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

Author

Listed:
  • Markus Quirin

    (University of Osnabrueck)

  • Martin Beckenkamp

    (Max Planck Institute for Research on Collective Goods)

  • Julius Kuhl

    (University of Osnabrueck)

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.

Suggested Citation

  • Markus Quirin & Martin Beckenkamp & Julius Kuhl, 2008. "Giving or Taking: The Role of Dispositional Power Motivation and Positive Affect in Profit Maximization?," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_15, Max Planck Institute for Research on Collective Goods.
    • Handle: RePEc:mpg:wpaper:2008_15
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    References listed on IDEAS

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    More about this item

    Keywords

    economic decision-making; rational choice theory; personality; implicit power motive; positive affect; operant motive test;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D01 - Microeconomics - - General - - - Microeconomic Behavior: Underlying Principles
    • Z13 - Other Special Topics - - Cultural Economics - - - Economic Sociology; Economic Anthropology; Language; Social and Economic Stratification

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