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Individuating Processes in Competition: Interpersonal Versus Intergroup

University of Massachusetts at Amherst

Susan T. Fiske

University of Massachusetts at Amherst

Hiromi Mikl

University of Massachusetts at Amherst

Scott Van Manen

University of Massachusetts at Amherst

Two experiments investigated why interpersonal competition facilitates individuating impressions of opponents whereas inter-group competition encourages stereotyping of opponents. Prior research has shown that interdependence conditions, including interpersonal competition, encourage individuation. But, unlike interpersonal competitors, intergroup competitors are inter-dependent with several persons (i.e., teammates and opponents). Because of phenomena such as in-group bias, it was hypothesized that intergroup competitors manage limited attentional resources by assigning higher priority to individuating teammates. Experiment I demonstrated individuating processes, as manifested by attention to and dispositional inferences about expectancy-inconsistent attributes, in interpersonal but not intergroup competition. Experiment 2 demonstrated that intergroup competitors use individuating processes when forming impressions of team mates but not opponents. Implications for real-world competition are discussed.

Personality and Social Psychology Bulletin, Vol. 17, No. 6, 595-605 (1991)
DOI: 10.1177/0146167291176001


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