The influence of relationship partners on client managers’ negotiation positions

Author(s):  
Mary Kate Dodgson ◽  
Christopher P. Agoglia ◽  
G. Bradley Bennett
2011 ◽  
Author(s):  
Nathaniel Lambert ◽  
C. Nathan DeWall ◽  
Brad J. Bushman ◽  
Tyler F. Stillman ◽  
Frank D. Fincham ◽  
...  

2021 ◽  
pp. 095679762110138
Author(s):  
Gregory M. Walton ◽  
Jason A. Okonofua ◽  
Kathleen Remington Cunningham ◽  
Daniel Hurst ◽  
Andres Pinedo ◽  
...  

When children return to school from juvenile detention, they face a severe stigma. We developed a procedure to orient educators and students toward each other as positive relationship partners during this period. In Study 1, through a structured exercise, students reentering school powerfully articulated to an educator of their choosing their prosocial hopes for school as well as challenges they faced. In a preliminary field trial ( N = 47), presenting this self-introduction to this educator in a one-page letter via a third-party requesting the educator’s help reduced recidivism to juvenile detention through the next semester from 69% to 29%. In Study 2 (preregistered), the letter led experienced teachers ( N = 349) to express greater commitment to, anticipate more success for, and feel more love and respect for a student beginning their reentry into school, potentially initiating a better trajectory. The results suggest how relationship-orienting procedures may sideline bias and make school more supportive for students facing stigma.


2018 ◽  
Vol 44 (10) ◽  
pp. 1487-1501 ◽  
Author(s):  
Edward Orehek ◽  
Amanda L. Forest ◽  
Sara Wingrove

The present research examines the implications of having relationship partners who serve as means to multiple goals. Specifically, we test the hypotheses that (a) partners who serve more goals will be evaluated as more interpersonally close, supportive, and responsive than those who serve fewer goals, and (b) partners who serve more goals will be less common in social networks than those who serve fewer goals. Three studies ( N = 1,064) found consistent support for these hypotheses while examining relationships with all members of participants’ active social network and their full range of goal pursuits. In addition, we found that the association between number of goals a partner serves and relationship evaluation is stronger for people who perceived their social networks as less (vs. more) instrumental on average, and among people who perceived their relationships as less close, less supportive, and less responsive, on average. Implications for close relationships are discussed.


2021 ◽  
Vol 72 (1) ◽  
pp. 585-607
Author(s):  
Richard P. Bagozzi ◽  
Simona Romani ◽  
Silvia Grappi ◽  
Lia Zarantonello

Research in psychology has shown that even routinely experienced everyday objects such as brands can trigger cognitively engaging, emotional, and socially meaningful experiences. In this article, we review three key areas where current advances reside: brands as passive objects with utilitarian and symbolic meanings, brands as relationship partners and regulators of personal relationships, and brands as creators of social identity with social group linking value. Research in these areas is grounded in a number of fundamental perspectives within cognitive, emotional, motivational, personality, interpersonal, and group psychology. We conclude by addressing emerging areas for research.


2019 ◽  
Vol 45 (10) ◽  
pp. 1499-1511 ◽  
Author(s):  
Benjamin Warach ◽  
Lawrence Josephs ◽  
Bernard S. Gorman

This article examines moral hypocrisy and the self-serving bias (SSB) in the sexual infidelity context. We found evidence of self-serving attributions that occur between primary relationship partners following sexual betrayals. Specifically, we found that sexual infidelity perpetrators (a) blamed their primary dyadic partners (i.e., victims) for infidelities significantly more than those victims blamed themselves for such infidelities, (b) blamed the surrounding circumstances for infidelities significantly more than their victims did, and (c) rated the emotional impact of infidelities on their victims as significantly less than victims’ ratings of such impact. Moreover, we found that participants with prior experience as both sexual infidelity perpetrators and victims displayed “sexual hypocrisy” by judging others more harshly than themselves for sexually unfaithful behavior. Our findings demonstrate that personality variables associated with sexual infidelity (narcissism, sexual narcissism, avoidant attachment, and primary psychopathy) are also relevant to self-serving attributions in the sexual infidelity context.


2020 ◽  
Vol 37 (8-9) ◽  
pp. 2366-2385
Author(s):  
Jerica X. Bornstein ◽  
Eshkol Rafaeli ◽  
Marci E.J. Gleason

Empathic accuracy (EA), the ability to understand a close other’s thoughts and feelings, is linked to relationship satisfaction. Yet, it is unclear whether stress interferes with relationship partners’ ability to be empathically accurate. The present study investigates whether a major life stressor, the transition to parenthood (TTP), interferes with EA between partners. In a daily diary study of 78 couples expecting their first child, couples reported on their own and their partners’ daily mood for 3 weeks during three separate time periods across the TTP: pregnancy, infancy, and toddlerhood. Both mothers and their partners demonstrated EA across the TTP. However, there was evidence that the transition interfered with EA: Partners’ ability to track mothers’ negative mood dropped significantly during infancy and remained low in toddlerhood, whereas mothers’ ability to track their partners’ positive mood dropped significantly in infancy and recovered in toddlerhood. This suggests that one way in which a major life stressor, in this case, the TTP, may interfere with relationship functioning is by decreasing couples’ understanding of each other’s mood states.


2015 ◽  
Vol 19 (2) ◽  
pp. 137-148 ◽  
Author(s):  
Huiying HOU ◽  
Daniel Chi Wing HO

In Hong Kong, client companies tend not to renew contracts with relationship partners and may change facilities management (FM) service providers on a frequent basis. This phenomenon is common in the FM industry. Inspired by the phenomenon of changing service providers, this study sheds light on a social relations perspective in outsourcing relationships and aims to investigate the factors that affect FM service outsourcing relationships. Open interviews with 20 FM managers were conducted, and the interview results were analysed with content analysis and coding methods. The empirical findings were interpreted on two levels. First, FM managers believe that rapport is an influential factor that affects FM service outsourcing relationships. Second, the courses in which the interviewees explain the manifestation of rapport and its significance reveal that common goals, shared values, trust, openness, and coordination are the factors that not only nurture the formation of rapport, but also have significant influences on social relations in the process of outsourcing. A framework has been developed to describe the conceptual relationships found in the empirical findings from the interviews. Eight guidelines have been outlined to indicate the managerial implications of this study.


2017 ◽  
Vol 81 (3) ◽  
pp. 21-40 ◽  
Author(s):  
Irina V. Kozlenkova ◽  
Robert W. Palmatier ◽  
Eric (Er) Fang ◽  
Bangming Xiao ◽  
Minxue Huang

As online shopping evolves from being primarily transactional to being more relational, sellers aim to form online relationships. This article investigates online relationship formation, identifies the performance payoffs that result from forming different types of online relationships (unilateral vs. reciprocal), and tests the most effective relationship-building strategies. Study 1, based on a longitudinal buyer-level analysis of an online shopping community, reveals that buyers use community-, seller-, and buyer-generated signals to identify suitable relationship partners and reduce online shopping risk. These signals generally diminish in importance as buyers gain experience but become more important when buyers are forming reciprocal relationships. Study 2 evaluates the dynamic payoffs of online relationship formation (seller-level analysis) on sales; the effect on sales of reciprocal relationships is three times greater and lasts seven times longer than that of seller-initiated, unilateral relationships. Study 3 is a field experiment testing managerially actionable strategies for leveraging relationships to grow online sales. Tenets arising from differences between online and offline relationships, together with the results from the three studies, inform an emerging theory of online relationships.


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