Document Detail


Identity formation in multiparty negotiations.
MedLine Citation:
PMID:  17588289     Owner:  NLM     Status:  MEDLINE    
Abstract/OtherAbstract:
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.
Authors:
Roderick I Swaab; Tom Postmes; Russell Spears
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Publication Detail:
Type:  Journal Article; Research Support, Non-U.S. Gov't    
Journal Detail:
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:
Created Date:  2008-03-07     Completed Date:  2008-06-10     Revised Date:  -    
Medline Journal Info:
Nlm Unique ID:  8105534     Medline TA:  Br J Soc Psychol     Country:  England    
Other Details:
Languages:  eng     Pagination:  167-87     Citation Subset:  IM    
Affiliation:
Kellogg School of Management, Northwestern University, USA. riswaab@kellog.north-western.edu
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MeSH Terms
Descriptor/Qualifier:
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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