| Identity formation in multiparty negotiations. | |
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MedLine Citation:
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PMID: 17588289 Owner: NLM Status: MEDLINE |
Abstract/OtherAbstract:
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Based on the recently proposed Interactive Model of Identity Formation, we examine how top-down deductive and bottom-up inductive identity formations influence intentions and behaviour in multiparty negotiations. Results show that a shared identity can be deduced from the social context through recognition of superordinate similarities. However, shared identities can also be induced by intragroup processes in which individuals get acquainted with one another on an interpersonal basis. Both top-down and bottom-up processes led to the formation of a sense of shared identity, and this in turn exerted a positive influence on behavioural intentions and actual behaviour in multiparty negotiations. |
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Authors:
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Roderick I Swaab; Tom Postmes; Russell Spears |
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Publication Detail:
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Type: Journal Article; Research Support, Non-U.S. Gov't |
Journal Detail:
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Title: The British journal of social psychology / the British Psychological Society Volume: 47 ISSN: 0144-6665 ISO Abbreviation: Br J Soc Psychol Publication Date: 2008 Mar |
Date Detail:
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Created Date: 2008-03-07 Completed Date: 2008-06-10 Revised Date: - |
Medline Journal Info:
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Nlm Unique ID: 8105534 Medline TA: Br J Soc Psychol Country: England |
Other Details:
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Languages: eng Pagination: 167-87 Citation Subset: IM |
Affiliation:
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Kellogg School of Management, Northwestern University, USA. riswaab@kellog.north-western.edu |
Export Citation:
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APA/MLA Format Download EndNote Download BibTex |
| MeSH Terms | |
Descriptor/Qualifier:
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Adult Female Humans Intention Male Negotiating* Social Identification* |
From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine
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