Why can asking the boss feel harder than asking a peer?
Asking a peer for $14 is a small ask. Asking the CEO for $14 is a
small ask carried up a hierarchy, and research on power gives
reasons to think that makes it harder to start.
In a 2003 review in Psychological Review, Dacher Keltner,
Deborah Gruenfeld and Cameron Anderson proposed that power changes
behavior through two systems. Elevated power is associated with
rewards and freedom, so it activates approach. Reduced power is
associated with “increased threat, punishment, and social
constraint,” so it activates inhibition. In their summary,
reduced power goes with attention to threat and to others’
interests, and with “inhibited social behavior.”
That fits the letter. The junior person is the one who would have to
start the conversation, and the junior person is the one the theory
predicts will hold back. The review covers power in general and has
no data on lunch orders. It gives a reason to expect the ask to be harder when it goes up the
hierarchy, whatever the dollar amount.
Research on speaking up at work points the same way. Frances
Milliken, Elizabeth Morrison and Patricia Hewlin interviewed 40
employees for a 2003 study in the Journal of Management
Studies. Most had been in situations where they were concerned
about an issue but did not raise it with a supervisor. The reason
mentioned most often was “the fear of being viewed or labeled
negatively,” and so damaging valued relationships. James
Detert and Amy Edmondson’s 2011 work in the Academy of
Management Journal describes “implicit voice
theories”: taken-for-granted beliefs about when speaking up at
work is risky or inappropriate. Across four studies, they found
these beliefs widely held, and they added to the explanation of
workplace silence.
What these studies do and do not show. None of them
studied lunch orders or reimbursement. Milliken and colleagues
studied concerns about work issues in 40 interviews. Detert and
Edmondson studied reluctance to speak up, including about
suggestions that would help the organization. The step from
“people hesitate to raise problems with the boss” to
“people hesitate to ask the boss for $14” is our own
inference.
Sources: Keltner, Gruenfeld & Anderson, Power, approach, and inhibition, Psychological Review 110(2), 2003; Milliken, Morrison & Hewlin, An Exploratory Study of Employee Silence, Journal of Management Studies 40(6), 2003; Detert & Edmondson, Implicit Voice Theories, Academy of Management Journal 54(3), 2011.