http://repub.eur.nl/res/aut/287/ List of Publications en http://repub.eur.nl/static-eur/img/logo.png http://repub.eur.nl http://repub.eur.nl/res/pub/40214/ 2013-09-01T00:00:00Z Despite the importance that effective leader communication of visions, value-laden messages, and goals seems to have in leadership, we know very little about which leader behavior is conducive to effective persuasive communication of desired end states. The current research highlights leader emotion as useful for leaders to make followers receptive to leaders' communicated end state. Across four experiments we found that follower performance was highest when there was a match between leader emotion and end state in terms of implied regulatory focus (promotion vs. prevention). Three of these experiments tested the proposed underlying mechanism of this pattern and found that leader enthusiasm (agitation) primed followers with promotion (prevention) focus, which in turn generated high follower performance when leaders communicated end states that sustained this focus, that is, when visions appealed to promotion (prevention); persuasive messages contained openness (conservatism) values; and when goals were defined as maximal (minimal) goals. http://repub.eur.nl/res/pub/39750/ 2013-07-01T00:00:00Z Diversity can enhance as well as disrupt team performance. Diversity beliefs and climates may play an important moderating role in these effects, but it is unclear what form these should take to promote the positive effects of diversity. Addressing this question in an integration of research in team cognition and diversity, we advance the concept of diversity mindsets, defined as team members' mental representations of team diversity. These mindsets capture diversity-related goals and associated procedural implications for goal achievement. We develop theory about the accuracy, sharedness, and awareness of sharedness of mindsets as moderators of the diversity-performance relationship. We also identify the determinants of these aspects of diversity mindsets. Finally, we discuss the implications of our model for the management of diversity. http://repub.eur.nl/res/pub/37816/ 2012-09-01T00:00:00Z Conventional wisdom in the diversity literature holds that job-related dimensions of diversity are the domain of positive performance, whereas demographic dimensions of diversity are the domain of negative performance effects. In a meta-analysis (N=146 studies, 612 effect sizes), we show that this conclusion may be based on rater biases; it does not apply to studies involving more objective assessments of performance, assessments that cannot be influenced by knowledge of a team's composition. We also show that the influence of job-related diversity is moderated by task complexity and that job-related diversity is more positively related to innovative performance than to in-role performance. We discuss how these results invite a reconsideration of the role of the job-related/demographic diversity distinction and provide suggestions on how to further advance our understanding of diversity's effects. http://repub.eur.nl/res/pub/37892/ 2012-08-01T00:00:00Z http://repub.eur.nl/res/pub/37894/ 2012-08-01T00:00:00Z We argue that leader-directed voice (i.e., communicating critical suggestions for change to the leader) is a relational phenomenon, and that it is affected by an inherent feature of multinational teams: members (dis)similarities in nationality. We tested our hypotheses in a sample of middle managers who were working in multinational teams. The results of this study show that leaders of multinational teams are more likely to profit from the local know-how of employees from underrepresented nationalities when they are open to their ideas, and when they have the same nationality. The study also shows that the effects of being open to employees ideas and sharing the same nationality are mediated by affective commitment and psychological safety, respectively. We discuss how, even though the current relational demography perspective with its dichotomous understanding of (dis)similarity is not suited to capture the dynamics of cultural differences, it does set the stage for future studies to examine the cultural dynamics behind an individual's experience of being different from other team members in multinational teams. We also discuss the practical implications of these findings for multinational companies. http://repub.eur.nl/res/pub/35005/ 2012-07-09T00:00:00Z AB Despite the clear importance of team creativity for organizations, the conditions that foster it are not very well understood. Even though diversity, especially diversity of perspectives and knowledge, is frequently argued to stimulate higher creativity in teams, empirical findings on this relationship remain inconsistent. We have developed a theoretical model in which the effect of a team's diversity on its creativity is moderated by the degree to which team members engage in perspective taking. We propose that perspective taking helps realize the creative benefits of diversity of perspectives by fostering information elaboration. Results of a laboratory experiment support the hypothesized interaction between diversity and perspective taking on team creativity. Diverse teams performed more creatively than homogeneous teams when they engaged in perspective taking, but not when they were not instructed to take their team members' perspectives. Team information elaboration was found to mediate this moderated effect and was associated with a stronger indirect effect than mere information sharing or task conflict. Our results point to perspective taking as an important mechanism to unlock diversity's potential for team creativity. http://repub.eur.nl/res/pub/40119/ 2012-05-01T00:00:00Z Differences in individual goal orientations within a team can significantly impair group performance. Fortunately for companies, there are ways to mitigate these effects. http://repub.eur.nl/res/pub/32834/ 2012-04-01T00:00:00Z Intergroup leadership-leadership of collaborative performance of different organizational groups or organizations-is associated with unique intergroup challenges that are not addressed by traditional leadership theories. To address this lacuna, we describe a theory of intergroup leadership. Firmly grounded in research on social identity and intergroup relations, the theory proposes that effective intergroup performance rests on the leader's ability to construct an intergroup relational identity. We describe key leadership actions to establish such an identity. http://repub.eur.nl/res/pub/31357/ 2012-02-03T00:00:00Z A small but growing body of literature adds to our understanding of the role of team reflexivity (i.e., reflecting upon team functioning) in predicting team performance. Although many studies conclude that reflexivity is an asset for teams, the contingencies of team reflexivity have received far less research attention. In this respect, we argue that team reflexivity may be especially helpful for teams with relatively low performance. Teams that are reflexive tend to learn from previous mistakes, errors, and group processes, which in turn will improve the performance of the team. We propose that this relationship will most likely positively affect learning and final team performance under conditions of relatively poor prior performance. When a team is doing relatively well, the relationship between reflexivity and final team performance will be less clear, as reflexivity and learning is less needed. In a longitudinal study (N = 73 teams), we found support for this idea. As predicted, results indicated that this interaction between team reflexivity and initial team performance on future performance was mediated by team learning. We outline how these findings are important for our understanding of the contingencies of team reflexivity and team performance dynamics. http://repub.eur.nl/res/pub/31356/ 2012-02-01T00:00:00Z This study explored whether accountability influences the relationship between power and leader self-serving behavior. Across three studies, using both experimental manipulations and individual difference measures, we found that accountability mitigated the effects of power on leader self-serving behavior. Specifically, we found that powerful accountable leaders acted less self-servingly than their non-accountable counterparts. Moreover, as expected, low power leaders' behaviors were not affected as strongly by the explicit presence of accountability constraints. Overall, these results suggest that holding powerful leaders accountable for their actions could serve as a powerful tool to prevent potential self-serving actions on their part. http://repub.eur.nl/res/pub/31450/ 2012-02-01T00:00:00Z The development of adequate shared understanding of the task is of critical importance to group functioning. Group leaders play an important role in this respect, as a key function of leadership is to shape group members' understanding of their job. In the present study we focus on decision making groups with distributed information and examine how group leaders shape members' mental representations of the group decision task through leadership behavior rooted in their own representations of the task. We propose that the extent to which the group leader has task representations that emphasize information exchange and integration affects group members' task representations, group information elaboration, and decision quality. We tested these hypotheses in an experiment (N = 94 three-person groups) in which we manipulated whether a group leader was present and whether this leader held representations emphasizing information elaboration. Results supported the hypotheses, and suggest that team leaders may play an important role in creating a socially shared understanding of team tasks. http://repub.eur.nl/res/pub/31972/ 2012-02-01T00:00:00Z http://repub.eur.nl/res/pub/38109/ 2012-01-01T00:00:00Z We propose a cross-level perspective on the relation between creative self-efficacy and individual creativity in which team informational resources, comprising both shared “knowledge of who knows what” (KWKW) and functional background diversity, benefit the creativity of individuals more with higher creative self-efficacy. To test our hypotheses, we conducted a multi-level study with 176 employees working in 34 research and development teams of a multinational company in 4 countries. In support of our hypotheses, the link between creative self-efficacy and individual creativity was more positive with greater shared KWKW, and this interactive effect was pronounced for teams of high rather than low functional background diversity. We discuss implications for the study of creative self-efficacy in team contexts. http://repub.eur.nl/res/pub/31816/ 2011-12-01T00:00:00Z Leadership is a process enacted in the context of a shared group membership, and leadership effectiveness is contingent on followers' perceptions of the leader as a group member. Addressing this role of group membership, the social identity theory of leadership puts leader group prototypicality, the extent to which the leader is