Why Dominance Incites Deference: A Social Norms Account

Abstract

Behavioral displays of dominance are a widely documented antecedent to high social rank in both human and non-human species. Yet the reasons dominant actors incite deference in others are not entirely clear. In contrast to extant explanations that suggest the intent to defer is a direct effect of the dominant actor on the individual target, we predicted that the intent to defer to a dominant actor can also be caused by the indirect effect of a norm of deference that is evident in others’ behavior. Specifically, we hypothesized that the targets of dominance assume, based on a norm of deference, that others respect dominant actors more than they do themselves, and that this assumption predicts the intention to defer over and above targets’ direct perceptions of the dominant actor. Consistent with our hypotheses, the studies reported here show that, on average, individuals exhibit a self-other difference in status conferral judgments towards dominant actors such that they think others respect, admire, and esteem dominant actors more than they themselves do. Perceptions of others’ status conferrals predicts the intent to defer to dominant actors above and beyond individuals’ direct perceptions of dominant actors. Results document a novel pathway through which dominance incites deference, are indicative of the potential for pluralistic ignorance about the value of dominance in groups, and highlight the central role of social norms in hierarchical stratification and maintenance.