Power reduces the goal gradient effect

Abstract

How does the experience of power affect individuals' motivations to pursue goals at different stages of goal pursuit? We hypothesized that experienced power affects individuals' motivation as a function of perceived goal proximity (i.e., whether they are close or far away from goal attainment). As expected, results showed that low-power participants were less motivated when goal attainment seemed far away rather than close (in line with the goal gradient hypothesis). High-power participants' motivation was less affected by goal proximity. Results further showed that when experiencing greater power, individuals set lower goals and were more likely to attain them. They also performed better when the goal was far (vs. near) while individuals experiencing low power showed an opposite trend. Our research identifies boundary conditions to the goal gradient hypothesis by showing that the effect reduces/disappears when people experience high power. Moreover, findings advance the theoretical understanding of how power affects goal pursuit by demonstrating power differences in motivation. Finally, findings suggest that high power does not always increase performance, as previously thought; it depends on how close people are to goal attainment.