Are Individuals' Reputations Related to Their History of Behavior?

Journal of Personality and Social Psychology

Volumn 94, Issue 2, 2008, Pages 320-333

  Anderson, Cameron ^a   Shirako, Aiwa ^a  

^a UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

negotiation; perceptual accuracy; person perception; reputation; social connectedness

Indexed keywords

ADULT; ARTICLE; FEMALE; HUMAN; MALE; PERCEPTION; SOCIAL BEHAVIOR;

ADULT; FEMALE; HUMANS; MALE; SOCIAL BEHAVIOR; SOCIAL PERCEPTION;

EID: 39049084847     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.94.2.320     Document Type: Article

References (87)

1. Allport G.W. Personality: A psychological interpretation (1937), Holt, New York
2. Ambady N., Bernieri F.J., and Richeson J.A. Toward a histology of social behavior: Judgmental accuracy from thin slices of the behavioral stream. In: Zanna M.P. (Ed). Advances in experimental social psychology: Vol. 32 (2000), Academic Press, San Diego, CA 201-271
3. Anderson C., John O.P., Keltner D., and Kring A.M. Who attains social status? Effects of personality traits and physical attractiveness in social groups. Journal of Personality and Social Psychology 81 (2001) 116-132
4. Anderson C., and Thompson L.L. Affect from the top down: How powerful individuals' positive affect shapes negotiations. Organizational Behavior and Human Decision Processes 95 (2004) 125-139
5. Ashton M.C., Lee K., and Paunonen S.V. What is the central feature of extraversion? Social attention versus reward sensitivity. Journal of Personality and Social Psychology 83 (2002) 245-252
6. Baumeister R.F. Self-esteem, self-presentation, and future interaction: A dilemma of reputation. Journal of Personality 50 (1982) 29-45
7. Baumeister R.F. A self-presentational view of social phenomena. Psychological Bulletin 91 (1982) 3-26
8. Baumeister R.F., Zhang L., and Vohs K.D. Gossip as cultural learning. Review of General Psychology 8 (2004) 111-121
9. Bazerman M.H., Magliozzi T., and Neale M.A. Integrative bargaining in a competitive market. Organizational Behavior and Human Performance 34 (1985) 294-313
10. Bazerman M.H., and Neale M.A. Negotiating rationally (1992), Free Press, New York
11. Ben-Yoav O., and Pruitt D. Resistance to yielding and the expectation of cooperative future interaction in negotiation. Journal of Experimental Social Psychology 20 (1984) 323-353
12. Berger J., Cohen B.P., and Zelditch M. Status characteristics and social interaction. American Sociological Review 37 (1972) 241-255
13. Blau P.M. Exchange and power in social life (1964), Wiley, New York
14. Brass D.J. Being in the right place: A structural analysis of individual influence in an organization. Administrative Science Quarterly 29 (1984) 518-539
15. Bromley D.B. Reputation, image and impression management (1993), Wiley, New York
16. Burt R.S. Structural holes: The social structure of competition (1992), Harvard University Press, Cambridge, MA
17. Byrne R., and Whiten A. Machiavellian intelligence: Social expertise and the evolution of intellect in monkeys, apes, and humans (1988), Oxford University Press, New York
18. Chance M.R.A. Attention structure as the basis of primate rank order. Man 2 (1967) 503-518
19. Cohen J., Cohen P., West S.G., and Aiken L.S. Applied multiple regression/correlation analysis for the behavioral sciences. 3rd ed. (2003), Erlbaum, Hillsdale, NJ
20. Coie J.D., Dodge K.A., and Coppotelli H. Dimensions and types of social status: A cross-age perspective. Developmental Psychology 18 (1982) 557-570
21. Cooley C.H. Human nature and the social order (1902), Scribner, New York
22. Craik K.H. Personality research methods: Taxonomies, trends, and integrations. In: Robins R.W., Fraley R.C., and Kruger R. (Eds). Handbook of research methods in personality psychology (2007), Guilford Press, New York 209-223
23. Curhan J.R., Elfenbein H., and Xu H. What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology 91 (2006) 493-512
24. De Bruin E.N.M., and Van Lange P.A.M. Impression formation and cooperative behavior. European Journal of Social Psychology 29 (1999) 305-328
25. Derber C. The pursuit of attention: Power and individualism in everyday life (1979), Oxford University Press, New York
26. Diener E., and Larsen R.J. Temporal stability and cross-situational consistency of affective, behavioral, and cognitive responses. Journal of Personality and Social Psychology 47 (1984) 871-883
27. Dunbar R.I.M. Gossip in evolutionary perspective. Review of General Psychology 8 (2004) 100-110
28. Emler N. A social psychology of reputation. European Review of Social Psychology 1 (1990) 171-193
