Financial vulnerability and the reproduction of disadvantage in economic exchanges.

2019/06/13 by Tianyu He, Rellie Derfler-Rozin, Rellie Derfler‐Rozin +1 · 29 citations
Psychology · Social Sciences · #Cultural Differences and Values #Disadvantage #Ecology #Economics #Finance #Personality Traits and Psychology #Political science #Psychology #Reproduction #Social and Intergroup Psychology #Vulnerability (computing)

paper · doi:10.1037/apl0000427

published in Journal of Applied Psychology 105(1), 80-96 (American Psychological Association)

openalex publication_date 2019/06/13 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/26

Abstract

= 191,648), we found evidence that various proxies of financial vulnerability are associated with a more zero-sum construal of success. In two subsequent face-to-face negotiation studies, we found that financial vulnerability, whether measured or induced experimentally, undermined integrative value generation. The final two-part study found evidence of the hypothesized psychological process. Taken together, our studies uncover a fundamental pathway through which the disadvantage of financially vulnerable people is reproduced through economic exchanges. (PsycINFO Database Record (c) 2019 APA, all rights reserved).

Citations

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Cited by

• How consumer confidence affects price conscious behavior: The roles of financial vulnerability and locus of control. [europepmc]
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• Financial stress and leadership behavior: The role of leader gender. [europepmc]

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