This article uses a practical and theoretical explication of “dues paying” as a vehicle for synthesizing and integrating attribution, justice, and impression management theories. A model is proposed that depicts the dues paying process as a specific type of impression management process that is stimulated by information that cues attributions of justice and equity. The paper ends with a discussion of the potential for integrating research and theory in the areas of impression management, attributions, and justice and suggestions are offered for managing dues paying impressions.
Get full access to this article
View all access options for this article.
References
1.
Abramson, L. Y., Seligman, M. E. P., & Teasdale, J. D.1978. Learned helplessness in humans: Critique and reformulation. Journal of Abnormal Psychology, 87(1): 49–74.
2.
Adams, J. S.1963. Toward an understanding of inequity. Journal of Abnormal and Social Psychology, 67(5): 422–436.
3.
Adams, J. S.1965. Inequities in social exchange. In L. Berkowitz (Ed.), Advances in experimental social psychology: 267–300. New York: Academic Press.
4.
Ashkanasy, N. M.1995. Supervisory attributions and evaluative judgments of subordinate performance: A further test of the Green and Mitchell Model. In M. J. Martinko (Ed.), Attribution theory: An organizational perspective: 211–228. Delray Beach, FL: St. Lucie Press.
5.
Barley, S. R., Meyer, G. W., & Gash, D. C.1988. Cultures of culture: Academics, practitioners and the pragmatics of normative control. Administrative Science Quarterly, 33(1): 24–60.
6.
Bies, R. J.1987. The predicament of injustice: The management of moral outrage. In L. L. Cummings & B. M. Staw (Eds.), Research in organizational behavior, 9: 289–319. Greenwich, CT: JAI Press.
7.
Bies, R. J., & Tripp, T. M.1996. Beyond distrust: “Getting even” and the need for revenge. In R. M. Kramer & T. Tyler (Eds.), Trust in organizations: 246–260. Newbury Park: Sage Publications.
8.
Brucks, M., Armstrong, G. M., & Goldberg, M. E.1988. Children’s use of cognitive defenses against television advertising: A cognitive response approach. Journal of Consumer Research, 14: 471–482.
9.
Cacioppo, J. T., & Petty, R. E.1982. The need for cognition. Journal of Personality and Social Psychology, 42: 116–131.
10.
Cacioppo, J. T., & Petty, R. E.1989. Effects of message repetition on argument processing, recall, and persuasion. Basic and Applied Social Psychology, 10: 3–12.
11.
Chaiken, S.1987. The heuristic model of persuasion. In M. P. Zanna, J. M. Olson, & C. P. Herman (Eds.), Social influence: The Ontario symposium: 3–39. Hillsdale, NJ: Erlbaum.
12.
Chaiken, S., Liberman, A., & Eagly, A. H.1989. Heuristic and systematic processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.), Unintended thought: 212–252. New York: Guilford Press.
13.
Collins, J. M., & Griffin, R. W.1998. The psychology of counterproductive job performance. In R. W. Griffin, A. O’Leary-Kelly, & J. M. Collins (Eds.), Dysfunctional behavior in organizations: Violent and deviant behavior (Part B: Non-violent dysfunctional behavior): 219–242. Stanford, CT: JAI Press.
14.
Cosier, R. A., & Dalton, D. R.1983. Equity theory and time: A reformulation. Academy of Management Review, 8: 311–319.
15.
Douglas, S. C., & Martinko, M. J.2001. Exploring the role of individual differences in the prediction of workplace aggression. Journal of Applied Psychology, 86(4): 547–559.
16.
Dubois, N.1997. Scales and questionnaires measuring internal vs. external causal explanations in organizational contexts. European Journal of Work and Organizational Psychology, 6(1): 25–35.
17.
Eastman, K. K.1994. In the eyes of the beholder: An attributional approach to ingratiation and organizational citizenship behavior. Academy of Management Journal, 37(5): 1379–1391.
18.
Farquhar, K.1995. Attributions and the emergence of leadership: Patterns in employee responses to executive succession. In M. J. Martinko (Ed.), Attribution theory: An organizational perspective: 149–170. Delray Beach, FL: St. Lucie Press.
19.
Feather, N. T.1992. An attributional and value analysis of deservingness in success and failure situations. British Journal of Social Psychology, 31: 125–145.
20.
Feather, N. T., Volkmer, R. E., & Mckee, I. R.1991. Attitudes towards high achievers in public life: Attributions, deservingness, personality, and affect. Australian Journal of Psychology, 43: 85–91.
21.
Feldman, J.1981. Beyond attribution theory: Cognitive processes in performance appraisal. Journal of Applied Psychology, 66: 127–148.
22.
