Books by Geoffrey J Leonardelli
Perhaps the defining feature of humanity is the social condition -- how we think about others, id... more Perhaps the defining feature of humanity is the social condition -- how we think about others, identify ourselves with others, and interact with groups of others. The advances of evolutionary theory, social cognition, social identity, and intergroup relations, respectively, as major fields of inquiry have been among the crowning theoretical developments in social psychology over the past three decades. Marilynn Brewer has been a leading intellectual figure in the advancement of each of them. Her theory and research have had international impact on the way we think about the self and its relation to others. This festschrift celebrates Marilynn’s numerous contributions to social psychology, and includes original contributions from both leading and rising social psychologists from around the world.
The volume will be of interest to social psychologists, industrial/organizational psychologists, clinical psychologists, and sociologists.
Papers by Geoffrey J Leonardelli
Psychology Press eBooks, Jul 4, 2011
R.W. Livingston, G.J. Leonardelli, R.M. Kramer, Rigor with Relevance: The Many Legacies of Marily... more R.W. Livingston, G.J. Leonardelli, R.M. Kramer, Rigor with Relevance: The Many Legacies of Marilynn Brewer. Part 1. Social Cognition. M. Karasawa, Categorization-Based Versus Person-Based Explanations of Behaviors: Implications from the Dual-Process Model. D.L. Hamilton, J.M. Chen, N. Way, Dynamic Aspects of Entitativity: From Group Perceptions to Social Interaction. L.R. Caporael, G.D. Reeder, New Evolutionary Perspectives on Theory of Mind. Part 2. Social Identity and Intergroup Relations. K. Schmid, M. Hewstone, Social Identity Complexity: Theoretical Implications for the Social Psychology of Intergroup Relations. G.J. Leonardelli, C.L. Pickett, J.E. Joseph, Y.D. Hess, Optimal Distinctiveness in Nested Categorization Contexts: Moving from Dueling Identities to a Dual Identity. C.L. Pickett, P. Smaldino, J. Sherman, J. Schank, Agent-Based Modeling as a Tool for Studying Social Identity Processes: The Case of Optimal Distinctiveness Theory. A.C. Rumble, Religion as Collective Identity. K. Gonsalkorale, W. von Hippel, Intergroup Relations in the 21st Century: Ingroup Positivity and Outgroup Negativity Among Members of an Internet Hate Group. M.M. McDonald, C.D. Navarrete, J. Sidanius, Developing a Theory of Gendered Prejudice: An Evolutionary and Social Dominance Perspective. W.D. Crano, V. Hemovich, Intergroup Relations and Majority or Minority Group Influence. M. Yuki, Intragroup Relationships and Intergroup Comparisons as Two Sources of Collectivism. Part 3. Applications and Implications. S. Schneider, W.M. George, S. Carroll, E.D. Middleton, How Leaders Transform Followers: Organizational Identity as a Mediator of Follower Attitudes in Two Samples. R.M. Kramer, Cooperation and the Commons: Lab and Field Explorations of a Persistent Dilemma. E. Castano, Moral Disengagement and Morality Shifting in the Context of Collective Violence. W.W. Maddux, A Movable Feast: How Transformational Cross-Cultural Experiences Facilitate Creativity. Y.-R. Chen, G. Zhao, J. Lee, Trust in the Manager as a Supervisor or a Group Leader? Toward a Relational Versus Collective Distinction in Procedural Justice. Part 4. Reflections and Conclusion. M.B. Brewer, In Retrospect.
Personality and Social Psychology Bulletin, May 2, 2016
According to optimal distinctiveness theory, sufficiently small minority groups are associated wi... more According to optimal distinctiveness theory, sufficiently small minority groups are associated with greater membership trust, even among members otherwise unknown, because the groups are seen as optimally distinctive. This article elaborates on the prediction’s motivational and cognitive processes and tests whether sufficiently small minorities (defined by relative size; for example, 20%) are associated with greater membership trust relative to mere minorities (45%), and whether such trust is a function of optimal distinctiveness. Two experiments, examining observers’ perceptions of minority and majority groups and using minimal groups and (in Experiment 2) a trust game, revealed greater membership trust in minorities than majorities. In Experiment 2, participants also preferred joining minorities over more powerful majorities. Both effects occurred only when minorities were 20% rather than 45%. In both studies, perceptions of optimal distinctiveness mediated effects. Discussion focuses on the value of relative size and optimal distinctiveness, and when membership trust manifests.
