Interpersonal competition can cause individuating processes.

Janet B. Ruscher · Susan T. Fiske

121 citations0/0 files storedJournal of Personality and Social Psychology

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Social and Intergroup Psychology Personality Traits and Psychology Social Power and Status Dynamics

Abstract

Two experiments investigated whether competitors attend to and individuate opponents. Interdependence theories predict that people individuate others on whom their outcomes depend rather than stereotyping them; this has been tested for cooperative but not for competitive interdependence. Competition separates such phenomena as unit formation in cooperation from interdependence per se, posited to be the crucial variable. In two experiments, Ss expected to compete or not compete with a competent or incompetent fictitious subject. Ss commented into a tape recorder about the person's attributes, some inconsistent and some consistent with expectations. As predicted, competitors (a) increased attention to inconsistencies, (b) drew more dispositional inferences about inconsistencies, and (c) formed more varied impressions. The role of competition in undercutting expectancy-based impressions and intergroup vs. interpersonal competition are discussed.

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References

1958The Psychology of Interpersonal Relations.1986The Elaboration Likelihood Model of Persuasion 1987Attribution: Perceiving the Causes of Behavior 1946Attitudes and Cognitive Organization 1965From Acts To Dispositions The Attribution Process In Person Perception 1979In-group bias in the minimal intergroup situation: A cognitive-motivational analysis.1990A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation 1982Interpersonal Relations: A Theory of Interdependence

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