Taking Stereotypes Out of Stereotype Threat: The Effect of Role-Based Expectations

23 Pages Posted: 21 May 2003

See all articles by Adam D. Galinsky

Adam D. Galinsky

Columbia Business School - Management

Leigh Thompson

Northwestern University - Kellogg School of Management

Laura Kray

Berkeley-Haas Management of Organizations; UC Berkeley Haas School of Business

Abstract

Stereotype threat is the concern one feels about confirming a negative stereotype about one's ability-stigmatized group (Steele & Aronson, 1995). At the heart of stereotype threat effects is the expectation of negative performance based on group membership or a currently held role. Thus, an integrated, consensually known stereotypic construct is not necessary for the effect of threat to occur; rather, all that is required is for there to be differential expectations for performance based on role position. In three experiments we find the typical effects of stereotype threat whenever differential expectations for performance exist based on the roles of negotiators. In addition, we demonstrate that negotiator roles can indeed be threatening by eliminating the effects via self-affirmation.

Keywords: Negotiations, Stereotype Threat, Self-Affirmation

Suggested Citation

Galinsky, Adam D. and Thompson, Leigh and Kray, Laura, Taking Stereotypes Out of Stereotype Threat: The Effect of Role-Based Expectations. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=399620 or http://dx.doi.org/10.2139/ssrn.399620

Adam D. Galinsky (Contact Author)

Columbia Business School - Management ( email )

3022 Broadway
New York, NY 10027
United States

Leigh Thompson

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Donald P. Jacobs Center
Evanston, IL 60208
United States
847-467-3505 (Phone)
847-491-8896 (Fax)

HOME PAGE: http://www.LeighThompson.com

Laura Kray

Berkeley-Haas Management of Organizations ( email )

545 Student Services Building
Berkeley, CA 94720
United States

HOME PAGE: http://facultybio.haas.berkeley.edu/faculty-list/kray-laura

UC Berkeley Haas School of Business ( email )

545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States

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