Cooperating If One's Goals Are Collective‐Based: Social Identification Effects in Social Dilemmas as a Function of Goal Transformation1

Prior studies of the effect of group identification on cooperation in social dilemmas have advanced 2 competing accounts: the goal‐transformation hypothesis, which holds that identification makes personal and collective goals interchangeable; and the goal‐amplification hypothesis, which states that identification induces positive expectations about others’ cooperative behavior. However, prior studies have neglected to assess the process measures necessary to pit the one account against the other. The present study showed that the effect of identification was moderated by participants’ social value orientation. Identification influenced proselfs’ cooperation more than prosocials’ cooperation. Mediational analyses further showed that the effect of our identification manipulation was mediated by participants’ sense of collective self, and not by their expectations.     

Reactions to group success and failure as a function of identification level: a test of the goal-transformation hypothesis in social dilemmas

This study examined the combined effects of identification level, social value orientation, and feedback on contributions in a public goods dilemma. Previous research has shown that strengthening group identity promotes cooperation. One explanation for this finding is that a strong group identity transforms people's motives from the personal to the collective level (the goal transformation hypothesis). Evidence for this hypothesis can be found in studies showing that a strong sense of group identity influences proselfs, relative to prosocials, to make larger contributions. In this experiment, we demonstrated that these findings are restricted to situations in which no feedback about a group's performance is provided. When performance feedback is provided, a strong group identity cancels the effects of individual differences in social value orientations. In particular, when a group fails, contributions increase if group identity is salient, but decrease if personal identity is salient, regardless of a person's social value orientation. But when a group succeeds, no differences between group and personal identity are found. These results are discussed in terms of the goal transformation hypothesis.     

The double meaning of a single act: influences of the perceiver and the perceived on cooperative behaviour

The present research examines how a single behaviour that is informative of both the morality and intelligence of a person influences impressions, degree of cooperative behaviour expected from that person, and degree of cooperative behaviour displayed toward that person in a mixed‐motive interdependence situation (i.e., a social dilemma). Furthermore, it is investigated how individual differences in social value orientation influence these processes. Participants were provided with behavioural information that could be construed in terms of both morality (high/low) and intelligence (high/low). Consistent with the morality‐importance hypothesis, participants assigned greater weight to morality than to intelligence aspects of the information. Congruent with the social value orientation hypothesis (i) only proselfs and not prosocials expected more cooperation from unintelligent than from intelligent others, and (ii) prosocials attended more strongly to morality aspects than proselfs in deciding on own cooperation. Finally, consistent with the relative benefit hypothesis, people overall expected more cooperation than they were willing to display, and this tendency was especially pronounced with others described by moral/unintelligent behaviour, and for people with a proself value orientation. The authors discuss a model describing influences of the perceiver and the perceived on cooperative behaviour. Copyright © 1999 John Wiley & Sons, Ltd.     

Car Versus Public Transportation? The Role of Social Value Orientations in a Real-Life Social Dilemma1

This research evaluates the role of social value orientations (i.e., preferences for distribution of outcomes for the self and others) in decisions as how to commute. It was proposed that the commuting situation could be viewed either as an environmental issue, reflecting the decision structure of an N-person Prisoner's Dilemma, or as an accessibility problem, reflecting the decision structure of an N-person Chicken Dilemma. On the basis of interdependence theory (Kelley & Thibaut, 1978) it was predicted that people who are primarily concerned with the collective welfare—prosocial individuals—would prefer commuting by public transportation when other commuters were expected to go by public transportation. On the other hand, it was hypothesized that people who are primarily concerned with their own well-being—proself individuals—would prefer commuting by public transportation when others were expected to go by car. The obtained findings were consistent with these expectations. Practical and theoretical implications regarding the link between social value orientations and environmentally relevant behavior will be discussed.     

Linking self and ingroup: Self‐anchoring as distinctive cognitive route to social identification

The present paper investigates how cognitive projection processes instigate social identification. We complement the classical self‐stereotyping approach (i.e., conforming to prototypical group norms) by investigating self‐anchoring (i.e., projection from self to group) as a distinct cognitive route to social identification. Self‐anchoring has mainly been investigated as predictor of intergroup differentiation. Surprisingly, no reliable link has been provided yet between self‐anchoring and social identification. In Study 1, we provide first evidence for this positive link. In Study 2, we add self‐stereotyping to our model and show that self‐anchoring is still positively related to social identification when controlling for self‐stereotyping. Additionally, we show that self‐anchoring is positively related to affective components of identification, while self‐stereotyping is positively related to cognitive components. Moreover, we examined the impact of self‐concept stability on self‐anchoring. Self‐concept stability was positively related to self‐anchoring, and hence to social identification (Study 1), independently from self‐stereotyping (Study 2). In the discussion, we argue that disentangling self‐anchoring from self‐stereotyping is important as it increases our insight in how people identify, and how this may vary depending on self‐concept and group context. Copyright © 2011 John Wiley & Sons, Ltd.     

