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Interpersonal Arrogance and the Incentive Salience of Power Versus Affiliation Cues

The arrogance dimension of the circumplex contrasts people who seemingly value power over affiliation (high arrogance) versus those who do not (low arrogance). Following this line of thinking, and building on an incentive salience model of approach motivation, three studies (total N = 284) examined the differential processing of power versus affiliation stimuli in categorization, perception and approach–avoidance paradigms. All studies found interactions of the same type. In study 2, for example, people high in arrogance perceived power stimuli to be larger than affiliation stimuli, but this differential pattern was not evident at low arrogance levels. People high, but not low, in arrogance also approached power stimuli faster than affiliation stimuli in a motor movement task (study 3). The results contribute to a process–based understanding of how interpersonal arrogance functions while linking such differences to the manner in which power versus affiliation cues are perceived and reacted to. Copyright © 2014 European Association of Personality Psychology