perceived to embody group identity, center-stage in leadership effectiveness. I review empirical research in leader group prototypicality, concluding there is a robust empirical basis for the key propositions of the social identity theory of leadership. I also identify newer developments that extend and enrich the social identity analysis of leadership, including attention to the roles of uncertainty, leader fairness, leader-follower relationship, leader self-perceived prototypicality, and leadership of creativity and innovation. http://repub.eur.nl/res/pub/31048/ 2011-09-01T00:00:00Z Contemporary so called follower-centric leadership theories often argue that "good leadership is in the eye of the beholder". Leader categorization theory, for instance, suggests that subordinates use their cognitive representation of an ideal leader (ideal leader prototype) as an implicit "benchmark" to determine their openness towards the target's leadership, i.e., influence. With the present study, we extend this rationale by hypothesizing that such benchmarking processes are subject to follower individual differences. In particular, we argue that the process of leader categorization plays a bigger role for subordinates who perceive themselves as ideal (potential) leaders. Moreover, this two-way moderation is proposed to be further qualified by subordinates' disposition to engage in social comparison orientation. Results of two field samples with employees (N = 140; N = 287) confirm our hypotheses. In integrating the leader categorization perspective with an individual difference perspective, we not only expand the scope of follower-centric theorizing on social influence, but also support its validity. http://repub.eur.nl/res/pub/26728/ 2011-06-01T00:00:00Z Offering important counterpoint to work identifying team influences stimulating creative expression of individual differences in goal orientation, we develop cross-level theory establishing that team bureaucratic practices (centralization and formalization) constrain creative expression. Speaking to the tension between bureaucracy and creativity, findings indicate that this influence is not only negative and that effects of centralization and formalization differ. Surveying 330 employees in 95 teams at the Taiwan Customs Bureau, we found that learning and "performance avoid" goal orientations had, respectively, stronger positive and weaker negative relationships with creativity under low centralization. A "performance- prove" orientation was positively related to creativity under low formalization. http://repub.eur.nl/res/pub/25859/ 2011-04-01T00:00:00Z Leader categorization theory suggests that subordinates implicitly compare their leaders with a cognitively represented ideal image of a leader, i.e., an ideal leader prototype. The better the match, the more favorable subordinates' attitudes toward their leaders will be. We suggest, however, that subordinates not only perceive their leaders against the backdrop of a leader prototype but also themselves. Based on socio-cognitive research, we hypothesize that these self-perceptions in turn should lend more weight to the leader prototype as a benchmark. Three field studies with employees ( N= 87; N= 265; N= 385) were undertaken to test our hypothesis. Results confirm that subordinates' perceptions of their leaders against an ideal leader prototype are related to subordinates' respect for their leaders and leadership effectiveness perceptions, and that these relationships are moderated by subordinates' self-perceptions against the ideal leader prototype. This study therefore extends current follower-centric perspectives on leadership and strengthens its ties with fundamental socio-cognitive research. http://repub.eur.nl/res/pub/22724/ 2011-03-04T00:00:00Z In line with romantic views on leadership, leaders are traditionally held responsible for any kind of ethical misconduct in organizations. Through explicating the influence of followers on their leaders' (unethical) decision-making, we aim to add some nuances to this view with the present chapter. To begin with, we suggest that people generally regard leadership as ethical when the leader takes the collective into account, while only focusing on own gains is largely regarded as unethical. We then posit that the degree to which leaders' decisions are directed towards the one versus the other outcome depends on the leaders’ level of self-construal, that is, the way how they see themselves in relation to others. Looking at leader's ethical decision making through this lens suggests that it is open to external influence, in that leaders’ self-construal is susceptible to external cues. In particular, followers form an important part of such external cues for a leader's level of self-construal. We thus suggest various mechanisms via which followers indirectly influence their leaders' ethical decision making. In sum, we put forward a model in which we show how leaders and followers reciprocally affect their level of self-construal and thus ultimately the degree to which ethical leadership is enacted. http://repub.eur.nl/res/pub/22482/ 2011-03-01T00:00:00Z Although recent research highlights the role of team member goal orientation in team functioning, research has neglected the effects of diversity in goal orientation. In a laboratory study with groups working on a problem-solving task, we show that diversity in learning and performance orientation are related to decreased group performance. Moreover, we find that the effect of diversity in learning orientation is mediated by group information elaboration and the effect of diversity in performance orientation by group efficiency. In addition, we demonstrate that team reflexivity can counteract the negative effects of diversity in goal orientation. These results suggest that models of goal orientation in groups should incorporate the effects of diversity in goal orientation. http://repub.eur.nl/res/pub/31970/ 2011-01-01T00:00:00Z In creative settings, exposure to creative exemplar products may invite imitation and as such influence creative performance. In understanding creativity, it, therefore, is important to be able to predict imitation of creative exemplar products. Regulatory focus theory can do so, and leads to predictions that deviate from the existing body of knowledge concerning regulatory focus and creativity in the absence of exemplar products. In this study, we proposed that high creative exemplar quality elicits more imitation-and thus lowered creativity-for promotion-focused individuals, whereas creative exemplar quality does not affect the creative process for prevention-focused individuals. To enable a relatively objective measurement of creativity and imitation, these predictions were tested in a laboratory experiment. Results supported predictions, indicating that knowledge about how strongly people engage in imitation in the face of a creative exemplar product leads to more adequate predictions how creative people really are. http://repub.eur.nl/res/pub/21519/ 2010-11-01T00:00:00Z This study explores the role of intragroup dynamics in intergroup conflict. In a computer-mediated negotiation experiment (N = 107), we investigated how a group representative's standing in the group, group norm, and the representative's need to belong influence behavior in intergroup negotiations. We hypothesized that the extent to which peripheral representatives adhere to group norms is contingent on their need to belong, whereas prototypical representatives behave in norm-congruent ways regardless of their need to belong. In support of this idea, results showed that prototypicals behaved more cooperatively when the group norm prescribed cooperation rather than competition. By contrast, peripherals only adhered to the group norm when they had a high need to belong. These findings suggest that peripherals only represent the interests of their group when doing so furthers their self-interest. We discuss implications for theorizing about prototypicality, social exclusion, and conformity to group norms. http://repub.eur.nl/res/pub/22558/ 2010-09-01T00:00:00Z Leader empowering behaviour is an important criterion for leadership effectiveness. However, virtually no research has studied the antecedents of leader empowering behaviour. Therefore, to further our understanding of leadership effectiveness, we need to understand what motivates leaders to behave in certain ways. In two studies, we show how leaders' trust in follower performance and integrity influences leader empowering behaviour, and how this effect is moderated by leader conscientiousness. Study 1 showed that leader empowering behaviour depends not only on the trust leaders have in follower performance and integrity but also on the conscientiousness level of the leader. Study 2 replicated and extended these findings within a different experimental paradigm. We discuss how these findings set the stage for the development of a more comprehensive understanding of the drivers of this important aspect of leadership. http://repub.eur.nl/res/pub/20180/ 2010-06-01T00:00:00Z In social identity analyses of leadership the role of leader group prototypicality (the extent to which the leader is representative of the collective identity) in leadership effectiveness is emphasized. We extend this analysis by identifying role ambiguity as a situational influence that feeds into the desire to reduce uncertainty, as a moderator of the relationship between leader group prototypicality and indicators of leadership effectiveness (perceived effectiveness, job satisfaction and turnover intentions). Role ambiguity is proposed to lead people to turn to their group memberships, making leadership effectiveness more contingent on the extent to which leaders are group prototypical. Results of a survey of n=368 employees of four Italian companies supported this hypothesis. Role ambiguity and leader group prototypicality interacted in predicting perceived effectiveness, job satisfaction and turnover intentions, such that leader group prototypicality was more strongly related to leadership effectiveness for employees experiencing greater role ambiguity. http://repub.eur.nl/res/pub/20337/ 2010-06-01T00:00:00Z The present research investigated the relationship between leader self-definition processes and leader self-serving behaviors. We hypothesized that self-definition as a leader interacts with social reference information (descriptive and injunctive) in predicting leader self-serving actions. Six studies (i.e., two laboratory experiments, two scenario experiments, and two cross-sectional surveys) showed that self-definition as a leader affected the extent to which leader resource self-allocations were informed by descriptive information (i.e., other leaders' self-allocations) and injunctive information (i.e., effective leadership beliefs). Leaders self-defining more strongly as leaders relied more on other leaders' self-allocations and on effective leadership beliefs when allocating resources to the self than those self-defining less strongly as leaders. The data suggest that leaders are more likely to use