title: Helping one's way to the top: self-monitors achieve status by helping others and knowing who helps whom.
abstract: The authors argue that high self-monitors may be more sensitive to the status implications of social exchange and more effective in managing their exchange relations to elicit conferrals of status than low self-monitors. In a series of studies, they found that high self-monitors were more accurate in perceiving the status dynamics involved both in a set of fictitious exchange relations and in real relationships involving other members of their social group. Further, high self-monitors elevated their social status among their peers by establishing a reputation as a generous exchange partner. Specifically, they were more likely than low self-monitors to be sought out for help and to refrain from asking others for help. This behavior provides one explanation for why high self-monitors acquire elevated status among their peers--they are more attuned to status dynamics in exchange relations and adapt their behavior in ways that elicit status.
authors.affiliation: Department of Psychology, Columbia University, USA. flynn_francis@gsb.stanford.edu
authors.forename: Francis J
authors.initials: FJ
authors.lastname: Flynn
authors.forename: Ray E
authors.initials: RE
authors.lastname: Reagans
authors.forename: Emily T
authors.initials: ET
authors.lastname: Amanatullah
authors.forename: Daniel R
authors.initials: DR
authors.lastname: Ames
mesh_terms: D001364:Awareness; D006379:Helping Behavior; D006608:Hierarchy, Social; D006801:Humans; D007389:Internal-External Control; D007398:Interpersonal Relations; D010379:Peer Group; D010555:Personality Inventory; D012718:Set, Psychology; D012919:Social Behavior; D012928:Social Desirability; D012938:Social Perception; D013334:Students / Q000523:psychology