29. Epstein S. The stability of behavior: I. On predicting most of the people much of the time. Journal of Personality and Social Psychology 37 (1979) 1097-1126
30. Fehr E., and Gächter S. Altruistic punishment in humans. Nature 415 (2002, January 10) 137-140
31. Fisher R., Ury W.L., and Patton B. Getting to yes: Negotiating agreement without giving in (1991), Houghton-Mifflin, Boston
32. Fiske S.T. Controlling other people: The impact of power on stereotyping. American Psychologist 48 (1993) 621-628
33. Fiske S.T., Cuddy A.J., Glick P., and Xu J. A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. Journal of Personality and Social Psychology 82 (2002) 878-902
34. Fleeson W. Toward a structure- and process-integrated view of personality: Traits as density distributions of states. Journal of Personality and Social Psychology 80 (2001) 1011-1027
35. Fleeson W. Moving personality beyond the person-situation debate: The challenge and the opportunity of within-person variability. Current Directions in Psychological Science 13 (2004) 83-87
36. Flynn F.J. How much should I give and how often? The effects of generosity and frequency of favor exchange on social status and productivity. Academy of Management Journal 46 (2003) 539-553
37. Flynn F.J., Reagans R., Amanatullah E.T., and Ames D.R. Helping one's way to the top: Self-monitors achieve status by helping others and knowing who helps whom. Journal of Personality and Social Psychology 91 (2006) 1123-1137
38. Galinsky A.D., and Mussweiler T. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology 81 (2001) 657-669
39. Galinsky A.D., Mussweiler T., and Medvec V.H. Disconnecting outcomes and evaluations: The role of negotiator focus. Journal of Personality and Social Psychology 83 (2002) 1131-1140
40. Gilovich T. Secondhand information and social judgment. Journal of Experimental Social Psychology 23 (1987) 59-74
41. Glick S., and Croson R. Reputations in negotiation. In: Hoch S.J., Kunreuther H.C., and Gunther R.E. (Eds). Wharton on making decisions (2001), Wiley, New York 177-186
42. Goffman E. The presentation of self in everyday life (1959), Anchor Books, New York
43. Goldberg S. Texoil. In: Brett J.M. (Ed). Teaching materials for negotiations and decision making (1997), Northwestern University, Dispute Resolution Research Center, Evanston, IL
44. Granovetter M.S. The strength of weak ties. American Journal of Sociology 78 (1983) 1360-1380
45. Granovetter M.S. Economic action and social structure: The problem of embeddedness. American Journal of Sociology 91 (1985) 481-510
46. Greenlaugh L. Viking. In: Brett J.M. (Ed). Teaching materials for negotiations and decision making (1993), Northwestern University, Dispute Resolution Research Center, Evanston, IL
47. Hardy C.L., and Van Vugt M. Nice guys finish first: The competitive altruism hypothesis. Personality and Social Psychology Bulletin 32 (2006) 1402-1413
48. Hartshorne H., and May M.A. Studies in the nature of character: Vol. 1. Studies in deceit (1928), Macmillan, New York
49. Hastie R., and Kumar P.A. Person memory: Personality traits as organizing principles in memory for behavior. Journal of Personality and Social Psychology 37 (1979) 25-38
50. Hogan R. A socioanalytic theory of personality. In: Page M. (Ed). Nebraska symposium on motivation, 1982: Personality. Current theory and research (1983), University of Nebraska Press, Lincoln, NE 55-89
51. Hogan R. A socioanalytic perspective on the five-factor model. In: Wiggins J.S. (Ed). The five-factor model of personality: Theoretical perspectives (1996), Guilford, New York 163-179
52. Homans G.C. The human group (1951), Routledge & Kegan Paul, London
53. Inman M.L., Reichl A.J., and Baron R.S. Do we tell less than we know or hear less than we are told? Exploring the teller/listener extremity effect. Journal of Experimental Social Psychology 29 (1993) 528-550
54. Judd C.M., and McClelland G.H. Data analysis: A model-comparison approach (1989), Harcourt Brace, San Diego, CA
55. Karp R. The Bullard Houses. In: Brett J.M. (Ed). Teaching materials for negotiations and decision making (1995), Northwestern University, Dispute Resolution Research Center, Evanston, IL
56. Keltner D., Gruenfeld D.H., and Anderson C. Power, approach, and inhibition. Psychological Review 110 (2003) 265-284
57. Kenny D.A. Interpersonal perception (1994), Guilford, New York
58. Kenny D.A., Horner C., Kashy D.A., and Chu L. Consensus at zero-acquaintance: Replication, behavioral cues, and stability. Journal of Personality and Social Psychology 62 (1992) 88-97