social reference information when their self-definition is deeply embedded in those references. http://repub.eur.nl/res/pub/20344/ 2010-06-01T00:00:00Z Vision communication is considered to be essential for leaders to mobilize followers, but knowledge of how and why vision communication may influence followers is scarce. We argue that visions may invite followers to create an ideal self (a desired image of the self). Subsequent consideration of this ideal self may motivate followers to make the ideal self (and thus the vision) reality. Furthermore, we propose that visions that focus on followers (by addressing followers personally and involving them in the vision) are more likely to lead to the creation of an ideal self and hence to higher follower performance than visions that do not focus on followers. Moreover, we argue that this effect is particularly strong for followers with a promotion self-regulatory focus, a focus on reaching ideals and ideal selves, because promotion focus causes sensitivity to the presence or absence of ideals (Higgins, 1987, 1996, 1997). The results of two experiments support our predictions. http://repub.eur.nl/res/pub/19228/ 2010-05-01T00:00:00Z is generally argued that leader visions motivate followers by focusing on reaching desirable end-states. However, it has also been suggested that visions may motivate followers by focusing on avoiding undesirable situations. In this paper we investigate the effects of appeals that focus on preventing an undesirable situation (i.e., prevention-appeals) as well as appeals that focus on promoting a desirable situation (i.e., promotion-appeals). We argue that the effectiveness of promotion- and prevention-appeals is contingent on follower regulatory focus. In two experiments we show that prevention-appeals lead to better performance than promotion-appeals for more prevention-focused followers, while the reverse is true for more promotion-focused followers. We find this pattern for a dispositional measure of follower regulatory focus (Study 1) as well as for a manipulation of follower regulatory focus (Study 2). http://repub.eur.nl/res/pub/19415/ 2010-05-01T00:00:00Z Innovative behavior is increasingly important for organizations' survival. Transformational leadership, in contrast to transactional leadership, has been argued to be particularly effective in engendering follower innovative behavior. However, empirical evidence for this relationship is scarce and inconsistent. Addressing this issue, we propose that follower psychological empowerment moderates the relationship of transformational and transactional leadership with follower innovative behavior. In a field study with 230 employees of a government agency in the Netherlands combining multisource ratings, we show that transformational leadership is positively related to innovative behavior only when psychological empowerment is high, whereas transactional leadership has a negative relationship with innovative behavior only under these conditions. http://repub.eur.nl/res/pub/20879/ 2010-05-01T00:00:00Z Extending the growing interest in affect in work groups, we propose that groups with distributed information make higher quality decisions when they are in a negative rather than a positive mood, but that these effects are moderated by group members' trait negative affect. In support of this hypothesis, an experiment (N = 175 groups) showed that positive mood led to lower quality decisions than did negative or neutral moods when group members were low in trait negative affect, whereas such mood effects were not observed in groups higher in trait negative affect. Mediational analysis based on behavioral observations of group process confirmed that group information elaboration mediated this effect. These results provide an important caveat on the benefits of positive moods in work groups, and suggest that the study of trait × state affect interactions is an important avenue for future research. http://repub.eur.nl/res/pub/17429/ 2009-11-20T00:00:00Z While Leader-Member Exchange (LMX) research shows that leaders engage in different kinds of relationships with different followers, it remains somewhat of an enigma why one and the same relationship is often rated differently by a leader and the respective follower. We seek to fill that conceptual void by explaining when and why such LMX disagreement is likely to occur. To do so, we reconsider antecedents of LMX quality perceptions and outline how each party’s LMX quality perception is primarily dependent on the perceived contributions of the other party, moderated by perceived own contributions. We then integrate the notion of Implicit Leadership and Followership Theories (ILTs and IFTs) to argue that the currencies of contributions differ between leaders and followers. This dyadic model sets the stage to explain that LMX disagreement can stem from (1) differences in both parties’ ILTs as well as both parties’ IFTs, but also from (2) differences in perceptions of own and other’s behavior. We conclude by discussing communication as a means of overcoming LMX disagreement and propose an array of potential studies along the lines of our conceptualization. http://repub.eur.nl/res/pub/19619/ 2009-11-01T00:00:00Z Although leader-member exchange (LMX) research shows that leaders engage in different kinds of relationships with different followers, it remains somewhat of an enigma why one and the same relationship is often rated differently by a leader and the respective follower. We seek to fill that conceptual void by explaining when and why such LMX disagreement is likely to occur. To do so, we reconsider antecedents of LMX quality perceptions and outline how each party's LMX quality perception is primarily dependent on the perceived contributions of the other party, moderated by perceived own contributions. We then integrate the notion of Implicit Leadership and Followership Theories (ILTs and IFTs) to argue that the currencies of contributions differ between leaders and followers. This dyadic model sets the stage to explain that LMX disagreement can stem from (1) differences in both parties' ILTs as well as both parties' IFTs, but also from (2) differences in perceptions of own and other's behaviour. We conclude by discussing communication as a means of overcoming LMX disagreement and propose an array of potential studies along the lines of our conceptualization http://repub.eur.nl/res/pub/17583/ 2009-09-01T00:00:00Z This research uses a social identity analysis to predict employee creativity. We hypothesized that team identification leads to greater employee creative performance, mediated by the individual's creative effort. We hypothesized that leader inspirational motivation as well as leader team prototypicality would moderate the relationship between identification and creative effort. Consistent with these predictions, data based on 115 matched pairs of employee-leader ratings in a research and development context showed an indirect relationship between team identification and creative performance mediated by creative effort. The analyses also confirmed the expected moderated relationships. Leader inspirational motivation enhanced the positive association between identification and creative effort, especially when leader prototypicality was high. We discuss the value of social identity analyses of employee creativity and of the integration of social identity and transformational leadership analyses. http://repub.eur.nl/res/pub/16071/ 2009-06-01T00:00:00Z Leadership often serves as an explanatory category for performance outcomes (i.e., failure and success). This process can strengthen or weaken leadership effectiveness, because contingent on their performance leaders may gain or lose follower endorsement - the basis of leadership. Drawing on the social identity analysis of leadership, we hypothesized that leader group prototypicality and performance information interact to predict followers' perceptions of leadership effectiveness. Because group prototypical leaders are more trusted by their followers, we hypothesized that group prototypical leaders are evaluated as more effective after failure information than non-prototypical leaders. In contrast, we predicted that both prototypical and non-prototypical leaders should receive similar evaluations of leadership effectiveness after success. We found support for our predictions in a scenario experiment, a cross-sectional field study, and a laboratory experiment. http://repub.eur.nl/res/pub/19926/ 2009-06-01T00:00:00Z We examined how leader emotional displays affect team performance. We developed and tested the idea that effects of leader displays of anger versus happiness depend on followers' epistemic motivation, which is the desire to develop a thorough understanding of a situation. Experimental data on four-person teams engaged in an interdependent team task showed that teams with higher epistemic motivation performed better when their leaders displayed anger (mediated by team members' performance inferences), whereas teams with lower epistemic motivation performed better when the leaders expressed happiness (mediated by team members' affective reactions). Theoretical contributions and managerial ramifications are discussed. http://repub.eur.nl/res/pub/19924/ 2009-04-01T00:00:00Z We developed and tested a cross-level model of individual creativity, integrating goal orientation theory and team learning research. Using hierarchical linear modeling, we found cross-level interactions between individuals' goal orientation and team learning behavior in a cross-national sample of 25 R&D teams comprising 198 employees. We hypothesized and found a nonlinear interaction between individual learning orientation and team learning behavior: in teams higher in team learning behavior, the positive relationship between learning orientation and creativity was attenuated at higher levels of learning orientation. An individual approach orientation was positively related to creativity only when team learning behavior was high. http://repub.eur.nl/res/pub/18430/ 2009-03-01T00:00:00Z Research has shown that decision-making groups with distributed information perform better when group members know which member is knowledgeable about what. Thus far research has been unable to identify the process responsible for this effect. In the present study, we propose that group members' task representations mediate the effect of knowledge about the distribution of information on decision performance. Building on this proposition, we also propose that reflection about the task moderates the effect of knowledge about distributed information through its effect on task representations. These hypotheses were put to the test in an experimental study of decision-making groups (N = 125). As predicted, knowledge of distributed information interacted with reflection to affect decision quality. Findings confirmed the proposed mediating role of task representations and information elaboration. http://repub.eur.nl/res/pub/21199/ 2009-03-01T00:00:00Z Innovative behavior is increasingly important for organizations' survival. Transformational