The effect of power motive on cooperation: The moderating role of eye cues and self-construal

Abstract

This study examined the effects of power motive on cooperation and the moderating roles of eye cues (environmental factors) and self-construal (personal factors) from the perspective of individual–environment interactions. The results revealed that (1) individuals with a high-power motive exhibited greater levels of cooperation than did those with a low-power motive; (2) eye cues enhanced the positive effect of the power motive on cooperation, with individuals with a high-power motive showing significantly greater cooperation under eye cues than did their low-power motive counterparts; and (3) self-construal moderated the effects of eye cues and power on cooperation, with a significant difference in cooperation levels between high- and low-power motive individuals under eye cues when the interdependent self was activated. Conversely, when independent self-construal was activated, there was no significant difference in cooperation between individuals with high- and low-power motive under eye cues. The results suggest that power motive positively influences cooperation, eye cues tend to amplify this effect, and independent self-construal diminishes the impact of eye cues.