eric van Dijk Aachen

   Leiden University

   Affiliation as printed

   Leiden University