Ferrier, W. J., Smith, K. G., Rediker, K. J., & Mitchell, T. R.1995. Distributive justice norms and attributions for performance outcomes as a function of power. In M. J. Martinko (Ed.), Attribution theory: An organizational perspective: 315–332. Delray Beach, FL: St. Lucie Press.
23.
Fields, D.2000. Distributive and procedural justice as predictors of employee outcomes in Hong Kong. Journal of Organizational Behavior, 21(5): 547–563.
24.
Fiske, S. T., & Taylor, S. E.1991. Social cognition (2nd ed.). New York: McGraw-Hill.
25.
Folger, R., & Skarlicki, D. P.1998. A popcorn metaphor for employee aggression. In R. W. Griffin, A. O’Leary-Kelly, & J. M. Collins (Eds.), Dysfunctional behavior in organizations: Violent and deviant behavior (Part A: Violent and deviant behavior): 43–82. Stanford, CT: JAI Press.
26.
Ford, R., & Newstrom, J.1999. Dues-paying: Managing the costs of recognition. Business Horizons, 42(4): 14–20.
27.
Gardner, W. L.1992. Lessons in organizational dramaturgy: The art of impression management. Organizational Dynamics, 21(1): 33–47.
28.
Gardner, W. L., & Martinko, M. J.1988. Impression Management in Organizations. Journal of Management, 14(2): 321–338.
29.
Gardner, W. L., & Martinko, M. J.1998. An organizational perspective of the effects of dysfunctional impression management. In R. W. Griffin, A. O’Leary-Kelly, & J. M. Collins (Eds.), Dysfunctional behavior in organizations: Nonviolent dysfunctional behavior (Part B: Non-violent and dysfunctional behavior): 50–69. Stanford, CT.
30.
Giacalone, R. A., & Rosenfeld, P.1989. Impression management in the organization: How image making affects managerial decisions. Newbury Park, CA: Sage.
31.
Gilbert, D. T.1995. Attribution and interpersonal perception. In A. Tesser (Ed.), Advanced social psychology: 99–147. New York: McGraw-Hill.
32.
Greenberg, J.1990. Looking fair vs. being fair: Managing impressions of organizational justice. Research in Organizational Behavior, 2: 111–157.
33.
Griffin, R., & Kacmar, K. M.1991. Laboratory research in management: Misconceptions and missed opportunities. Journal of Organizational Behavior, 12(4): 301–312.
34.
Hartman, S. J.1999. Procedural and distributive justice: Examining equity in a university setting. Journal of Business Ethics, 20(4): 337–352.
35.
Higgins, E., Kuiper, N., & Olson, J.1981. Social cognition: A need to get personal. In E. Higgins, C. Herman, & M. Zanna (Eds.), Social cognition: The Ontario symposium: 395–420. Hillsdale, NJ: Erlbaum.
36.
Kaplan, A.1964. The conduct of inquiry. San Francisco: Chandler Publishing Company.
37.
Kelley, H. H.1972. Causal schemata and the attribution process. In E. E. Jones, D. E. Kanouse, H. H. Kelley, R. E. Nisbett, S. Valins, & B. Weiner (Eds.), Attributions: Perceiving the causes of behavior: 151–174. Morristown, NJ: General Learning Press.
38.
Kelley, H. H.1973. The process of causal attributions. American Psychologist, 28: 107–128.
39.
Kent, R. L., & Martinko, M. J.1995. The measurement of attributions in organizational research. In M. Martinko (Ed.), Attribution theory: An organizational perspective: 17–34. Delray Beach, FL: St. Lucie Press.
40.
Landau, J. C.1993. The impact of a change in an attendance control system on absenteeism and tardiness. Journal of Organizational Behavior Management, 13: 51–70.
41.
Lord, R. G., & Maher, K. J.1990. Alternative information-processing models and their implications for theory, research, and practice. Academy of Management Review, 15(1): 9–28.
42.
Luthans, F., & Kreitner, R.1985. Organizational behavior modification and beyond. Glenville, IL: Scott Foresman.
43.
Martin, W. B. W.1984. Student perception of teachers’ pets and class victims. Canadian Journal of Education, 9: 89–99.
44.
Martinko, M. J.1995. Attribution theory: An organizational perspective. Delray Beach, FL: St. Lucie Press.
45.
Martinko, M. J.2002. Thinking like a winner: A guide to high performance leadership. Tallahassee, FL: Gulf Coast Publishing.
46.
Martinko, M. J., Gundlach, M., & Douglas, S. C.2002. An attributional explication of counterproductive behavior. International Journal of Selection and Analysis, 10(1/2): 36–50.
47.
