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Playing with deviance: Typicality assessments of ingroup members as a strategy of outgroup approach
Author(s) -
Teixeira Cátia P.,
Demoulin Stéphanie,
Yzerbyt Vincent Y.
Publication year - 2013
Publication title -
european journal of social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.609
H-Index - 111
eISSN - 1099-0992
pISSN - 0046-2772
DOI - 10.1002/ejsp.1909
Subject(s) - outgroup , ingroups and outgroups , psychology , social psychology , normative , deviance (statistics) , negotiation , social identity theory , context (archaeology) , developmental psychology , social group , sociology , epistemology , social science , philosophy , statistics , paleontology , mathematics , biology
In two experiments, we analyzed the use of intra‐group differentiation between normative and deviant members as an identity mobilization strategy in intergroup negotiations. Because ingroup members sometimes try to obtain the support of outgroup audiences to attain their goals, we propose that in intergroup negotiations, people attempt to minimize the distinction between the parties involved by changing the appraisal of deviance and including deviant members in the ingroup's prototype. In line with this hypothesis, differences in the assessment of typicality between normative and deviant targets were reduced in instrumental intergroup negotiation contexts. Furthermore, we explored a boundary condition for this effect and found that such outgroup approach is disrupted when threats taint the intergroup negotiation context. Copyright © 2012 John Wiley & Sons, Ltd.