Abstract

http://ssrn.com/abstract=1872565
 


 



The Consequences of Feeling Out of the Loop


Jiunwen Wang


Northwestern University

Adam D. Galinsky


Northwestern University - Kellogg School of Management

J. Keith Murnighan


Northwestern University - Kellogg School of Management

June 25, 2011

IACM 24TH Annual Conference Paper

Abstract:     
Feeling out of the loop is a common experience that people have. This research shows that feeling out of the loop lowers people’s sense of control and power. More interestingly, to overcome this lack of power, people are more likely to take action after feeling out of the loop. They are also more likely to make first offers in negotiations after feeling out of the loop.

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Date posted: June 26, 2011  

Suggested Citation

Wang, Jiunwen and Galinsky, Adam D. and Murnighan, J. Keith, The Consequences of Feeling Out of the Loop (June 25, 2011). IACM 24TH Annual Conference Paper. Available at SSRN: http://ssrn.com/abstract=1872565 or http://dx.doi.org/10.2139/ssrn.1872565

Contact Information

Jiunwen Wang (Contact Author)
Northwestern University ( email )
2001 Sheridan Road
Evanston, IL 60208
United States
Adam D. Galinsky
Northwestern University - Kellogg School of Management ( email )
2001 Sheridan Road
Evanston, IL 60208
United States
John Keith Murnighan
Northwestern University - Kellogg School of Management ( email )
2001 Sheridan Road
Leverone Hall, 360
Evanston, IL 60208
United States
847-467-3566 (Phone)
847-491-8896 (Fax)
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