leadership, in contrast to transactional leadership, has been argued to be particularly effective in engendering follower innovative behavior. However, empirical evidence for this relationship is scarce and inconsistent. Addressing this issue, we propose that follower psychological empowerment moderates the relationship of transformational and transactional leadership with follower innovative behavior. In a field study with 230 employees of a government agency in the Netherlands combining multisource ratings, we show that transformational leadership is positively related to innovative behavior only when psychological empowerment is high, whereas transactional leadership has a negative relationship with innovative behavior only under these conditions. © 2009 John Wiley & Sons, Ltd. http://repub.eur.nl/res/pub/13933/ 2008-11-01T00:00:00Z Team reflexivity, or the extent to which teams reflect upon and modify their functioning, has been identified as a key factor in the effectiveness of work teams. As yet, however, little is known about the factors that play a role in enhancing team reflexivity, and it is thus important to develop theorizing around the determinants of reflexivity. From an applied perspective, leadership is a very relevant factor. The current study is a first step in the development of such a model, and addresses this important gap in our understanding of team reflexivity by focusing on the role of leader behavior. We examined the extent to which transformational leadership influences team reflexivity, and in turn, team performance, in a field study conducted among 32 intact work teams from nine organizations. Team members rated reflexivity and leadership, while external managers rated team performance. We hypothesized and tested a mediational model proposing that transformational leadership is related to the adoption of a shared vision by the team. This in turn relates to team reflexivity, which leads to higher team performance. Results support this model. http://repub.eur.nl/res/pub/13626/ 2008-10-21T00:00:00Z Leadership often serves as an explanatory category for performance outcomes (i.e., failure and success). This process can strengthen or weaken leadership effectiveness, because contingent on their performance leaders may gain or lose follower endorsement – the basis of leadership. Drawing on the social identity analysis of leadership, we hypothesized that leader group prototypicality and performance information interact to predict followers’ perceptions of leadership effectiveness. Because group prototypical leaders are more trusted by their followers, we hypothesized that group prototypical leaders are evaluated as more effective after failure information than non-prototypical leaders. In contrast, we predicted that both prototypical and non-prototypical leaders should receive similar evaluations of leadership effectiveness after success. We found support for our predictions in a scenario experiment, a cross-sectional field study, and a laboratory experiment. http://repub.eur.nl/res/pub/13932/ 2008-10-01T00:00:00Z Research on diversity in teams and organizations has revealed ambiguous results regarding the effects of group composition on workgroup performance. The categorization—elaboration model (van Knippenberg et al., 2004) accounts for this variety and proposes two different underlying processes. On the one hand diversity may bring about intergroup bias which leads to less group identification, which in turn is followed by more conflict and decreased workgroup performance. On the other hand, the information processing approach proposes positive effects of diversity because of a more elaborate processing of information brought about by a wider pool and variety of perspectives in more diverse groups. We propose that the former process is contingent on individual team members' beliefs that diversity is good or bad for achieving the team's aims. We predict that the relationship between subjective diversity and identification is more positive in ethnically diverse project teams when group members hold beliefs that are pro-diversity. Results of two longitudinal studies involving postgraduate students working in project teams confirm this hypothesis. Analyses further reveal that group identification is positively related to students' desire to stay in their groups and to their information elaboration. Finally, we found evidence for the expected moderated mediation model with indirect effects of subjective diversity on elaboration and the desire to stay, mediated through group identification, moderated by diversity beliefs. http://repub.eur.nl/res/pub/14718/ 2008-10-01T00:00:00Z Research suggests that leader displays of positive affect are conducive to attributions of charisma. We qualify and extend this conclusion by arguing that this mainly holds for displays of positive affect that are associated with high levels of arousal. Results of a scenario experiment and a survey support this hypothesis, and show that besides the transfer of positive feelings per se, it is the transfer of arousal that mediates the relationship between leader affective displays and attributions of charisma. http://repub.eur.nl/res/pub/13565/ 2008-06-01T00:00:00Z Past research has focused on the differential relationships of organizational and work group identification with attitudes and behavior. However, no systematic effort has been undertaken yet to explore interactive effects between these foci of identification. We predicted that in cases of positive overlap of identifications (i.e. high work group and organizational identification) identifications are more strongly associated with employee job satisfaction and extra-role behavior than when only one of the identifications is high—that is, the one identification augments the influence of the other. These hypotheses were tested and supported with data from two samples of bank employees (N = 358) and travel agency employees (N = 308). http://repub.eur.nl/res/pub/14483/ 2008-06-01T00:00:00Z Recognizing that leader fairness is an important concern to employees, leadership research is increasingly engaging with insights from the study of organizational justice. This special issue provides a state of the art selection of research in the emerging field of leadership and fairness. This introductory article provides a brief outline of this emerging field of research and introduces the studies brought together in the special issue. We also identify key themes for future research in leadership and fairness - first and foremost the need for fuller integration of theories of leadership and theories of organizational justice. http://repub.eur.nl/res/pub/14485/ 2008-06-01T00:00:00Z 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. http://repub.eur.nl/res/pub/13578/ 2008-01-01T00:00:00Z Leaders who fail to achieve group or organizational goals risk losing follower endorsement. We propose a model in which leader characteristics (leader group prototypicality—the leader’s representativeness of group identity) and goal definition (a maximal goal that ideally would be reached vs. a minimal goal that ought to be reached) interact to affect leadership perceptions after failure. Group prototypical (vs. non-prototypical) leaders are proposed to receive more trust in leadership and, therefore, to be evaluated as more effective by their followers after failing to achieve a maximal goal, but not after failing to achieve a minimal goal. This model was supported in a series of four studies including experimental, field, and scenario paradigms. In addition, we showed that this model holds only after failure and not after success, and more for followers who identify strongly (vs. weakly) with their group. http://repub.eur.nl/res/pub/13580/ 2008-01-01T00:00:00Z Decision making groups often exchange and integrate distributed information to a lesser extent than is desirable for high-quality decisions. We propose that group members’ shared task representations play an important role in this respect, because groups are often insufficiently attuned to the task’s information elaboration requirements. Task representations emphasizing elaboration of decision-relevant information should therefore enhance decision-making performance. This should hold especially when group members realize that they share these task representations, because this realization removes psychological barriers to introducing new insights. Testing these hypotheses, we compared information elaboration and decision-making performance of control groups and groups receiving instructions emphasizing information elaboration in two experiments. Half of the experimental groups were also made to realize that they shared the elaboration instructions. As predicted, groups with task representations emphasizing information elaboration and the realization they shared these representations outperformed groups in the other conditions. This effect was mediated by information elaboration. http://repub.eur.nl/res/pub/10720/ 2007-11-27T00:00:00Z Team reflexivity, or the extent to which teams reflect upon and modify their functioning, has been identified as a key factor in the effectiveness of work teams. As yet, however, little is known about the factors that play a role in enhancing team reflexivity, and it is thus important to develop theorizing around the determinants of reflexivity. From an applied perspective, leadership is a very relevant factor. The current study is a first step in the development of such a theory, and addresses this important gap in our understanding of team reflexivity by focusing on the role of leader behavior. We examined the extent to which transformational leadership influences team reflexivity and, in turn, team performance in a field study conducted among 32 intact work teams from nine organizations. Team members rated reflexivity and leadership, while external managers rated team performance. We hypothesized and tested a mediational model proposing that transformational leadership is related to the adoption of a shared vision by the team. This in turn relates to team reflexivity, which leads to higher team performance. Results support this model. http://repub.eur.nl/res/pub/10620/ 2007-10-30T00:00:00Z Research on work group diversity has more or less neglected the possibility that reactions to diversity may be informed by individuals' beliefs about the value of diversity (vs. homogeneity) for their work group. We studied the role of such diversity beliefs as a moderator of the relationship between work group diversity and individuals' identification with the work group across two studies. Study 1 was a cross-sectional survey that focused on gender diversity and gender diversity beliefs. Study 2 was a laboratory experiment in which work group diversity and diversity beliefs were manipulated. Results of both studies support the prediction that work group diversity and group identification are more positively related the more individuals believe in the value of diversity http://repub.eur.nl/res/pub/10621/ 2007-10-30T00:00:00Z Research suggests that leader displays of positive affect are conducive to