(Natural Human Instinct or Behaviour (9) cont. 9)
9. Contest and Display ('looking good')

Introduction
This instinct helps explain why:
"...- People are very sensitive about job titles and pay equity
     - Plenty of people put their hands up if something goes well
     - A new person sometimes denigrates the person before them
     - 'Pilot' programs are usually successful
     - Some departments are treated as second-class citizens
     - People 'copy all' in an e-mail that makes themselves look good..."
Andrew O'Keeffe, 2011
"...displays of affluence and superiority by some can produce feelings of shame and inferiority for others..."
Andrew O'Keeffe, 2011
What strategies can you use to enhance your social standing, ie looking good?
"...for men the focus is on politics of domination and for women it's the politics of inclusion.....males are preoccupied with dominating the hierarchy and focus on those displays that support status progression.....Men are the ones more inclined to argue and win higher salaries (a proxy for social ranking) and title inflation..."
Nigel Nickolson as quoted by Andrew O'Keeffe, 2011
(for more detail, see elsewhere in the Knowledge Base)
Expressions of power
- use of specific body language to express power
"...Expansive, open postures projects higher power whereas constricted, closed postures project low-power..."
Andrew O'Keeffe, 2011
Need to be careful that you do not adopt poses that might intimidate others; achieving the right pose is a balancing act.
- testosterone and cortisol levels changes
        a) testosterone (increased testosterone levels reflect status and dominance; associated with competitive behaviours)
        b) cortisol (it is a stress hormone linked with high blood pressure, high cholesterol, cancer, diabetes and arthritis)
NB High power individuals show increases in their testosterone levels and decreases in cortisol levels; while low power individuals show the reverse, ie decrease in testosterone and an increase in their cortisol levels
"...posing in high-power (versus low-power) displays causes physiological, psychological and behavioural changes......of power.... elevation of the dominance hormone testosterone, reduction in the stress hormone cortisol and increases in behaviourally demonstrated a risk tolerance and a feeling of power..."
Dana Carney et al as quoted by Andrew O'Keeffe, 2011
 - material goods (linked withed conspicuous consumption (see below); displaying fashionable objects and devices including the latest technology; using the latest gadgets as bragging rights; using handheld devices can be compulsoty to own for the following natural instinct reasons
        a) contest and display (looks good; handheld devices resemble an enduring tool, ie hand axe)
        b) gossip (gain the latest information and engage in electronic chitchat)
        c) loss aversion (hate to miss out)
        d) social belonging (always in contact; starts a reaction from the pleasure chemical dopamine))
- conspicuous consumption and leisure (wealthy people are able to waste time and/or goods as a display of their status
        a) conspicuous consumption (provide an opportunity to display social standing; some examples include location and appearance of your house, brand of car, label on your clothes, objects of beauty and decoration like precious stones, etc)
        b) conspicuous leisure (is evidenced in activities that attract social prestige and are not linked with work, especially manual work; delegate labour-intense work to others; examples include luxury holiday destinations, membership of expensive and elite clubs, etc.) 
Elitism   
In most organisations, people will form groups to distinguish themselves at work; with a tendency for an elite group to emerge; generally overhead or support staff are not included in the elite group. This elite group will think themselves as more important than others in the organisation.
Some ways to reduce elitism include:
"...- value the job of all staff irrespective of their function or their level
    - give people significant control over their work
    - avoid differentiation through benefits, conditions of employment and badges of office
    - value social events and opportunities to interact with staff
    - be friendly and approachable
    - distribute resources equitably
     - ensure that people are valued in the eyes of others
    - pay well with no extreme difference between highest and lowest rank staff member..."
Andrew O'Keeffe, 2011
Meetings (they are more than functional activities for communications, decision-making, etc.; part of their purpose can be display and contest, ie to let you know who is the boss, etc)
Some negative forms of contest and display:
- a new person might denigrate the prior incumbent
- incumbents may insist they are irreplaceable
- acting manager becomes a bully
- importance of job titles (it is a display ritual; a basis for comparison)
Contest and display can be constructive, ie people take pride in their work and appearances, eg the way they dress.
Use of pilot programs is a way to handle
- loss aversion (less risk with decision-makers in a small project before full implementation)
- contest and display (more chance of success with a small project and looking good before full implementation)
Other examples of contest and display
- being busy (having a full calendar can be seen as being in demand)
- reluctance to change a bad decision (a lack of preparedness to admit mistakes)
- use of e-mails (can be both constructive and destructive)