Underestimating our influence over others at work
Author(s): Vanessa K. Bohns, Francis J. Flynn
Abstract: Employees at all organizational levels have influence over their subordinates, their colleagues, and even their bosses. But are they aware of this influence? We present evidence suggesting that employees are constrained by cognitive biases that lead them to underestimate their influence over others in the workplace. As a result of this underestimation of influence, employees may be reluctant to spearhead organizational change, discount their own role in subordinatesí performance failures, and fail to speak up in the face of wrongdoing. In addition to reviewing evidence for this bias, we propose five moderators that, when present, may reverse or attenuate the underestimation effect (namely, comparative judgments, the objectification or dehumanization of an influence target, the actual degree of influence any one influencer has, the means of influence, and culture). Finally, we offer some practical solutions to help employees more fully recognize their influence over other members of the organization.
Publication Title: Research in Organizational Behavior, Vol. 33
Pub Year: 2013
Pages: 97 – 112
URL: http://dx.doi.org/10.1016/j.riob.2013.10.002
Keywords: social influence, social judgment, egocentrism, perspective-taking

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