竞争对手分析
心理学
社会比较理论
竞赛(生物学)
社会心理学
营销
业务
生态学
生物
作者
Evan Weingarten,Shai Davidai,Alixandra Barasch
标识
DOI:10.1016/j.jesp.2022.104405
摘要
Rankings, hierarchies, and competitions are an integral part of peoples' personal and professional lives and knowing one's standing vis-à-vis others helps employees decide how to outdo higher-ranked colleagues and how to refrain from being outdone by lower-ranked others. But whom do people attend to when considering these rankings? In seven studies (and five supplementary studies; N = 4496) we document a robust asymmetry in attention to higher-ranked versus lower-ranked competitors. First, using unobtrusive measures, we show that people attend more to and exhibit better memory for their higher-ranked (vs. lower-ranked) peers. Second, we demonstrate that this asymmetry is reduced when attention is shifted to lower-ranked competitors, and is moderated by participants' own standing. Finally, we find that asymmetrically attending to higher-ranked others leads people to overestimate minority representation in rankings and to make suboptimal financial decisions. We discuss implications for social comparison theory, workplace rankings, and the psychology of competition.
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