attributions of charisma. We qualify and extend this conclusion by arguing that this mainly holds for displays of positive affect that are associated with high levels of arousal. Results of a scenario experiment and a survey support this hypothesis, and show that besides the transfer of positive feelings per se, it is the transfer of arousal that mediates the relationship between leader affective displays and attributions of charisma. http://repub.eur.nl/res/pub/10595/ 2007-10-12T00:00:00Z Daan van Knippenberg is Professor of Organizational Behavior at RSM Erasmus University, Erasmus University Rotterdam, The Netherlands. His research interests include work group performance, especially work group diversity and group decision making, leadership, in particular the roles of self and identity, and of emotions, and social identity processes in organizations. In his inaugural address he argues that the effects of work group diversity on group performance should be understood in terms of two processes that have independent and interactive effects: elaboration of task-relevant information and social categorization. He outlines how an integrative model of these processes may explain inconsistent findings in diversity research and provide clear directions for the management of diverse groups. In this respect, he advocates in particular attention for group members’ understanding of work group diversity. Daan van Knippenberg is co-founder of the Erasmus Centre for Leadership Studies, and Associate Editor of Organizational Behavior and Human Decision Processes and of Journal of Organizational Behavior. His research is published in such academic outlets as Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, and Annual Review of Psychology. http://repub.eur.nl/res/pub/11814/ 2007-07-01T00:00:00Z Integrating dual-process models [Chaiken, S., & Trope, Y. (Eds.). (1999). Dual-process theories in social psychology. NewYork: Guilford Press] with work on information sharing and group decision-making [Stasser, G., & Titus, W. (1985). Pooling of unshared information in group decision making: biased information sampling during discussion. Journal of Personality and Social Psychology, 48, 1467–1478.], we predicted that groups with high epistemic motivation engage in more information-driven and less preference-driven interaction, and achieve better decisions. An experiment manipulating process accountability showed that groups under process accountability experienced greater need for more information, repeated unshared information more often, and more often chose the correct decision alternative. Mediation analysis established that epistemic motivation produced high quality decisions because it stimulated systematic information processing. Results also revealed that preference heterogeneity stimulated information-driven interaction and led to higher decision quality. http://repub.eur.nl/res/pub/14509/ 2007-06-01T00:00:00Z Research in leadership effectiveness has paid less attention to the role of leader fairness than probably it should have. More recently, this has started to change. To capture this development, we review the empirical literature in leadership and fairness to define the field of leadership and fairness, to assess the state of the art, and to identify a research agenda for future efforts in the field. The review shows that leader distributive, procedural, and especially interactional fairness are positively associated with criteria of leadership effectiveness. More scarce and scattered evidence also suggests that fairness considerations help explain the effectiveness of other aspects of leadership, and that leader fairness and other aspects of leadership, or the leadership context, may interact in predicting leadership effectiveness. We conclude that future research should especially focus on interaction effects of leader fairness and other aspects of leadership, and on the processes mediating these effects. http://repub.eur.nl/res/pub/11820/ 2007-02-23T00:00:00Z Work group diversity, the degree to which there are differences between group members, may affect group process and performance positively as well as negatively. Much is still unclear about the effects of diversity, however. We review the 1997–2005 literature on work group diversity to assess the state of the art and to identify key issues for future research. This review points to the need for more complex conceptualizations of diversity, as well as to the need for more empirical attention to the processes that are assumed to underlie the effects of diversity on group process and performance and to the contingency factors of these processes... http://repub.eur.nl/res/pub/9041/ 2007-02-05T00:00:00Z 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. http://repub.eur.nl/res/pub/11816/ 2007-01-01T00:00:00Z The social identity model of organizational leadership (SIMOL; Hogg and van Knippenberg, 2003 was extended analyzing the degree of employees’ effort as individual outcome of leadership effectiveness. Two studies were conducted with Italian participants. Study 1 was a survey conducted with 68 employees of a medium size company. Results showed the significant two-way interaction effect of team identification × leader group prototypicality in predicting employees’ work effort. Study 2, including 124 students, was a 2 × 2 within subject design (team identification high vs. low × leader group prototypicality high vs. low) using scenarios. Results confirmed experimentally the causal relationship between such variables: subjects in condition of high team identification and high leader group prototypicality perceive leaders as more effective than the subjects in the other three conditions. http://repub.eur.nl/res/pub/8501/ 2006-12-17T00:00:00Z Research in leadership effectiveness has paid less to the role of leader fairness than probably it should have. More recently, this has started to change. To capture this development, we review the empirical literature in leadership and fairness to define the field of leadership and fairness, to assess the state of the art, and to identify a research agenda for future efforts in the field. The review shows that leader distributive, procedural, and especially interactional fairness are positively associated with criteria of leadership effectiveness. More scarce and scattered evidence also suggests that fairness considerations help explain the effectiveness of other aspects of leadership, and that leader fairness and other aspects of leadership, or the leadership context, may interact in predicting leadership effectiveness. We conclude that future research should especially focus on interaction effects of leader fairness and other aspects of leadership, and on the processes mediating these effects. http://repub.eur.nl/res/pub/11825/ 2006-09-01T00:00:00Z In the present research, we examine whether leader's self-sacrifice positively influences followers' self-esteem and whether followers' identification with the collective plays a role in this process. It was predicted that leader self-sacrifice would influence followers' self-esteem, but particularly so when followers exhibited strong (vs. weak) collective identification. Results from an organizational survey showed that leader self-sacrifice and collective identification interacted in predicting follower self-esteem, such that followers' self-esteem was higher when they identified strongly with the collective and when the leader was self-sacrificial (vs. self-benefiting). An experimental scenario study replicated this interactive effect between collective identification and leader's self-sacrifice on followers' self-esteem and also showed that this effect was (at least partly) mediated by followers' perceptions of whether the leader respected and valued the group. Implications with respect to the relationship between self-sacrifice and self-esteem are outlined, and possible integrations of leader self-sacrifice, identity, and empowerment are discussed. http://repub.eur.nl/res/pub/8496/ 2006-09-01T00:00:00Z Although there are numerous potential benefits to diversity in work groups, converging dimensions of diversity often prevent groups from exploiting this potential. In a study of heterogeneous decision-making groups, we examined whether the disruptive effects of diversity faultlines can be overcome by convincing groups of the value in diversity. Groups were either persuaded of the value of diversity or of the value of similarity for group performance, and they were provided with either homogeneous or heterogeneous information. As expected, informationally diverse groups performed better when they held pro-diversity rather than pro-similarity beliefs, whereas the performance of informationally homogeneous groups was unaffected by diversity beliefs. This effect was mediated by group-level information elaboration. Implications for diversity management in organizations are discussed. http://repub.eur.nl/res/pub/11815/ 2006-08-23T00:00:00Z This study focuses on why people may resort to coercive tactics. We tested the proposition that considerations of utility and legitimacy mediate effects of a powerholder’s competence and reward structure on the use of coercion. Results showed that in general coercive tactics are employed less often than softer tactics, that coercive tactics are used more by more competent individuals than by less competent individuals, and that coercive tactics are used more often when the revenues of task performance benefited the agent of power than when they benefited both agent and target or when they benefited the target solely. Results identified perceived utility and perceived legitimacy as mediators of the decision to coerce the other or not. http://repub.eur.nl/res/pub/8502/ 2006-08-01T00:00:00Z How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self-categorization theory), the effects of group member prototypicality, accountability, and group attractiveness on competitiveness in intergroup bargaining were examined. As representatives of their group, participants engaged in a computer-mediated negotiation with a simulated outgroup opponent. In Exp. 1 (N = 114), representatives with a peripheral status in the group sent more competitive and fewer cooperative messages to the opponent than did prototypical representatives, but only under accountability. Exp. 2 (N = 110) replicated this finding, and showed that, under accountability, peripherals also made higher demands than did prototypicals, but only when group membership was perceived as attractive. Results are discussed in relation to impression management and strategic behaviour. http://repub.eur.nl/res/pub/8499/ 2006-07-18T00:00:00Z Leader emotions may play an important role in leadership effectiveness. Extending this earlier research on leader emotional displays and leadership effectiveness, we propose that the “affective match” between follower positive affect (PA) and leaders’ emotional displays moderates the effectiveness of leader emotional displays. Leader display of emotions has more positive effects on follower behavior if the match between the valence of leader emotion and follower