Jayanth Narayanan, Kenneth Tai, Zoe Kinias
Research has systematically documented the negative effects of social exclusion, yet little is known about how these negative effects can be mitigated. Building on the approach-inhibition theory of power (Keltner, Gruenfeld, & Anderson, 2003), we examined the role of power in facilitating social connection following exclusion. Four experiments found that following exclusion, high power (relative to low power) individuals intend to socially connect more with others. Specifically, following exclusion, individuals primed with high power sought new social connections more than those primed with low power (Studies 1-4) or those receiving no power prime (Study 1). The intention to seek social connection as a function of power was limited to situations of exclusion, as it did not occur when individuals were included (Studies 3 and 4). Approach orientation mediates the effect of power on intentions to connect with others (Studies 2 and 4). © 2013 Elsevier Inc.
National University of Singapore, Department of Management and Organisation, NUS Business School, Singapore 119245, 15 Kent Ridge Drive, Mochtar Riady Building, Singapore; Singapore Management University, Department of Organisational Behavior and Human Resources, Lee Kong Chian School of Business, Singapore 178899, 50, Stamford Road, Singapore; INSEAD, Organisational Behaviour Department, Singapore 138676, 1 Ayer Rajah Avenue, Singapore
