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Cooperating if one’s Goals are Collective-Based: Social Identification Effects in Social Dilemmas as a Function of Goal-Transformation

Author

Listed:
  • de Cremer, D.
  • van Knippenberg, D.L.
  • van Dijk, E.
  • van Leeuwen, E.

Abstract

Prior studies of the effect of group identification on cooperation in social dilemmas have advanced two competing accounts of this effect, the goal-transformation hypothesis, which holds that identification implies a sense of collective self, which makes personal and collective goals interchangeable, and the goal-amplification hypothesis, which states that identification induces positive expectations about others’ cooperative behavior. These prior studies have, however, neglected to assess the process measures necessary to pit the one account against the other. Following prior research, the present study showed that the effect of identification was moderated by participants’ social value orientation (i.e., individual differences in evaluating the importance of outcomes for self and other) in such a way that identification influenced proselfs’ cooperation more than prosocials’ cooperation. This suggests that the consequence of group identification is that collective goals become personal goals. Extending earlier recent research, mediational analyses showed that the effect of our identification manipulation was mediated by participants’ sense of collective self and not by their expectations. Taken together, these results provide strong support in favor of the goal-transformation hypothesis.

Suggested Citation

  • de Cremer, D. & van Knippenberg, D.L. & van Dijk, E. & van Leeuwen, E., 2007. "Cooperating if one’s Goals are Collective-Based: Social Identification Effects in Social Dilemmas as a Function of Goal-Transformation," ERIM Report Series Research in Management ERS-2007-010-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    • Handle: RePEc:ems:eureri:9041
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    References listed on IDEAS

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    1. Wit, Arjaan P. & Wilke, Henk A. M., 1992. "The effect of social categorization on cooperation in three types of social dilemmas," Journal of Economic Psychology, Elsevier, vol. 13(1), pages 135-151, March.
    2. Unknown, 1967. "Index," 1967 Conference, August 21-30, 1967, Sydney, New South Wales, Australia 209796, International Association of Agricultural Economists.
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    More about this item

    Keywords

    Goal-amplification hypothesis; Goal-transformation hypothesis;

    JEL classification:

    • L2 - Industrial Organization - - Firm Objectives, Organization, and Behavior
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation

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