PA is strong rather than weak. Support for this hypothesis was found in two experiments. The congruency between leader emotional displays and follower PA determined follower task performance and extra-role compliance. Results from the second experiment indicated that this effect is due to the affective aspects of leader behavior and not to the valence of the content of the message. http://repub.eur.nl/res/pub/11824/ 2006-06-21T00:00:00Z The psychological relationship between individual and organization has been conceptualized both in terms of identification and in terms of (affective) commitment. In the present study, we explore the differences between these two conceptualizations. Building on the proposition that identification is different from commitment in that identification reflects the self-definitional aspect of organizational membership whereas commitment does not, we propose that commitment is more contingent on social exchange processes that presume that individual and organization are separate entities psychologically, and more closely aligned with (other) job attitudes. In support of these propositions, results of a cross-sectional survey of university faculty (n=133) showed that identification is uniquely aligned (i.e., controlling for affective commitment) with the self-referential aspect of organizational membership, whereas commitment is uniquely related (i.e., controlling for identification) to perceived organizational support, job satisfaction, and turnover intentions. We conclude that the core difference between identification and commitment lies in the implied relationship between individual and organization: Identification reflects psychological oneness, commitment reflects a relationship between separate psychological entities. http://repub.eur.nl/res/pub/11843/ 2006-06-01T00:00:00Z Two experiments tested hypotheses, derived from social identity and self-categorization theories, regarding the attribution of charisma to leaders. In Experiment 1 (N=203), in-group prototypical leaders were attributed greater levels of charisma and were perceived to be more persuasive than in-group non-prototypical leaders. In Experiment 2 (N=220), leaders described with in-group stereotypical characteristics were attributed relatively high levels of charisma regardless of their group-oriented versus exchange rhetoric. Leaders described with out-group stereotypical characteristics, however, had to employ group-oriented rhetoric to be attributed relatively high levels of charisma. We conclude that leadership emerges from being representative of `us'; charisma may, indeed, be a special gift, but it is one bestowed on group members by group members for being representative of, rather than distinct from, the group itself. http://repub.eur.nl/res/pub/8500/ 2006-01-01T00:00:00Z We conducted an experiment to show how the interplay between informational diversity and other dimensions of diversity can account for some of the inconsistent effects of informational diversity in previous research. 70 four-person groups involved in a decision-making task received homogeneous or heterogeneous information. By manipulating gender composition and bogus personality feedback we created groups that either had a potential faultline (a basis for subgroup categorization) or were homogeneous on these dimensions. In potential faultline groups, heterogeneity of information either converged with or cross-cut the other dimensions of diversity. Results showed that informational diversity enhanced group functioning when it was crossed rather than converged with the potential faultline. http://repub.eur.nl/res/pub/11846/ 2005-09-01T00:00:00Z The authors propose that people have difficulty managing conflict because they quickly develop ownership of arguments and positions they use in the dispute, that these arguments and positions become part of their (extended) self-concept, and that any opposition or counterargumentation therefore becomes an ego-threat. Four studies reveal that individuals value arguments and beliefs more when these are associated with the self and that anticipated or real opposition triggers ego-defensive cognition and behavior, including competitive communication, retaliatory responses, negative perceptions of the partner, and attitude polarization. These effects were weaker when epistemic needs were raised through process accountability or when individuals had high rather than low self-concept clarity. The authors conclude that because people develop ownership of arguments and make these part of their self-concept, conflict is difficult to manage and bound to escalate. (PsycINFO Database Record (c) 2007 APA, all rights reserved). http://repub.eur.nl/res/pub/11863/ 2005-08-01T00:00:00Z The moderator effect of need for closure on the relations between leader group prototypicality and different aspects of leadership effectiveness (perceived effectiveness, job satisfaction, self-rated performance, and turnover intentions) was examined. Need for closure, reflecting a desire to reduce uncertainty, was proposed to lead people to turn to their group memberships, thus making leadership effectiveness more contingent on the extent to which leaders are group prototypical. This hypothesis was tested in a survey of N =242 employees of 3 Italian companies. Results indicated the expected 2-way interaction between need for closure and leader group prototypicality in predicting leadership effectiveness: the relationship between leader group prototypicality and leadership effectiveness is stronger for high need for closure than for low need for closure employees. The way in which these findings extend the social identity theory of leadership, as well as more applied implications is discussed. http://repub.eur.nl/res/pub/11864/ 2005-08-01T00:00:00Z Researchers in leadership effectiveness are paying increasing attention to the role of follower self-concept and identity as a mediator and moderator of the effectiveness of leadership. In this introductory article, we provide a short outline of this rapidly growing field of research, briefly introduce the articles presented in this special issue on leadership, self, and identity, and highlight key themes for future research that we feel emerge from these studies. These themes include greater attention to the dynamic interplay between leaders and followers, the incorporation of theories of fairness, and the role of leader self-concept. http://repub.eur.nl/res/pub/8497/ 2005-06-15T00:00:00Z Integrating insights from the social exchange perspective and the social identity perspective on the psychological relationship between the individual and the organization, we propose that evaluations of the support received from the organization and its representatives, and organizational identification interact in predicting withdrawal from the job. Specifically, the relationship of support with withdrawal is proposed to be weaker the stronger employees identify with the organization. This prediction was confirmed in two samples focusing on different operationalizations of support and withdrawal. Sample 1 concerned the interaction of organizational support and organizational identification in predicting turnover intentions, Sample 2 concerned the prediction of absenteeism from supervisor support and organizational identification. We conclude that the present study yields promising first evidence that may lay the basis for further integration of social exchange and social identity analyses of organizational behavior. http://repub.eur.nl/res/pub/12113/ 2005-04-01T00:00:00Z An organizational field study examined the extent to which fair treatment influences organizational commitment was a function of employees levels of social self-esteem. Following recent research indicating that self-esteem acts as a moderator of procedural fairness effects, we suggested that to examine the relational assumption that self and procedures are related, one should assess the social dimension of self-esteem. In line with predictions, the results indeed showed that fair treatment (assessed by an interactional justice scale) positively influences affective commitment, but only when employees have low social self-esteem. These findings are discussed in light of research on relational models of justice and sociometer theory. http://repub.eur.nl/res/pub/12104/ 2005-03-01T00:00:00Z Purpose – To examine the psychological processes underlying the effect of leaders' self-sacrifice on follower cooperation, that is, trust and collective identification. Design/methodology/approach – The main effect of leader self-sacrifice was tested on people's willingness to cooperate. In addition, people's perceptions of trust and collective identification were assessed. These effects were tested using a public good experiment, and a cross-sectional survey in a German multinational company. Findings – The findings from both the experimental study and the cross-sectional survey showed that leader self-sacrifice has a positive effect on cooperation (measured by contributions in a public good dilemma and organizational citizenship behavior in the survey). Moreover, perceptions of trust in the leader and feelings of collective identification mediated this effect of self-sacrifice. Practical implications – The present finding indicates that organizations need to focus on and implement leadership styles based on self-sacrifice. It is suggested that one possible way to do this is to train managers more effectively in how they can clearly communicate the goals that they personally value and for the achievement of which they are willing to engage in sacrificial behavior. Originality/value – This research identifies important mediators of a leadership style considered to be effective in organizations. In addition, the findings of this research also show the usefulness of both experimental paradigms and survey studies to examine the issue of leader self-sacrifice. http://repub.eur.nl/res/pub/11861/ 2005-01-01T00:00:00Z Self-sacrificing behavior of the leader and the extent to which the leader is representative of the group (i.e., group prototypical) are proposed to interact to influence leadership effectiveness. The authors expected self-sacrificing leaders to be considered more effective and to be able to push subordinates to a higher performance level than non-self-sacrificing leaders, and these effects were expected to be more pronounced for less prototypical leaders than for more prototypical leaders. The results of a laboratory experiment showed that, as expected, productivity levels, effectiveness ratings, and perceived leader group-orientedness and charisma were positively affected by leader self-sacrifice, especially when leader prototypicality was low. The main results were replicated in a scenario experiment and 2 surveys. http://repub.eur.nl/res/pub/11862/ 2005-01-01T00:00:00Z In the present research, the authors examined the effect of procedural fairness and rewarding leadership style on an important variable for employees: self-esteem. The authors predicted that procedural fairness would positively influence people's reported self-esteem if the