scholarly journals Dovish and Hawkish Influence in Distributive and Integrative Negotiations: The Role of (A)symmetry in Constituencies

2021 ◽  
Author(s):  
Hillie Aaldering ◽  
Shirli Kopelman
Keyword(s):  
Problem Solving ◽  
Labor Relations ◽  
Empirical Support ◽  
Dyadic Negotiation ◽  
Business Negotiations ◽  
Practical Implications

AbstractDovish and hawkish constituency pressures influence representative negotiations. Dovish constituency voices promote a collaborative and problem-solving approach, but can also allow for exploitation in negotiations. Hawkish voices encourage a competitive approach, but may leave value on the table. These dynamics are investigated in four experiments. In two interactive dyadic-negotiation experiments (Experiments 1 & 2; N = 186 and N = 220), we investigated how constituency pressures influenced outcomes in two negotiation settings (distributive and integrative). Representatives of dovish constituencies reached higher negotiation outcomes than representatives of hawkish constituencies, when facing a representative with a similar constituency (Experiment 1). However, when representatives with a dovish constituency met with representatives of a hawkish constituency, dovish representatives reached lower gains in both negotiation settings (Experiment 2). This hawkish advantage was replicated in two online scenario studies (Experiments 3 & 4; N = 248 and N = 319). There was no consistent empirical support for the role of a potential future interaction in eliciting representatives’ concessions (Experiment 1–3), however, an absence of accountability to constituents reduced representatives’ competitiveness, irrespective of whom they represented (Experiment 4). Theoretical and practical implications for labor relations, diplomacy, and business negotiations are discussed.

The Effect of Level of Negotiation Support Systems and Cultural Diversity on Coalition Formation

2010 ◽  
pp. 1452-1465
Author(s):  
Xiaojia Guo ◽  
John Lim ◽  
Fei Wang
Keyword(s):  
Cultural Diversity ◽  
Coalition Formation ◽  
Support Systems ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Team Members ◽  
Business Negotiations ◽  
Dyadic Negotiations ◽  
Practical Implications

This article is an attempt to investigate the role of negotiation support systems (NSSs) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiating team, coalition formation by team members stands out as an intriguing phenomenon, of which cultural diversity is a primary antecedent. NSSs through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test our research model and hypotheses. A content analysis was undertaken to measure the extent of coalition formation. Besides the quantitative approach, a qualitative analysis was also conducted to further enhance our exploratory efforts in examining the phenomenon. The results provide initial evidence of the usefulness of NSSs in supporting inter-team negotiations and have both theoretical and practical implications.

scholarly journals Choosing murabahah to the purchase orderer (MPO) vehicle financing: an Islamic theory of consumer behaviour perspective

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Hanudin Amin
Keyword(s):  
Consumer Behaviour ◽  
Empirical Support ◽  
Validity And Reliability ◽  
Content Type ◽  
Key Factor ◽  
Limited Application ◽  
Independent Variable ◽  
Practical Implications ◽  
Insight Into

Purpose This study aims to examine the effects of Islamic altruism, level of iman and maqasid consumer index on young intellectuals’ willingness to choose murabahah to the purchase orderer (MPO) vehicle financing. Besides, the role of the level of iman or faith as a mediator is examined. Design/methodology/approach Earlier studies have reported the limited application of the Islamic theory of consumer behaviour (ITCB) to the vehicle financing context. This lack of theoretical foundation might provide a potential explanation for the mixed empirical support that has been found. This study, therefore, uses the ITCB to study young intellectuals’ willingness to take up the facility. The data were analysed using partial least squares based on 312 respondents. Findings The results obtained from this study confirm that the ITCB should be applied to understand the willingness behaviour amongst young graduates in selecting MPO vehicle financing. The level of iman was found a key factor not only as an independent variable but also as a mediator. Research limitations/implications This study is limited in terms of its generalisation and research context. Practical implications New insight into patronage factors for MPO vehicle financing is provided along with the applicability outcome of the ITCB. Originality/value This paper applies the ITCB into the MPO vehicle financing context and using young intellectuals to examine the validity and reliability of the ITCB.

The role of absorptive capacity in Chinese firms

2016 ◽  
Vol 20 (2) ◽  
pp. 1-12 ◽  
Author(s):  
Claudio Petti ◽  
Shujun Zhang
Keyword(s):  
Absorptive Capacity ◽  
Empirical Support ◽  
Specific Reference ◽  
Relevant Research ◽  
Chinese Firms ◽  
Actual Performance ◽  
Content Type ◽  
Mediating Role ◽  
Practical Implications

Purpose This study aims to advance and test a multi-dimensional operationalization of absorptive capacity (ACAP) to ascertain its mediating role in the transformation of R&D expenses in actual performance. Design/methodology/approach This study departs from the conceptualization of ACAP as a reflective higher-order R&D-based construct, by specifying ACAP into its components and using an operationalization that encompasses both R&D and non-R&D measures to perform mediation analysis on a sample of 1,096 Chinese mainland firms. Findings This study's findings report evidence of positive but different roles of the components of ACAP, with specific reference to the positive but partial mediating role of realized ACAP between both R&D expenses and potential ACAP on a firm’s performance. Relevant research and practical implications for both management and policymaking are discussed. Originality/value The approach to ACAP conceptualization and measurement taken in this study provides empirical support to an often assumed and, incidentally, under-explored relationship. Moreover, it contributes with a multi-dimensional, non-exclusively R&D-based and process-oriented perspective to the analysis of the role played by ACAP in Chinese firms’ R&D effectiveness.

