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The Development of an Intragroup Norm and the Effects of Interpersonal and Structural Challenges
Kenneth L. Bettenhausen and J. Keith Murnighan
Administrative Science Quarterly
Vol. 36, No. 1 (Mar., 1991), pp. 20-35
Published by: Sage Publications, Inc. on behalf of the Johnson Graduate School of Management, Cornell University
Stable URL: http://www.jstor.org/stable/2393428
Page Count: 16
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This study manipulated the norm-formation process and investigated how members of new groups respond to challenges to their newly developed norm. Bargaining pairs composed of individuals who each had repeated cooperative experiences formed implicit cooperative norms, expecting cooperation and acting cooperatively in a subsequent, similar task. Alternatively, pairs with repeated competitive experiences formed competitive norms for the same tasks. Some pairs' norms were challenged interpersonally when the members of a new pair had opposite prior experiences but needed to take joint action. Pairs were also challenged structurally, when the new task altered their incentives for cooperation. The study not only manipulated different norms in the same task, but its results indicate that interpersonal challenges are more successful when they are cooperative; structural challenges are more successful when they are strong and competitive.
Administrative Science Quarterly © 1991 Johnson Graduate School of Management, Cornell University