Social Science Research Network, 2012
Traditional theories of self-interest cannot predict when individuals pursue relative and absolut... more Traditional theories of self-interest cannot predict when individuals pursue relative and absolute economic outcomes in interdependent decision-making, but we argue that regulatory focus (Higgins, 1997) can. We propose that a concern with security (prevention focus) motivates concerns with social status, leading to the regulation of relative economic outcomes, but a concern with growth (promotion focus) motivates the maximization of opportunities, leading to a focus on absolute outcomes. Two studies supported our predictions; regardless of prosocial or proself motivations, a promotion focus yielded greater concern with absolute outcomes, but a prevention focus yielded greater concern with relative outcomes. Also, Study 3 revealed that a prevention focus led to a greater rejection of a negative relative but positive absolute outcome in an ultimatum game because of concerns with status. This research reveals that apparently opposing orientations to interdependence-equality and relative gainserve the same self-regulatory purpose: the establishment of security.
SAGE Publications Ltd eBooks, 2006
Group Dynamics: Theory, Research, and Practice, Jun 1, 2003
Academy of Management Perspectives, Aug 1, 2004
Journal of Experimental Social Psychology, Nov 1, 2001
This research examined reasons for the frequently obtained finding that members of numerically mi... more This research examined reasons for the frequently obtained finding that members of numerically minority groups exhibit greater intergroup discrimination than members of majority groups and also sought to determine the conditions under which members of both majority and minority groups exhibit intergroup discrimination. Experiment 1 examined the role of group identification and found that discrimination by members of a majority group was equivalent to that of minority group members when identification was experimentally induced. Experiments 2 and 3 examined further the underlying bases for minority and majority discrimination. Consistent with predictions derived from optimal distinctiveness theory (Brewer, 1991), identification with the in-group was found to be a necessary condition underlying intergroup discrimination, but motivations for discrimination varied as a function of satisfaction with in-group size and distinctiveness.
Advances in Experimental Social Psychology, 2010
Optimal distinctiveness theory [Brewer, M. B. (1991). The social self: on being the same and diff... more Optimal distinctiveness theory [Brewer, M. B. (1991). The social self: on being the same and different at the same time. Personality & Social Psychology Bulletin, 17(5), 475–482] proposes that individuals have two fundamental and competing human needs—the need for inclusion and the need for differentiation—that can be met by membership in moderately inclusive (optimally distinct) groups. In this chapter, the
Proceedings - Academy of Management, Aug 1, 2020
Abstract Merging ideas from optimal distinctiveness theory (MB Brewer, 1991) and the self-affirma... more Abstract Merging ideas from optimal distinctiveness theory (MB Brewer, 1991) and the self-affirmation literature, individuals were believed to be more likely to affirm minority group memberships than majority group memberships and more likely to yield the benefits of self-affirmation. The first two studies supported the hypothesis that individuals will be more likely to affirm minority group memberships rather than majority group memberships. In addition, this preference for the minority ingroup was even greater when participants' personal self- ...
European Journal of Social Psychology, 2003
Previous research has found that, among stigmatized group members, perceiving discrimination agai... more Previous research has found that, among stigmatized group members, perceiving discrimination against the ingroup simultaneously yields a positive indirect effect on self-worth (mediated by ingroup identification) and a negative direct effect (Branscombe, Schmitt, & Harvey, 1999). This study not only replicated these effects with a sample of women, but also revealed that the negative direct effect was mediated by perceived status of the ingroup: as perceived discrimination increased, perceived ingroup status decreased, which in turn lowered collective self-worth. Perceiving discrimination also increased the accessibility of the stigmatized group's devalued status. A new direction for future research may be to consider when stigmatized group members might affirm the ingroup rather than protect self-worth.
