Cognitive Social Colloquium - Nir Halevi

ה', 21/11/201912:30-14:00
Social Sciences, 27501, Mount Scopus
Nir Halevi (Stanford)


Brokering Orientations and Social Capital


Individuals often influence others’ relationships, for better or worse. We introduce and validate the Brokering Orientations Scale (BOS), a multifaceted measure that captures individuals’ behavioral tendencies to influence others’ relationships as intermediaries, conciliators, and dividers. Six studies explored the psychometric properties of the BOS and investigated the effects of brokering orientations on complementary aspects of social capital, including workplace status, prestige, dominance, and trust. The intermediary, conciliatory and divisive brokering orientations related differently to fundamental needs and motives, social and political skills, broad dimensions of personality, and aspects of moral character (Studies 1a-1c). The three brokering orientations also had distinct effects on brokers’ social capital (Studies 2-4). The effects of brokering on social capital varied as a function of the brokering orientation and the aspect of social capital. Although brokers’ self-reports of their brokering behaviors predicted their own sense of social capital (Study 2), other reports of brokers’ behaviors were on the whole more predictive of brokers’ social capital in the eyes of others (Study 3). Our final experiment demonstrated causal effects of brokering behaviors on status conferral, perceptions of prestige and dominance, and trust in brokers (Study 4). These findings: (a) provide compelling evidence that different brokering orientations represent conceptually distinct and empirically distinguishable forms of social influence; (b) enhance our understanding of how social influence processes in groups shape social capital; and (c) provide a new methodological tool for future research on brokering as a social process