Martinko, M. J., & Thomson, N.1998. A synthesis and extension of the Weiner and Kelley attribution models. Journal of Basic and Applied Social Psychology, 20(4): 271–285.
48.
Miner, F. C., Jr.1990. Jealousy on the job. Personnel Journal, 69: 89–95.
49.
Mitchell, T. R., & Wood, R. E.1980. Supervisor’s responses to subordinate poor performance: A test of an attributional model. Organizational Behavior and Human Performance, 25: 123–138.
50.
Mueller, C. W.1999. Distributive justice evaluations in two cultural contexts: A comparison of U.S. and South Korean teachers. Human Relations, 52(7): 869–882.
51.
Mumford, M. D.1983. Social comparison theory and the evaluation of peer evaluations: A review and some applied implications. Personnel Psychology, 36(4): 867–882.
52.
O’Leary-Kelly, A. M., Griffin, R. W., & Glew, D. J.1996. Organization-motivated aggression: A research framework. Academy of Management Review, 21(1): 225–253.
53.
Organ, D. W.1988. Organizational citizenship: The good soldier syndrome. Lexington, MA: Lexington Books.
54.
Pansu, P.1997. The norm of internality in an organizational context. European Journal of Work and Organizational Psychology, 6(1): 37–58.
55.
Petty, R. E., & Cacioppo, J. T.1981. Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: Brown.
56.
Petty, R. E., & Cacioppo, J. T.1986. Communication and persuasion: Central and peripheral routes to attitude change. NY: Springer-Verlag.
57.
Robinson, S. L., & O’Leary-Kelley, A. M.1998. Monkey see monkey do: The influence of workgroups on the anti-social behaviors of employees. Academy of Management Journal, 41: 658–672.
58.
Sias, P. M.1996. Constructing perceptions of differential treatment: An analysis of coworker discourse. Communication Monographs, 63: 171–187.
59.
Sias, P. M., & Jablin, F. M.1995. Differential superior-subordinate relations, perceptions of fairness, and coworker communication. Human Communication Research, 22(1): 5–38.
60.
Silvester, J., Ferguson, E., & Patterson, F.1997. Comparing spoken attributions by German and UK engineers: Evaluating the success of a culture change programme. European Journal of Work and Organizational Psychology, 6(1): 103–117.
61.
Skinner, B. F.1978. About behaviorism. NY: Knopf.
62.
Stratton, P., Munton, A. G., Hanks, H. G., Heard, D. H., & Davidson, C.1988. The Leeds attributional coding system (LACS) manual. Leeds, UK: Leeds Family Therapy and Research Centre.
63.
Tal, Z., & Babad, E.1989. The “teacher’s pet” phenomenon as viewed by Israeli teachers and students. Elementary School Journal, 90: 97–108.
64.
Tversky, A., & Kahneman, D.1974. Judgment under uncertainty: Heuristics and biases. Science, 185: 1124–1131.
65.
Weick, K. E.1979. The social psychology of organizing (2nd ed.). NY: Random House.
66.
Weiner, B.1979. A theory of motivation for some classroom experiences. Journal of Educational Psychology, 71: 3–25.
67.
Weiner, B.1985. An attributional theory of achievement motivation and emotion. Psychological Review, 92: 548–573.
68.
Weiner, B.1986. An attributional theory of motivation and emotion. NY: Springer-Verlag.
69.
Weiner, B.1995. Judgments of responsibility: A foundation for a theory of social conduct. New York: Guilford Press.
70.
Weiner, B., Freize, I., Kukla, A., Reed, L., Rest, S., & Rosenbaum, R.1971. Perceiving the causes of success and failure. Morristown, NJ: General Learning Press.
71.
Welsh, H. M., Luthans, F., & Sommers, S. M.1993. Organizational behavior modification goes to Russia: Replicating an experimental analysis across cultures and tasks. Journal of Organizational Behavior Management, 13: 15–30.
72.
Wong, P. T. P., & Weiner, B.1981. When people ask “why” questions, and the heuristics of attributional search. Journal of Personality and Social Psychology, 40: 650–663.
73.
Wood, R. E., & Mitchell, T. R.1981. Manager behavior in a social context: The impact of impression management on attributions and disciplinary action. Organizational Behavior and Human Performance, 28: 365–378.
74.
Woods, W., & Kallgren, C. A.1988. Communicator attributes and persuasion: Recipients access to attitude-relevant information in memory. Personality and Social Psychology Bulletin, 14: 172–182.
75.
Woods, W., Rhodes, N., & Biek, M.1995. Working knowledge and attitude strength: An information processing analysis. In R. E. Petty & J. A. Krosnick (Eds.), Attitude strength: Antecedent and consequences: 283–313. Hillsdale, NJ: Erlbaum.