Uncovering the diverse cultural bases of social identity: Ingroup ties predict self‐stereotyping among individualists but not among collectivists

On what basis do people form their social identities? To investigate this issue, the present research investigates cross‐cultural differences in self‐stereotyping, a key outcome of social identification. In particular, the research tests the hypothesis that ingroup ties are a stronger predictor of self‐stereotyping among people from individualist cultures than among people from collectivist cultures. In Study 1, university students (N = 117) completed measures of ingroup ties and self‐stereotyping with respect to an intimacy group (family and friends). Consistent with predictions, ingroup ties significantly predicted self‐stereotyping among individualists but not among collectivists. Study 2 (N = 104) found a similar pattern of results among members of the global internet community who considered either an intimacy group (their friends), a task group (their work group) or a social category (their gender). These results indicate that people in individualist cultures are more likely than those in collectivist cultures to base their social identities on ingroup ties. The implications of these results are discussed in relation to self‐categorization theory's depersonalization account of social identification.     

Charismatic Leadership and Cooperation in Social Dilemmas: A Matter of Transforming Motives?1

The present experiment examined whether leaders high in charisma are able to motivate decision‐makers to cooperate more in a public goods dilemma. On the basis of charismatic leadership theories, it was expected that a charismatic leader would be able to transform people's motives beyond self‐interest, consequently increasing cooperation. This transformation effect was expected to occur among individuals aimed at maximizing their own self‐interest (i.e., pro‐selfs), but not among those aimed at maximizing joint or collective outcomes (i.e., pro‐socials). Furthermore, leader's charisma was experimentally manipulated by means of describing the leader as either self‐sacrificing or benefiting. The results revealed that self‐sacrificing leaders, contrary to benefiting leaders, were perceived as more charismatic and were able to motivate decision‐makers to cooperate more. The latter effect appeared to be more pronounced among pro‐selfs rather than pro‐socials, as such supporting the transformational idea of charismatic leaders. Further results showed that this behavioral effect was mediated by perceptions of legitimacy. The meaning and conception of charismatic leadership in decision‐making situations are discussed by using insights from the social dilemma and charismatic leadership literature.     

Self‐Harm Focus Leads to Greater Collective Guilt: The Case of the U.S.‐Iraq Conflict

Collective guilt from harm one's group has caused an out‐group is often undermined because people minimize or legitimize the harm done (i.e., they generate exonerating cognitions). When a group action has harmed both the in‐group and an out‐group, focusing people on “self‐harm”—ways in which the in‐group has harmed itself—may elicit more collective guilt because self‐harm is less likely to be exonerated. In Study 1, American participants who focused on how the invasion of Iraq had harmed the United States expressed greater collective guilt over harm inflicted on the people of Iraq than those who focused on Iraqi suffering. Study 2 showed that this effect is due to reductions in exonerating cognitions among people focused on self‐harm. We consider the implications of these findings for intergroup reconciliation, particularly in situations where two groups have been involved in open conflict.     

Further validation of a single‐item measure of social identification

We examine the validity and reliability of a single‐item measure of social identification (SISI). Convergent validity is shown with significant positive correlations with previously published unidimensional and multidimensional measures of in‐group identification and other group‐relevant measures (e.g., entitativity and collective self‐esteem). Divergent validity is shown via nonsignificant correlations with social desirability measures. Predictive validity is shown with positive correlations with group‐relevant behavior (e.g., volunteerism and voting). External validity is shown with correlations with other in‐group identification measures in a community sample. The reliability of the scale is shown by examining scores of the SISI for six different identities at three points in time. Copyright © 2013 John Wiley & Sons, Ltd.     

Making plans for healthy diet: The role of motivation and action orientation

The main objective of the present study was to examine the role of motivation and action orientation in forming spontaneous (i.e., without specific instruction or manipulation) implementation intentions for a healthy diet goal. We hypothesized that (1) the adoption of a diet goal would be determined by (either intrinsic or extrinsic) motivation only whereas, (2) forming implementation intentions would be determined by intrinsic motivation and (either low or high) action orientation. These hypotheses were addressed in a sample of 142 normal weight subjects who were concerned about their dietary habits. Primary outcomes were goal intentions and implementation intentions. Our hypothesis regarding the prediction of goal intentions was confirmed whereas results relating to the prediction of implementation intentions demonstrated that intrinsic motivation and low (but not high) action orientation proved significant predictors of intentions to implement a healthy diet goal. These findings suggest that self‐regulatory skills as assessed by the concept of action orientation may relate to short‐term strategies of initiating behavior change only. Copyright © 2008 John Wiley & Sons, Ltd.     