Surgical Endoscopy and Other Interventional Techniques, Jan 20, 2022
Robotic surgery is used in several surgical procedures with limited evidence of clinical benefit.... more Robotic surgery is used in several surgical procedures with limited evidence of clinical benefit. In some jurisdictions, the demand for robotic surgery may have been fueled by public perception of this novel technology. Therefore, we sought to investigate the public’s perception of robotic surgery. We conducted a cross-sectional survey using a series of vignette-associated questions designed to examine the public’s perception of robotic surgery. Eligible participants were recruited through Amazon Mechanical Turk’s system and randomized to one of two pairs of vignettes: laparoscopic surgery compared to (1) robotic surgery, or (2) “novel surgical technology” (without using the term “robotic”). Outcomes of interest were anticipated postoperative outcomes using the surgical fear questionnaire, procedure preference, perception of error, trust, and competency of the surgeon. The survey included 362 respondents; 64.1% were male with median age of 53 years. There were no differences in the distribution of responses of the questionnaire based on use of the term “robotic” or “novel surgical technology”; therefore, the two cohorts were combined to examine perception of robotic compared to laparoscopic surgery. More respondents feared outcomes of robotic surgery than laparoscopic surgery (78.2% vs 14.9%, p < 0.001). Participants preferred laparoscopic to robotic surgery (64.4% vs 35.6%, p < 0.001). The public fears recovery after robotic surgery and prefers laparoscopic surgery. The propagation of robotic surgery is unlikely based on public demand and may be more related to institutional or surgeon perceptions. Surgeons who provide robotic surgery should ensure their patients are comfortable with and understand this technology.
[Excerpt] As a complement to other chapters in this handbook, this chapter's initial focus is abo... more [Excerpt] As a complement to other chapters in this handbook, this chapter's initial focus is about understanding security concerns in interdependent economic decision-making, that is, contexts wherein individuals are asked with distributing resources between two or more parties, typically themselves and another. The economics component of economic decision-making concerns the manufacturing, distribution, and exchange of resources, whether money or ornament-shaped chocolates. The decisionmaking component involves applying psychological principles, such as motivation, to understanding how individuals choose among alternatives. For these reasons, it is a topic that falls under the study of behavioral economics (Camerer & Loewenstein, 2004; De Cremer, Zeelenberg, & Murnighan, 2006). It is the interdependent component of economic decision-making, however, that helps us investigate individuals' intentions to cooperate or compete, to explore self-interest and its manifestation in individuals' treatment (or lack thereof) of other parties. This intersection of topics allows us to answer the types of questions raised by examples like the one described above, such as, "Why might someone sacrifice her own absolute gains simply to avoid receiving less than someone else?" Understanding the answers to these kinds of questions about how resources are manufactured, distributed, and exchanged is a topic with great ramifications for, among other things, domestic and international politics (e.g., Lancaster, 2007; Waltz, 1979), the funding of research disciplines or functional areas within organizations, deal-making and dispute resolution, and basic survival functions, through the sharing of food, shelter, and other basic resources (e.g., Boyd & Silk, 2012; Hill, 2002).
The tension that negotiators face between claiming and creating value is particularly apparent wh... more The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational outcomes. Six experiments comparing MESOs to a single package-offer revealed three effects. First, MESOs produced stronger anchors and better outcomes for the offerer because recipients perceived MESOs as a more sincere attempt at reaching an agreement (agreement sincerity). Second, MESOs yielded greater joint outcomes because they were probabilistically more likely to include an economically attractive starting point for recipients (initial recipient-value). Third, MESOs allowed the offerer to secure a cooperative reputation and created a more cooperative negotiation climate. Negotiators who offered MESOs were able to claim and create more economic and relational value. MESOs reduced the negotiator dilemma for offerers by also reducing it for recipients. Weblinks in the appendix give access to supplementary materials, analyses, and data.