59. Kenny D.A., and Kashy D.A. Enhanced co-orientation in the perception of friends: A social relations analysis. Journal of Personality and Social Psychology 67 (1994) 1024-1033
60. Kilduff M., and Krackhardt D. Bringing the individual back in: A structural analysis of the internal market for reputation in organizations. Academy of Management Journal 37 (1994) 87-108
61. Leary M.R., and Kowalski R.M. Impression management: A literature review and two-component model. Psychological Bulletin 107 (1990) 34-47
62. Leary M.R., Tambor E.S., Terdal S.K., and Downs D.L. Self-esteem as an interpersonal monitor: The sociometer hypothesis. Journal of Personality and Social Psychology 68 (1995) 518-530
63. Lewicki R.J., Barry B., Saunders D.M., and Minton J. Essentials of negotiation 3 (2003), McGraw-Hill, Boston
64. Mannix E.A., and Neale M.A. Power imbalance and the pattern of exchange in dyadic negotiation. Group Decision and Negotiation 2 (1993) 119-133
65. Milinski M., Semmann D., and Krambeck H.J. Reputation helps solve the 'tragedy of the commons.'. Nature 415 (2002, January 24) 424-426
66. Mischel W. Personality and assessment (1968), Wiley, New York
67. Moskowitz D.S. Coherence and cross-situational generality in personality: A new analysis of old problems. Journal of Personality and Social Psychology 43 (1982) 754-768
68. Murray S.L., Holmes J.G., and Griffin D.W. The benefits of positive illusions: Idealization and the construction of satisfaction in close relationships. Journal of Personality and Social Psychology 70 (1996) 79-98
69. Neale M.A. New recruit. In: Brett J.M. (Ed). Teaching materials for negotiations and decision making (1997), Northwestern University, Dispute Resolution Research Center, Evanston, IL
70. Nisbett R.E., and Wilson T.D. Telling more than we can know: Verbal reports on mental processes. Psychological Review 84 (1977) 231-259
71. Nowak M.A., and Sigmund K. Evolution of indirect reciprocity by image scoring. Nature 393 (1998, June 11) 573-577
72. Raiffa H. The art and science of negotiation: How to resolve conflicts and get the best out of bargaining (1982), Harvard University Press, Cambridge, MA
73. Rosenberg S., Nelson C., and Vivekananthan P.S. A multidimensional approach to the structure of personality impressions. Journal of Personality and Social Psychology 9 (1968) 283-294
74. Schroth H.A., and Riding G. Telepro. In: Brett J.M. (Ed). Teaching materials for negotiations and decision making (1997), Northwestern University, Dispute Resolution Research Center, Evanston, IL
75. Snyder M., and Uranowitz S.W. Reconstructing the past: Some cognitive consequences of person perception. Journal of Personality and Social Psychology 36 (1978) 941-950
76. Stangor C., and McMillan D. Memory for expectancy-congruent and expectancy-incongruent information: A review of the social and social developmental literatures. Psychological Bulletin 111 (1992) 42-61
77. Stasser G., Taylor L., and Hanna C. Information sampling in structured and unstructured discussions of three- and six-person groups. Journal of Personality and Social Psychology 57 (1989) 67-78
78. Swann W.B. Seeking "truth," finding despair: Some unhappy consequences of a negative self-concept. Current Directions in Psychological Science 1 (1992) 15-18
79. Taylor S.E. The social being in social psychology. In: Gilbert D.T., Fiske S.T., and Lindzey G. (Eds). Handbook of social psychology. 4th ed. (1998), McGraw-Hill, Boston 58-98
80. Tenbrunsel A.E., and Bazerman M.H. Moms.com. In: Brett J.M. (Ed). Teaching materials for negotiations and decision making (2000), Northwestern University, Dispute Resolution Research Center, Evanston, IL
81. Tetlock P.E. Social functionalist frameworks for judgment and choice: Intuitive politicians, theologians, and prosecutors. Psychological Review 109 (2002) 451-471
82. Thibault J.W., and Kelley H.H. The social psychology of groups (1959), Wiley, New York
83. Thibault J., and Walker L. Procedural justice: A psychological analysis (1975), Erlbaum, Hillsdale, NJ
84. Thompson L.L. An examination of naïve and experienced negotiators. Journal of Personality and Social Psychology 59 (1990) 82-90
85. Thompson L.L. The mind and heart of the negotiator (1998), Prentice Hall, Upper Saddle River, NJ
86. Tinsley C.H., O'Connor K.M., and Sullivan B.A. Tough guys finish last: The perils of a distributive reputation. Organizational Behavior and Human Decision Processes 88 (2002) 621-645
87. Wilson D.S., Near D., and Miller R.R. Machiavellianism: A synthesis of the evolutionary and psychological literatures. Psychological Bulletin 119 (1996) 285-299