leader adopted a style of rewarding behavior for a job well done. Results from a scenario experiment, a laboratory experiment, and an organizational survey indeed show that procedural fairness and rewarding leadership style interacted to influence followers' self-esteem, such that the positive relationship between procedural fairness and self-esteem was more pronounced when the leadership style was high in rewarding behavior. Implications in terms of integrating the leadership and procedural fairness literature are discussed. http://repub.eur.nl/res/pub/12106/ 2004-12-01T00:00:00Z This article reviews empirical research on the role of follower self-conception in leadership effectiveness, and specifies an agenda for future research in this area. The review shows that several aspects of follower selfconception (i.e., self-construal, self-efficacy, self-esteem, and self-consistency) may be affected by leadership, and may mediate the effects of leadership on follower behavior. There also is consistent evidence that follower selfconstrual moderates the impact of leadership on follower attitudes and behavior. Two key themes for future research are defined. First, future research should focus on the development of theory about the role of relational self-construal in the leadership process. Second, it seems particularly valuable to develop theory about the interplay of different aspects of follower self-conception in leadership effectiveness, including the interactive effects of these aspects of self. Working backwards from these theoretical models of follower self-conception, specific leader behavior relevant to these aspects of self should then be identified. http://repub.eur.nl/res/pub/11865/ 2004-10-25T00:00:00Z We examine the effect of ownership on behavioural decision making in the context of trade. Based on the notion that traders may experience loss aversion, and that this is negatively related to willingness to trade, we reason that willingness to trade is a function of perceived similarities between the gains and losses of a trade. More specifically, we predicted that willingness to trade is a function of the characteristics of the trader: The traders' product knowledge about the objects involved in the trade may affect willingness to trade by affecting the differences traders perceive between the objects involved. In two experiments, participants endowed with a bottle of wine were offered the opportunity to trade their wine for another wine. Results of Experiment 1 indicated that the more knowledgeable participants were about wine, the more reluctant they were to trade, irrespective of what wine they possessed. The results of Experiment 2, in which we manipulated product knowledge, corroborated these findings. http://repub.eur.nl/res/pub/12105/ 2004-06-29T00:00:00Z Research on the relationship between work group diversity and performance has yielded inconsistent results. To address this problem, the authors propose the categorization-elaboration model (CEM), which reconceptualizes and integrates information/decision making and social categorization perspectives on work-group diversity and performance. The CEM incorporates mediator and moderator variables that typically have been ignored in diversity research and incorporates the view that information/decision making and social categorization processes interact such that intergroup biases flowing from social categorization disrupt the elaboration (in-depth processing) of task-relevant information and perspectives. In addition, the authors propose that attempts to link the positive and negative effects of diversity to specific types of diversity should be abandoned in favor of the assumption that all dimensions of diversity may have positive as well as negative effects. The ways in which these propositions may set the agenda for future research in diversity are discussed. http://repub.eur.nl/res/pub/12107/ 2004-05-23T00:00:00Z The present research examined how self-sacrificial leadership predicts leadership effectiveness as a function of leader’s display of self-confidence. Results from a scenario experiment, a laboratory experiment, and a cross-sectional survey yielded consistent evidence that the effects of both leadership elements are stronger in conjunction than on their own. Moreover, the experimental studies also showed that the interactive effect on leadership effectiveness was mediated by collective identification. It is concluded that more research is needed focusing on the interactions between different leadership behaviors and the psychological processes underlying these effects. http://repub.eur.nl/res/pub/12117/ 2003-12-01T00:00:00Z Research into leadership effectiveness has largely overlooked the implications of the fact that leadership processes are enacted in the context of a shared group membership, where leaders, as group members, ask followers, as group members, to exert themselves on behalf of the collective. In contrast, the social identity model of organizational leadership, proposed here, emphasizes the characteristics of the leader as a group member, and the leader’s ability to speak to followers as group members. In salient groups with which group members identify, leadership effectiveness rests on the extent to which the leader is prototypical of the group (i.e. representative of the group’s identity) and engages in group-oriented behavior (i.e. behavior perceived to benefit the group). Explicating the added value of our model and going beyond contemporary approaches to leadership effectiveness, we discuss how our model extends, and may be integrated with, three major contemporary approaches to leadership effectiveness (charismatic leadership theories, Leader-Member Exchange theory, and leadership categorization theories). In addition, we outline how our model provides a viable framework to integrate future developments in research on leadership such as a growing attention to leader fairness and the role of emotions in leadership effectiveness. http://repub.eur.nl/res/pub/12121/ 2003-06-01T00:00:00Z A social identity approach to the investigation of group-based reactions to a merger is outlined, in which a merger is analyzed in terms of the continuation or change of the pre-merger group identity. In two experiments, the relationship between pre-merger identification, post-merger identification, and ingroup bias was investigated using a minimal group paradigm. Results from both studies showed that the perceived continuation of the premerger group identity in the post-merger group strengthened the positive relationship between pre-merger identification and identification with the superordinate post-merger group. Moreover, perceived continuation strengthened, rather than reduced, ingroup bias at the subordinate level of the merged groups. Some theoretical and practical implications are discussed. http://repub.eur.nl/res/pub/12165/ 2003-05-01T00:00:00Z The present research examined the effectiveness of leadership in influencing cooperation in social dilemmas by focusing on the procedural fairness and favorability of leader's outcome decisions. We predicted that leader's influence on cooperation would be determined by the fairness of the procedures used, but only so when received outcomes were unfavorable. Across two experimental studies, support for this hypothesis was found. Both in Study 1 (using accuracy as a manipulation of procedural fairness) and Study 2 (using voice as a manipulation of procedural fairness), it was found that procedural fairness influenced contributions in a public good dilemma only if outcomes were unfavorable (i.e., participants received less than an equal share), whereas procedural fairness did not influence level of contributions when outcomes were favorable (i.e., participants received more than an equal share) http://repub.eur.nl/res/pub/12167/ 2002-10-01T00:00:00Z The present research examined the effect of leaders' procedural fairness and perceived charisma on an important organizational process: cooperation. Both charisma and procedural fairness were predicted to have a positive effect on cooperation, and procedural fairness and charisma were predicted to interact such that their effects are stronger alone than in conjunction. Results from a scenario experiment, a cross-sectional survey, and a laboratory experiment supported these predictions. Results from the laboratory study also showed that the interactive effect of leader charisma and procedural fairness on cooperation was mediated by their interactive effect on the sense of group belongingness. It is concluded that leader charisma and procedural fairness may engender cooperation because they appeal to relational concerns. http://repub.eur.nl/res/pub/12193/ 2002-06-01T00:00:00Z An analysis of the social identity processes involved in organizational mergers suggests that organizational identification after a merger is contingent on a sense of continuity of identity. This sense of continuity, in turn, is argued to be contingent on the extent to which the individual"s own pre-merger organization dominates, or is dominated by, the merger partner. In support of this analysis, results of two surveys of merged organizations showed that pre-merger and post-merger identification were more positively related for members of dominant as opposed to dominated organizations, whereas perceived differences between the merger partners were more negatively related to post-merger identification for members of the dominated compared with the dominant organization. http://repub.eur.nl/res/pub/12194/ 2002-01-01T00:00:00Z http://repub.eur.nl/res/pub/12196/ 2001-11-01T00:00:00Z This study (N = 216) measured the strength of endorsements for ingroup leaders who varied in both their relative ingroup prototypicality and distributive intergroup fairness. Leadership endorsement overall was positively related to group members’ levels of social identification and negatively related to their levels of reported self-interest. Among low identifiers, however, leaders’ distributive behavior reliably predicted endorsements, with stronger endorsements provided for distributively fair than unfair leaders. Among high identifiers, in contrast, both leaders’ distributive behavior and relative ingroup prototypicality were important. Leaders high in ingroup prototypicality received strong endorsements from high identifiers regardless of the leaders’ ingroup-favoring, outgroup-favoring, or fair intergroup behavior. Leaders low in ingroup prototypicality and who were relatively similar to the outgroup received strong endorsements from high identifiers only when the leaders made ingroup-favoring distributions. These data are interpreted within a social identity theory framework. http://repub.eur.nl/res/pub/12195/ 2001-08-01T00:00:00Z Results of a survey of 222 detainees in Dutch jails and police stations showed that outcome-fairness judgments of individuals with high self-esteem were more strongly related to outcome considerations than to procedural considerations, whereas outcome-fairness judgments of individuals with low self-esteem were more strongly related to procedural considerations than