Social Science Research Network, 2005
We propose that in dyadic negotiations simultaneously offering multiple package proposals that ar... more We propose that in dyadic negotiations simultaneously offering multiple package proposals that are of the same value to the proposer (what we refer to as multiple equivalent simultaneous offers, or MESOs), affords a distributive and integrative advantage to that negotiator. Making MESOs has a number of advantages over simply making a single package offer. MESOs are beneficial because they allow negotiators to collect information while being persistent and aggressive at the bargaining table, but also to be perceived as being flexible and accommodating. Four experiments demonstrate the distributive, integrative, and interpersonal benefits of making MESOs. In Experiment 1, respondents receiving multiple offers were likely to accept an offer and more satisfied with the offer than respondents receiving a single offer of the same value. In Experiment 2, negotiators who made MESOs achieved better distributive outcomes and were perceived as being more flexible. In Experiment 3, when both negotiators made MESOs, they achieved more efficient outcomes. In Experiment 4, when both negotiators made MESOs, they were more likely to reach an agreement in a dispute.
Organizational Behavior and Human Decision Processes, May 1, 2019
The tension that negotiators face between claiming and creating value is particularly apparent wh... more The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational outcomes. Six experiments comparing MESOs to a single package-offer revealed three effects. First, MESOs produced stronger anchors and better outcomes for the offerer because recipients perceived MESOs as a more sincere attempt at reaching an agreement (agreement sincerity). Second, MESOs yielded greater joint outcomes because they were probabilistically more likely to include an economically attractive starting point for recipients (initial recipient-value). Third, MESOs allowed the offerer to secure a cooperative reputation and created a more cooperative negotiation climate. Negotiators who offered MESOs were able to claim and create more economic and relational value. MESOs reduced the negotiator dilemma for offerers by also reducing it for recipients. Weblinks in the appendix give access to supplementary materials, analyses, and data.
Journal of Research in Personality, Jun 1, 2003
Self-report distributions of self-evaluations are proposed to convey information beyond unidimens... more Self-report distributions of self-evaluations are proposed to convey information beyond unidimensional (e.g., Likert-type) measures. Two studies tested the hypothesis that the shape of a distribution-type measure of self-evaluation of intellectual ability, as well as the central tendency and variability, is a meaningful indicator of individual differences. Specifically, one correlational study showed that measures of central tendency, variability, and skew were uniquely associated with self-ratings of ability level, self-certainty, and implicit theories of intelligence, respectively. An experiment explored the finding that incremental theorists (Dweck, 1999) reported more negatively skewed distributions than entity theorists. Only incremental theorists who wrote essays about recent intellectual growth created negatively skewed distributions; entity theorists did not. Evidence supports the hypotheses that self-report distributions are multiply informative and idiographic measures of self-evaluation, that negative skew on intellectual ability distributions can represent perceptions of growth, and that incremental theorists typically take this perspective when evaluating their own intellectual ability.
Negotiation and Conflict Management Research, Oct 27, 2014
The agreement trap occurs when negotiators reach deals that are inferior to their best alternativ... more The agreement trap occurs when negotiators reach deals that are inferior to their best alternative agreements. The paper extends prior negotiation research by investigating whether teams display greater wisdom than solos in knowing when to walk away from the negotiating table, and thereby avoid the agreement trap. Two experiments compared teams and solos in a negotiation in which reaching agreement was unwise because of misaligned interests. The negotiation involved a real-estate transaction in which the optimal solution was for the parties to declare an impasse. Study 1 found that two-and three-person teams were significantly more likely than solos to impasse. Study 2 found that the party faced with the greater need to make accurate judgments about the alignment between their own and their counterpart's interests benefited most from the addition of a teammate. These findings offer insight into why the agreement trap occurs and how it can be reduced.
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Books by Geoffrey J Leonardelli
The volume will be of interest to social psychologists, industrial/organizational psychologists, clinical psychologists, and sociologists.
Papers by Geoffrey J Leonardelli
The volume will be of interest to social psychologists, industrial/organizational psychologists, clinical psychologists, and sociologists.