Giving or Taking: The Role of Dispositional Power Motivation and Positive Affect in Profit Maximization

25 Pages Posted: 21 May 2008

See all articles by Markus Quirin

Markus Quirin

Universität Osnabrück

Martin Beckenkamp

Max Planck Institute for Research on Collective Goods

Julius Kuhl

Universität Osnabrück

Date Written: May 1, 2008

Abstract

Socio-economic decisions are commonly explained by rational cost vs. benefit considerations, whereas person variables have not usually been considered. The present study aims at investigating the degree to which dispositional power motivation and affective states predict socio-economic decisions. The power motive was assessed both indirectly and directly using a TAT-like picture test and a power motive self-report, respectively. After nine months, 62 students completed an affect rating and performed on a money allocation task (Social Values Questionnaire). We hypothesized and confirmed that dispositional power should be associated with a tendency to maximize one's profit but to care less about another party's profit. Additionally, positive affect showed effects in the same direction. The results are discussed with respect to a motivational approach explaining socio-economic behaviour.

Keywords: economic decision-making, rational choice theory, personality, implicit power motive, positive affect, operant motive test

JEL Classification: C91, D01, Z13

Suggested Citation

Quirin, Markus and Beckenkamp, Martin and Kuhl, Julius, Giving or Taking: The Role of Dispositional Power Motivation and Positive Affect in Profit Maximization (May 1, 2008). MPI Collective Goods Preprint, No. 2008/15, Available at SSRN: https://ssrn.com/abstract=1135191 or http://dx.doi.org/10.2139/ssrn.1135191

Markus Quirin (Contact Author)

Universität Osnabrück ( email )

Neuer Graben
Osnabrück, 49074
Germany

Martin Beckenkamp

Max Planck Institute for Research on Collective Goods ( email )

Kurt-Schumacher-Str. 10
D-53113 Bonn, DE
Germany

Julius Kuhl

Universität Osnabrück ( email )

Neuer Graben
Osnabrück, 49074
Germany

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