to outcome considerations. It was proposed that these differences were due to the fact that (a) procedures more strongly express a social evaluation than outcomes and (b) individuals with low self-esteem are more concerned with social evaluations than individuals with high self-esteem. The implications of the results for other individual-differences factors and other populations than detainees are discussed. http://repub.eur.nl/res/pub/12200/ 2001-07-01T00:00:00Z http://repub.eur.nl/res/pub/12198/ 2001-02-01T00:00:00Z We argue that representations of infrequently encountered groups are more likely to be congruent with stereotype-based expectations than perceptions of more frequently encountered groups. This is because it should be easier to maintain stereotype-based expectations in view of a limited number of expectancy-confirming and disconfirming instances than in view of a larger body of information. Results of 2 experiments in a modified illusory correlation paradigm supported this prediction. In both experiments, participants read a set of statements about the behavior of the members of 2 groups, the 1 group occurring more frequently. Prior to this, either positive or negative expectations about the groups were induced. Experiment 2 also included a manipulation of processing load. Representations of the groups (as measured by behavioral assignments, frequency estimates, and free recall) were more expectancy-congruent for the infrequently encountered group and expectancy-incongruent for the frequently encountered group. This effect was not moderated by processing load. http://repub.eur.nl/res/pub/12199/ 2001-02-01T00:00:00Z In this study we argue that when powerholder and target operate in a cooperative context, the decision to use power is influenced by the motive to reach positive joint outcomes. When the context is competitive, the use of power is more dictated by the desire to gain positive outcomes at the expense of the target. Therefore, factors that are indicative of how to bring about positive outcomes for the target will only influence power use in a cooperative context. The results of an experimental study with a 2 (social context: cooperation vs. competition) x2 (relative competence: high vs. low) between-subjects design, with task components generating 2 levels of confidence as within-subjects variable, supported our line of reasoning. Competence of the powerholder as well as confidence as elicited by the task only affected power use in cooperation and not in competition. The results also indicated that the absolute level of power use in competition and cooperation did not differ. http://repub.eur.nl/res/pub/12212/ 2000-11-01T00:00:00Z In two experiments, we studied the effects of (a) the extent to which group members are risk seeking in comparison with others in the group and (b) group member prototypicality (the extent to which individuals hold group-typical risk preferences) on the likelihood that group members will take the lead in risky decision making. Participants were led to believe that they engaged in a four-person group discussion and received bogus feedback about their own risk preferences, the risk preferences of the other group members, and the risk preferences of their group as a whole. In Experiment 2, we also manipulated the framing of the decision problem (gain vs. loss frame). Results supported the hypotheses that (a) more risk seeking members are more likely to take the lead and (b) prototypical members are more likely to take the lead when the problem facing the group is ambiguous (i.e., when group risk preferences and decision framing are incongruent), whereas nonprototypical members are more likely to take the lead when the problem facing the group is relatively clear-cut (i.e., when group risk preferences and decision framing are congruent). http://repub.eur.nl/res/pub/12213/ 2000-07-01T00:00:00Z Work motivation and performance were analysed from the perspective of social identity theory and self-categorisation theory. Central in this analysis is the relation of organisational identification with the motivation to exert effort on behalf of the collective. A theoretical analysis as well as a review of empirical studies of the relationship of organisational identification with motivation and performance leads to the conclusion that identification is positively related to work motivation, task performance, and contextual performance to the extent that (a) social identity is salient, and (b) high performance is perceived to be in the group’s or organisation’s interest. http://repub.eur.nl/res/pub/12214/ 2000-06-01T00:00:00Z Adopting the social identity perspective on organizational identification proposed by Ashforth and Mael (1989), the present study tested two hypotheses concerning the importance of work-group identification (WID) relative to organizational identification (OID). WID was predicted to be stronger than OID as well as more predictive of organizational attitudes and behaviour. Data about employees’ WID, OID, job satisfaction, turnover intentions, job involvement, and job motivation from two samples (N = 76 and N = 163) supported these predictions. We conclude that our understanding of organizational attitudes and behaviour has much to gain by an open eye for the multiple foci of identification that are associated with organizational membership, and that managerial practice may benefit from an increased focus on the work group. http://repub.eur.nl/res/pub/12215/ 2000-01-01T00:00:00Z We propose that personal status affects the extent to which individuals have a depersonalized perception of the self, that is, perceive themselves in terms of their group membership rather than individuating characteristics. In two experiments, we tested the prediction that individuals with low personal status tend more to depersonalization than individuals with high personal status, especially when individual distinctiveness is threatened. Results were generally in line with predictions. In Experiment 1, in which relative group size was manipulated, individuals with low personal status displayed more depersonalization than individuals with high personal status, although independent of relative group size. In Experiment 2, in which group immersion was manipulated, individuals with low personal status reported more depersonalized judgments than individuals with high personal status when group immersion was high. http://repub.eur.nl/res/pub/12217/ 1999-04-01T00:00:00Z It is proposed that the existing relationship between the influencing agent and the target of influence plays a central role in the choice of using hard and soft influence tactics. In a field study, 3 key aspects of the relation between agent and target were examined, and the results generally supported our hypotheses. First, the more unfairly people felt they were treated, the more often they wielded influence, especially using harder influence tactics. Second, the better the influencing agent liked the target, the relatively less often he or she used hard tactics. Finally, the more the influencing agent felt dependent upon the target, the fewer influence tactics, both hard and soft, were used. The discussion focuses on both the practical and theoretical implications of these findings. http://repub.eur.nl/res/pub/12219/ 1998-08-01T00:00:00Z In the present article we argue that the extent to which potential traders are susceptible to the endowment effect, is related to the comparability of the to be traded goods. This hypothesis was tested in an experimental market in which participants endowed with a bottle of wine were offered the opportunity to trade their wine for another wine. Results of our study support the hypothesis, and corroborate the generalization that the endowment effect is a manifestation of loss aversion. http://repub.eur.nl/res/pub/12223/ 1997-05-01T00:00:00Z In the Choice Questionnaire (Neijens et al. 1992) respondents have to choose between several policy options. Within this questionnaire they are provided with information about the consequences of each option. Until now, only indirect evidence as to whether or not respondents base their preferences on the information provided was available and plausible alternative explanations for the Choice Questionnaire's effect could not be ruled out. In the present study, we demonstrate that Choice Questionnaire respondents do base their preferences on the information provided: different information resulted in significantly different choices. http://repub.eur.nl/res/pub/12233/ 1996-08-01T00:00:00Z An experimental market was used to investigate whether exchange goods may be susceptible to the endowment effect. Previous research (Kahneman et al., 1990) suggested that the endowment effect will not be observed in exchange goods. The present study demonstrates that it may be observed, but only when traders are uncertain about future exchange prices. It is argued that this is a manifestation of loss aversion due to the difficulty of computing the net gains and losses of trade when exchange rates are uncertain. http://repub.eur.nl/res/pub/12224/ 1996-03-01T00:00:00Z The Information-and-Choice Questionnaire (ICQ) is an instrument for public opinion survey in which respondents are presented with a policy-relevant decision problem and provided with information relevant to the problem (e.g. information about the consequences of the policy options). In the present paper we study the effects of respondents' motivation (operationalized as involvement in the issue) and ability (operationalized as respondent's level of education) on the formation and stability of preferences in the ICQ. Data were gathered in a nation-wide (N=991) survey on preferences for different ways of generating electricity in the Netherlands. As predicted, more motivated and more able respondents appeared to engage in more elaborate information processing. http://repub.eur.nl/res/pub/12255/ 1992-01-01T00:00:00Z Social categorization is claimed to elicit a tendency to conform to ingroup norms, which may result in attitude change after exposure to information on the opinions of other ingroup members. It was hypothesized that the degree to which arguments represented ingroup norms, i.e., were prototypical, would affect their potential influence on attitudes, such that prototypical arguments would be perceived as being of higher quality and would elicit more attitude change. Moreover, prototypical arguments were expected to elicit more argument elaboration. Two experiments were designed to test these predictions. In Experiment 1 subjects were exposed to both a set of pro and a set of contra arguments, while one of the sets was allegedly prototypical of ingroup attitudes. In Experiment 2 subjects were exposed to either prototypical or a-prototypical pro or contra arguments allegedly originating from in- or outgroup. In both studies conformity to ingroup norms was observed. In addition, prototypical ingroup arguments elicited higher quality ratings in the first study. Indications of higher elaboration of prototypical ingroup arguments were found. http://repub.eur.nl/res/pub/12256/ 1990-01-01T00:00:00Z