One for all: What representing a group may do to us

Journal of Experimental Social Psychology

Volumn 48, Issue 5, 2012, Pages 1047-1056

  Reinders Folmer, Christopher P ^a,b   Klapwijk, Anthon ^a   De Cremer, David ^c,d   Van Lange, Paul A M ^a  

^a VU UNIVERSITY AMSTERDAM   (Netherlands)

^b GHENT UNIVERSITY   (Belgium)

^c ERASMUS UNIVERSITY   (Netherlands)

^d LONDON BUSINESS SCHOOL   (United Kingdom)

Author keywords

Group representative; Interdependence; Motivation; Negotiation; Social role

Indexed keywords

EID: 84863329522     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2012.04.009     Document Type: Article

References (61)

1. Adams J.S. The structure and dynamics of behavior in organizational boundary roles. Handbook of industrial and organizational psychology 1976, 1175-1199. Rand McNally, Chicago. M.D. Dunnette (Ed.).
2. Axelrod R., Dion D. The further evolution of cooperation. Science 1988, 242:1385-1390.
3. Bacharach S.B., Lawler E.J. Power and politics in organization 1980, Jossey-Bass, San Francisco.
4. Benton A.A. Accountability and negotiations between group representatives. Proceedings of the Eightieth Annual Conference of the American Psychological Association 1972, 227-228.
5. Benton A.A., Druckman D. Constituent's bargaining orientation and intergroup negotiations. Journal of Applied Social Psychology 1974, 4:141-150.
6. Ben-Yoav O., Pruitt D.G. Accountability to constituents: A two-edged sword. Organizational Behavior and Human Decision Processes 1984, 34:283-295.
7. Blake R.R., Mouton J.S. Loyalty of representatives to ingroup positions during intergroup competition. Sociometry 1961, 24:177-183.
8. Carnevale P.J., Pruitt D.G. Negotiation and mediation. Annual Review of Psychology 1992, 43:531-582.
9. Carnevale P.J., Pruitt D.G., Britton S.D. Looking tough: the negotiator under constituent surveillance. Personality and Social Psychology Bulletin 1979, 5:118-121.
10. Cosmides L., Tooby J. Cognitive adaptations for social exchange. The adapted mind: Evolutionary psychology and the generation of culture 1992, 163-228. Oxford University Press, New York. J. Barkow, L. Cosmides, J. Tooby (Eds.).
11. De Dreu C.K.W., Beersma B., Steinel W., Van Kleef G.A. The psychology of negotiation: Principles and basic processes. Handbook of basic principles in social psychology 2007, 608-629. Guilford, New York. 2nd ed. A.W. Kruglanski, E.T. Higgins (Eds.).
12. De Dreu C.K.W., Koole S., Steinel W. Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation. Journal of Personality and Social Psychology 2000, 79:975-987.
13. Drolet A.L., Morris M.W. Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. Journal of Experimental Social Psychology 2000, 36:26-50.
14. Druckman D. Determinants of compromising behavior in negotiation: A meta-analysis. Journal of Conflict Resolution 1994, 38:507-556.
15. Druckman D., Rozelle R.M. Performance evaluation as a determinant of willingness to defend a counterattitudinal position. Social Behavior and Personality 1975, 3:243-252.
16. Druckman D., Solomon D., Zechmeister K. Effects of representational role obligations on the process of children's distribution of resources. Sociometry 1972, 35:387-410.
17. Enzle M.E., Harvey M.D., Wright E.F. Implicit role obligations versus social responsibility in constituency representation. Journal of Personality and Social Psychology 1992, 62:238-245.
18. Gelfand M.J., Realo A. Individualism-collectivism and accountability in intergroup negotiations. Journal of Applied Psychology 1999, 84:721-736.
19. Gruder C.L. Relationships with opponent and partner in mixed motive bargaining. Journal of Conflict Resolution 1971, 15:403-416.
20. Gruder C.L., Rosen N. Effects of intergroup relations on intergroup bargaining. International Journal of Group Tensions 1971, 1:301-317.
