Measurement of interpersonal orientation.

Swap, Walter C.; Rubin, Jeffrey Z.

doi:10.1037/0022-3514.44.1.208

Cited by 134 publications

(105 citation statements)

References 38 publications

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“…Across fields researchers use different labels (e.g., "social value orientations," "social preferences," "self versus other orientation"), but they all refer to trait-like differences in preferences for distributions of outcomes to self and others in interdependent situations (e.g., De Cremer & Van Lange, 2001;Fehr & Fischbacher, 2002;Meglino & Korsgaard, 2004). Social dispositions have been shown to be stable personality traits with genetic roots (Wallace, Cesarini, Lichtenstein, & Johannesson, 2007) that are not affected by the dynamics of specific interactions (e.g., Eisenberg et al, 1999;Swap & Rubin, 1983).…”

Section: Social Dispositions and Relational Modelsmentioning

confidence: 99%

Stakeholder Relationships and Social Welfare: A Behavioral Theory of Contributions to Joint Value Creation

Bridoux

Stoelhorst

2016

AMR

238

247

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Section: Social Dispositions and Relational Modelsmentioning

confidence: 99%

Stakeholder Relationships and Social Welfare: A Behavioral Theory of Contributions to Joint Value Creation

Bridoux

Stoelhorst

2016

AMR

238

247

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“…Finally, the relational distancing dynamic is also indirectly supported by research on gender, which we previously linked to RSC. In situations where cooperation is expected but not forthcoming, women have been found to react with anger and aggression (Mikolic, Parker, & Pruitt, 1997;Rapoport & Chammah, 1965;Swap & Rubin, 1983;Tedeschi, Schlenker, & Bonoma, 1973).…”

Section: Rsc Congruency Versus Incongruencymentioning

confidence: 99%

“…Interpersonal orientation also includes extraneous elements not related to RSC. For example, the measure includes questions regarding individuals' willingness to engage in unethical behavior-that is, not buying something that was stolen (Swap & Rubin, 1983).…”

Section: Divergence From Other Constructsmentioning

confidence: 99%

Negotiating Relationally: The Dynamics of the Relational Self in Negotiations

Gelfand

Major

Raver

et al. 2006

AMR

247

221

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In this article we advance a distinctly relational view of negotiation. We delineate the conditions through which relational self-construals (RSC) become accessible in negotiations and the conditions that inhibit their use, and we illustrate mechanisms through which RSC affects negotiation processes and outcomes. We introduce four relational dynamics-arelational trading, relational satisficing, relational distancing, and relational integrating-and discuss their consequences for the accumulation of economic and relational capital in negotiation.Research on negotiation is thriving. Over the last two decades, scholars have greatly advanced our understanding of basic psychological processes in negotiation, including negotia-

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“…The respondents were asked to respond to the questions on a 7-point scale, varying between 1 (strongly disagree) to 7 (strongly agree). IOS-V is a Japanese adaptation of the Interpersonal Orientation Scale, which is based on the theory of interpersonal orientation (IO) described by Swap and Rubin (1983). A high IO indicates sensitivity in personal relationships, interest in exchanges with others and confidence in the ability to interact appropriately (Saito & Nakamura, 1987).…”

Section: Instrumentsmentioning

confidence: 99%

Gratitude, Indebtedness, and Regret on Receiving a Friend's Favor in Japan

Naito

Sakata

2010

An International Journal of Psychological Sciences

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To explore different functions of gratitude and indebtedness, two questionnaire studies were conducted with female university students in Japan. These studies examined the correlations between positive feelings, regret, and indebtedness when receiving a favor, and the resulting feelings such as the enhancement of prosocial motivation (wish to help) and the obligation to help others. The results of Study 1 suggested that positive feelings and indebtedness in a hypothetical helping situation differently correlated with other variables: Positive feelings had a significant positive correlation with the enhancement of prosocial motivation. In contrast, indebtedness had a significant positive correlation with enhancement of obligation (should help). Study 2 was conducted by using positive and socially conceptualized feeling items such as the fulfillment of friendship. Results suggested that the social conceptualization might add obligatory nature to the positive feelings.

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Measurement of interpersonal orientation.

Cited by 134 publications

References 38 publications

Stakeholder Relationships and Social Welfare: A Behavioral Theory of Contributions to Joint Value Creation

Stakeholder Relationships and Social Welfare: A Behavioral Theory of Contributions to Joint Value Creation

Negotiating Relationally: The Dynamics of the Relational Self in Negotiations

Gratitude, Indebtedness, and Regret on Receiving a Friend's Favor in Japan

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