Why promises and threats need each other

Despite the pervasive use of promises and threats in social life, very little research has been devoted to examining the effectiveness of these interpersonal tactics in promoting cooperation in social dilemmas. Based on the Goal‐Prescribes‐Rationality principle, we hypothesized that cooperation should be most strongly enhanced when promises and threats are communicated in combination, rather than in isolation. Also, we hypothesized that the combination of promises and threats should be especially effective among individuals with prosocial rather than proself orientations. Two studies provided good evidence for the latter hypothesis, in that the combination of promises and threats was only effective in people with prosocial orientations, people who are concerned with equality and collective interest. Copyright © 2006 John Wiley & Sons, Ltd.     

Moderating effects of gender and age on the relationship between self‐esteem and life satisfaction in mainland Chinese

Previous studies indicated that not only individual self‐esteem (e.g., Diener & Diener, 1995; Neto, 1993) but also collective self‐esteem (e.g., Crocker, Luhtanen, Blaine, & Broadnax, 1994; Zhang & Leung, 1999) contributed to prediction of life satisfaction. When the effects of individual and collective self‐esteems on life satisfaction have been demonstrated, a further question in life satisfaction research is that whether the relationship between self‐esteem and life satisfaction is subject to the influence of boundary conditions. The present investigation focused on moderating effects of gender and age on the relationship between self‐esteem and life satisfaction in Chinese people. Participants were 1347 Mainland Chinese (aged from 14 to 88 years, 52.3% female) from three generations. They finished the General Life Satisfaction Scale (Leung & Leung, 1992), Life Domain Satisfaction Scale (revised from Michalos, 1985), Self‐Esteem Scale (Rosenberg, 1965) and Collective Self‐Esteem Scale (Luhtanen & Crocker, 1992). Hierarchical regression analysis indicated that the relationship between collective self‐esteem and general life satisfaction was stronger for the male participants than for the female participants. The effect of individual self‐esteem on life domain satisfaction was stronger in the male group than in the female group. The effect of individual self‐esteem on life domain satisfaction was stronger in the older people than in the younger people. However the effect of collective self‐esteem on life domain satisfaction was stronger in the younger people than in the older people. These results might reflect life task differences and social expectation differences between male and female, younger and older people. Additional research is needed with other types of samples, especially with samples from some individualist cultures to see whether the results could generalize to these cultures.     

The Influence of Other's Morality and Own Social Value Orientation on Cooperation in The Netherlands and the U.S.A.

The present study examines a two-person social dilemma characterised by the conflict between the pursuit of own benefits and collective benefits. The main purpose is twofold: (1) to examine the effect of perceptions of one person's morality (e.g. honesty) on expected cooperation from another and own cooperation, and (2) to examine whether pre-existing differences between individuals in their social value orientation, or preferences for certain patterns of outcomes to self and others (McClintock, 1978), would modify these effects of other's morality. As predicted on the basis of the Might over Morality hypothesis (Liebrand, Jansen et al., 1986), it was found that considerably more cooperation was expected from one perceived as highly moral than from another perceived as low on morality. Contrary to a second Might over Morality prediction, however, this effect was not moderated by individual differences in social value orientation. In addition, it was found that subjects with pro-social value orientations, as well as those with individualistic and competitive orientations cooperated considerably more with a person perceived as highly moral than with another perceived as low on morality. This latter finding extends previous work on social value orientation in that it suggests that individuals who are predisposed to choose noncooperatively in social dilemmas are willing to cooperate if they are quite confident that the other has truly cooperative and good intentions. Finally, the aforementioned findings were observed in two experiments, one conducted in The Netherlands, the other in the United States. This supports the cross-cultural generalisability of the present findings.     

Team reasoning: Solving the puzzle of coordination

In many everyday activities, individuals have a common interest in coordinating their actions. Orthodox game theory cannot explain such intuitively obvious forms of coordination as the selection of an outcome that is best for all in a common-interest game. Theories of team reasoning provide a convincing solution by proposing that people are sometimes motivated to maximize the collective payoff of a group and that they adopt a distinctive mode of reasoning from preferences to decisions. This also offers a compelling explanation of cooperation in social dilemmas. A review of team reasoning and related theories suggests how team reasoning could be incorporated into psychological theories of group identification and social value orientation theory to provide a deeper understanding of these phenomena.     

Members Matter in Team Training: Multilevel and Longitudinal Relationships Between Goal Orientation,Self‐Regulation,and Team Outcomes

Longitudinal data from 338 individuals across 64 teams in a simulation‐based team‐training context were used to examine the effects of dispositional goal orientation on self‐regulated learning (self‐efficacy and metacognition). Team goal orientation compositions, as reflected by average goal orientations of team members, were examined for moderating effects on these individual‐level relationships. Finally, individual‐level self‐regulation was investigated for its influence on multiple team‐level outcomes across time. Results showed generally positive effects of learning goal orientation and negative effects of avoid performance and prove performance goal orientations on rates of self‐regulation during team training. However, several of these individual‐level relationships were moderated by team goal orientation composition. The importance of self‐regulation in teams was displayed by results showing the average level of self‐regulation among a team's members over time was positively associated with team efficacy, team cooperation quality, and team decision making.     