21. Haccoun R., Klimoski R.J. Negotiator status and accountability source: A study of negotiator behavior. Organizational Behavior and Human Decision Processes 1975, 14:342-359.
22. Haslam S.A., Oakes P.J., McGarty C., Turner J.C. Contextual changes in the prototypicality of extreme and moderate outgroup members. European Journal of Social Psychology 1995, 25:509-530.
23. Hogg M. A social identity theory of leadership. Personality and Social Psychology Review 2001, 5:184-200.
24. Insko C.A., Kirchner J.L., Pinter B., Efaw J., Wildschut T. Interindividual - intergroup discontinuity as a function of trust and categorization: The paradox of expected cooperation. Journal of Personality and Social Psychology 2005, 88:365-385.
25. Insko C.A., Schopler J. Differential distrust of groups and individuals. Intergroup cognition and intergroup behavior 1998, 75-107. Lawrence Erlbaum Associates, Mahwah. C. Sedikides, J. Schopler, C.A. Insko (Eds.).
26. Joireman J.A., Kuhlman D.M., Van Lange P.A.M., Doi T., Shelley G.P. Perceived rationality, morality, and power of social choice as a function of interdependence structure and social value orientation. European Journal of Social Psychology 2003, 33:413-437.
27. Jones J., Worchel S. Representatives in negotiation: Internal variables that affect external negotiations. Basic and Applied Social Psychology 1992, 13:323-336.
28. Kelley H.H. The "stimulus field" for interpersonal phenomena: the source of language and thought about interpersonal events. Personality and Social Psychology Review 1997, 1:140-169.
29. Kelley H.H., Holmes J.G., Kerr N.L., Reis H.T., Rusbult C.E., Van Lange P.A.M. An atlas of interpersonal situations 2003, University Press, Cambridge.
30. Kelley H.H., Stahelski A.J. Social interaction basis of cooperators' and competitors' beliefs about others. Journal of Personality and Social Psychology 1970, 16:66-91.
31. Kelley H.H., Thibaut J. Interpersonal relations: A theory of interdependence 1978, Wiley, New York.
32. Lerner J.S., Tetlock P.E. Accounting for the effects of accountability. Psychological Bulletin 1999, 125:225-275.
33. Liebrand W.B.G., Jansen R.W.T.L., Rijken V.M., Suhre C.J.M. Might over morality: Social values and the perception of other players in experimental games. Journal of Experimental Social Psychology 1986, 22:203-215.
34. Love R.L., Rozelle R.M., Druckman D. Resolving conflicts of interest and ideologies: A simulation of political decision-making. Social Behavior and Personality 1983, 11:23-28.
35. Messick D.M., Kramer R.M. The psychology of leadership: New perspectives and research 2005, Lawrence Erlbaum Associates Publishers, Mahwah, NJ.
36. Messick D.M., Thorngate W.B. Relative gain maximization in experimental games. Journal of Experimental Social Psychology 1967, 3:85-101.
37. Noel J.G., Wann D.L., Branscombe N.R. Peripheral ingroup membership status and public negativity toward outgroups. Journal of Personality and Social Psychology 1995, 68:127-137.
38. Nowak M.A., Sigmund K. Evolution of indirect reciprocity by image scoring. Nature 1998, 393:573-577.
39. Organ D.W. Some variables affecting boundary role behavior. Sociometry 1971, 34:524-537.
40. Pinter B., Insko C.A., Wildschut T., Kirchner J.L., Montoya R.M., Wolf S.T. Reduction of interindividual-intergroup discontinuity: The role of leader accountability and proneness to guilt. Journal of Personality and Social Psychology 2007, 93:250-265.
41. Pruitt D.G., Carnevale P.J. Negotiation in social conflict 1993, Open University Press, Buckingham, Great Britain.
42. Rusbult C.E., Van Lange P.A.M. Interdependence processes. Social psychology: Handbook of basic principles 1996, 564-596. Guilford Press, New York. E.T. Higgins, A.W. Kruglanski (Eds.).