Inter-Team Negotiation Support, Coalition Formation, and Negotiation Outcomes

2010 ◽  
pp. 390-402
Author(s):  
Xiaojia Guo ◽  
John Lim ◽  
Fei Wang
Keyword(s):  
Content Analysis ◽  
Coalition Formation ◽  
Negotiation Support Systems ◽  
Negotiation Support ◽  
Team Members ◽  
Formation Dynamics ◽  
Business Negotiations ◽  
Dyadic Negotiations ◽  
Practical Implications

This chapter is an attempt to investigate the role of negotiation support systems (NSS) in supporting inter-team negotiations, which have become commonplace for today’s business negotiations. Inter-team negotiations differ from simple dyadic negotiations, and are associated with enormous complexity introduced by the negotiating team dynamics. When there are three or more members in a negotiating team, coalition formation by team members stands out as an intriguing phenomenon, of which cultural diversity is a primary antecedent. NSS through altering coalition formation dynamics have important impacts on various negotiation outcomes. An experiment was conducted to test the authors’ research model and hypotheses. A content analysis was undertaken to measure the extent of coalition formation. Besides the quantitative approach, a qualitative analysis was also conducted to further enhance our exploratory efforts in examining the phenomenon. The results provide initial evidence of the usefulness of NSS in supporting inter-team negotiations, and have both theoretical and practical implications.

scholarly journals Coronavirus Stress and Overeating: The Mediating Role of Anxiety and the Moderating Role of COVID-19 Burnout

2021 ◽  
Author(s):  
Ruining Wang ◽  
Baojuan Ye ◽  
Qiang Yang
Keyword(s):  
College Students ◽  
Empirical Support ◽  
Mediating Effect ◽  
Chinese College Students ◽  
Factors Associated ◽  
Mediating Role ◽  
The Relationship ◽  
Moderating Role ◽  
Practical Implications

Abstract Background: This study examined the mediating effect of anxiety and the moderating effect of COVID-19 burnout on the relationship between coronavirus stress and overeating among Chinese college students during the COVID-19 period. Methods: 2926 Chinese students (Mage = 19.90, SD = 1.47, range = 18 - 25, 54.3% female) completed self-reported questionnaires regarding coronavirus stress, anxiety, overeating, and COVID-19 burnout. The data was analyzed using Pearson’s r correlations and moderated mediation analysis. Results: The results revealed that anxiety mediated the link between coronavirus stress and college students’ overeating. College students’ COVID-19 burnout moderated the associations between anxiety and college students’ overeating. The association between coronavirus stress and anxiety was stronger for those with higher COVID-19 burnout. Discussion and conclusion: Findings of this study demonstrated that coronavirus stress was positively related to anxiety, which in turn, was related to overeating in college students. COVID-19 burnout enhanced this effect at indirect mediation paths, suggesting that college students with greater COVID-19 burnout may be more likely to have overeating behavior. This study identified the critical factors associated with overeating; it supplies empirical support for existing theories and provides practical implications for interventions aiming to decrease Chinese college students’ overeating during COVID-19 period.

The Role of Behavioral Models in the Ontological Structure of Modern Macroeconomics

2013 ◽  
pp. 98-110
Author(s):  
M. Likhachev
Keyword(s):  
Economic System ◽  
Government Regulation ◽  
Institutional Structure ◽  
Economic Environment ◽  
Behavioral Models ◽  
Macroeconomic Models ◽  
Basic Characteristics ◽  
Practical Implications

Behavioral models are considered in the paper as the link between the description of the institutional structure of the economic system and the formation of macro-aggregates, reflecting the results of its operations. The degree of homogeneity of the private sector’s economic environment and complementary goals of private entities and government regulation are noted as basic characteristics of behavioral models. The author examines the differences in the estimates of these characteristics as one of the most important factors underpinning the architecture of modern macroeconomic models and their practical implications.

Ups and downs on the roller coaster of task conflict: the role of group cognitive complexity, collective emotional intelligence and team creativity

2020 ◽  
Vol 18 (1) ◽  
pp. 23-37
Author(s):  
Andreea Gheorghe ◽  
Oana Fodor ◽  
Anișoara Pavelea
Keyword(s):  
Emotional Intelligence ◽  
Cognitive Complexity ◽  
Empirical Support ◽  
Task Conflict ◽  
Team Creativity ◽  
Mediating Role ◽  
Low Levels ◽  
Explanatory Mechanism ◽  
The Relationship

This study explores the association between task conflict and team creativity and the role of group cognitive complexity (GCC) as a potential explanatory mechanism in a sample of 159 students organized in 49 groups. Moreover, we analyzed the moderating effect of collective emotional intelligence (CEI)in the relationship between task conflict and GCC.As hypothesized, we found that task conflict has a nonlinear relationship with GCC, but contrary to our expectations, it follows a U-shaped association, not an inversed U-shape. In addition,the moderating role of CEI was significant only at low levels. Contrary to our expectation, the mediating role of GCC did not receive empirical support. Theoretical and practical contributions are discussed.

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