Local Identity and the Role of Individual Differences in the Use of Natural Resources: The Case of Water Consumption1

A field study assessed the role of social value orientation (SVO) and identification with the local community on water conservation behavior in Italy. Participants (N = 758) completed a self‐reported questionnaire, during summer and Easter time. It was expected that SVO and local identification would affect cooperation in conserving water resources. Consistent with the hypotheses, the highest levels of voluntary cooperation were detected among prosocial persons with high local identity, while the lowest levels of cooperation were detected among proself persons with low local identity. Other factors (e.g., perception of local authority's legitimacy, place of residence, severity of water scarcity condition) did not affect the hypothesized interaction. The theoretical and practical implications of the findings are discussed.     

Are we on a learning curve or a treadmill? The benefits of participative group goal setting become apparent as tasks become increasingly challenging over time

A large body of research has pointed to the utility of individual and group goal setting as a performance enhancement strategy. However, group goal setting is more complex than individual goal setting as the group context often strengthens the desire for voice and the possibility of resistance. In line with this idea, we test the prediction that goal‐related performance improvements should be more marked where groups participate in goal setting rather than having goals imposed—particularly as they become increasingly hard to achieve. These ideas are tested in two experiments (N_groups = 27, 72). Both confirm the capacity for group goal setting to enhance brainstorming performance. More importantly, both studies also show that the benefits of participative goals relative to imposed goals becomes more marked as goals become more difficult over time. In line with social identity and self‐categorization principles, we suggest that this is because increases in participatively set goals appear to provide opportunities for collective self‐actualization and self‐enhancement while increases in imposed goals do not. Copyright © 2008 John Wiley & Sons, Ltd.     

Where are we coming from versus who we will become: The effect of priming different contents of European identity on cooperation

In two experiments, we investigated how priming European identity as common project versus common heritage affects participants' cooperation in a social dilemma; an additional aim was to explore the mediators involved in the process. In the first experiment, 82 students played a public good dilemma with a European bogus partner and then completed self‐report measures of identification with the European Union (EU), group‐based trust and collective interest. Results showed that priming a common project‐based but not a common heritage‐based European social identity fostered cooperative behaviour; this effect was mediated by two sequential mediators: the common project prime increased participants' strength of identification with EU (mediator 1) which, in turn, positively affected group‐based trust (mediator 2), fostering greater cooperation. Experiment 2 was conducted with a similar procedure on a sample of 124 students, using a different measure of trust and changing the order of mediators. Results supported those of previous experiment: Priming a project‐based EU identity content (compared to heritage‐based one) had significant direct and indirect effects on cooperation.     

Predictors of Protest Among Anti‐Globalization Demonstrators1

Anti‐globalization protest is analyzed as a function of ideological opposition to social hierarchy and identification with the social movement. Demonstrators (N = 145) at the Summit of the Americas in Québec City in April 2001 completed measures of social dominance orientation (SDO), social identification with the anti‐globalization movement, and the likelihood of engaging in various protest behaviors. Results supported the hypothesis that social identification mediates the link between SDO and inclinations toward 2 forms of collective action (anti‐globalization protest and indirect protest), whereas non‐normative protest tended to be endorsed most strongly by male demonstrators. These relationships inform theoretical perspectives on politicized collective identity and the social psychology of social movement participation.     

In‐group representation and social value affect the use of in‐group identification for maintaining and enhancing self‐evaluation

Individuals with independent self‐construals identify with their in‐group in order to buffer threats to self‐esteem to a greater degree than do those with interdependent self‐construals. This study focused on the effect of the in‐group's social value and representation on this identification process among individuals who reported various real‐world threats to their self‐esteem. We conducted a questionnaire survey for university students and we examined how self‐construal, the in‐group social value, and the in‐group representation either moderate or mediate the relationship between threat to self‐esteem and identification with their academic departments. The results of multiple‐group analyses of structural equation modelling showed that independents who reported more threats to their self‐esteem identified with the in‐group when it was high in social value. In contrast, they did not exhibit in‐group identification when it was low in social value. Interdependents showed less in‐group identification regardless of the in‐group's social value. The representation of the in‐group as a common identity group mediated the relationship between threat to self‐esteem and in‐group identification for independents, whereas the representation of a common bond group played the same role for interdependents. These findings suggest the importance of considering the role of self‐construal and the in‐group social value, along with the representation of in‐group, in understanding in‐group identification in situations of threat to self‐esteem.