43. Smeesters D., Warlop L., Van Avermaet E., Corneille O., Yzerbyt V. Do not prime hawks with doves: the interplay of construct activation and consistency of social value orientation on cooperative behavior. Journal of Personality and Social Psychology 2003, 84:972-987.
44. Smith D.L., Pruitt D.G., Carnevale P.J. Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation. Journal of Personality and Social Psychology 1982, 42:876-883.
45. Steinel W., De Dreu C.K.W., Ouwehand E., Ramirez-Marin J.Y. When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation. Organizational Behavior and Human Decision Processes 2009, 109:67-78.
46. Steinel W., Van Kleef G.A., Van Knippenberg D., Hogg M.A., Homan A.C., Moffitt G. How intragroup dynamics affect behavior in intergroup conflict: The role of group norms, prototypicality, and need to belong. Group Processes and Intergroup Relations 2010, 13:779-794.
47. Tajfel H., Billig M., Bundy R., Flament C. Social categorization and intergroup behaviour. European Journal of Social Psychology 1971, 1:149-178.
48. Tajfel H., Turner J. An integrative theory of intergroup conflict. The social psychology of intergroup relations 1979, 33-47. Wadsworth, Belmont. W.G. Austin, S. Worchel (Eds.).
49. Ten Velden F.S., Beersma B., De Dreu C.K.W. When competition breeds equality: Effects of appetitive versus aversive competition in negotiation. Journal of Experimental Social Psychology 2011, 47:1127-1133.
50. Teixeira C., Demoulin S., Yzerbyt V.Y. Choosing the best means to an end: The influence of ingroup goals on the selection of representatives in intergroup negotiations. Journal of Experimental Social Psychology 2011, 47:228-234.
51. Tsang J.A. Moral rationalization and the integration of situational factors and psychological processes in immoral behavior. Review of General Psychology 2002, 6:25-50.
52. Van Kleef G.A., Steinel W., Van Knippenberg D., Hogg M., Svensson A. Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behaviour. British Journal of Social Psychology 2007, 46:129-152.
53. Van Lange P.A.M. The pursuit of joint outcomes and equality in outcomes: an integrative model of social value orientation. Journal of Personality and Social Psychology 1999, 77:337-349.
54. Van Lange P.A.M. Beyond self-interest: a set of propositions relevant for interpersonal orientations. European Review of Social Psychology 2000, 11:297-330.
55. Van Lange P.A.M., De Cremer D., Van Dijk E., Van Vugt M. Self-interest and beyond: Basic principles of social interaction. Social psychology: Handbook of basic principles 2007, 540-561. Guilford, New York. 2nd Edition. A.W. Kruglanski, E.T. Higgins (Eds.).
56. Van Lange P.A.M., Ouwerkerk J.W., Tazelaar M.J.A. How to overcome the detrimental effects of noise in social interaction: the benefits of generosity. Journal of Personality and Social Psychology 2002, 82:768-780.
57. Vidmar N. Effects of representational roles and mediators on negotiation effectiveness. Journal of Personality and Social Psychology 1971, 17:48-58.
58. Wall J.A. Effects of constituents' trust and representative bargaining orientation on intergroup bargaining. Journal of Personality and Social Psychology 1975, 31:1004-1012.
59. Weber J.M., Kopelman S., Messick D.M. A conceptual review of decision making in social dilemmas: Applying a logic of appropriateness. Personality and Social Psychology Review 2004, 8:281-307.
60. Wildschut T., Pinter B., Vevea J.L., Insko C.A., Schopler J. Beyond the group mind: A quantitative review of the interindividual-intergroup discontinuity effect. Psychological Bulletin 2003, 129:698-722.
61. Yukl G. Leadership in organizations 1994, Prentice-Hall, Englewood Cliffs, NJ.