An exploration of whether engineers differ from non-engineers in their approach to negotiations

2019 ◽  
Vol 30 (4) ◽  
pp. 420-440
Author(s):  
Barry Goldman ◽  
Dylan A. Cooper ◽  
Cagatay Koc
Keyword(s):  
Emotional Intelligence ◽  
Individual Differences ◽  
Perspective Taking ◽  
Content Type ◽  
Women In Engineering ◽  
Integrative Negotiation ◽  
Cultural Implications ◽  
Research Propositions ◽  
Workforce Composition ◽  
Practical Implications

Purpose In this investigation, the authors aim to ask whether engineers, as a profession, share distinct characteristics in their attitudes and behaviors relating to negotiations. Based on a review of the literature, the authors answer in the affirmative. Generally speaking, the existing studies on individual differences of engineers conclude that they are more conscientious, more goal-driven, more competitive and less people-oriented than non-engineers. The authors suggest that these differences have significant consequences on how engineers engage in negotiations. In particular, the authors propose that engineers’ approach to negotiation includes differences related to distributive versus integrative negotiation, emotional intelligence, perspective-taking and preferred persuasion techniques. Design/methodology/approach This paper involves an integrated literature review, combining research in management, psychology and engineering to investigate whether engineers approach negotiations differently from non-engineers. Findings The authors suggest that individual differences between engineers and non-engineers have significant consequences for how engineers engage in negotiations. In particular, the authors propose that engineers’ approach to negotiation includes differences related to distributive versus integrative negotiation, emotional intelligence, perspective-taking and preferred persuasion techniques. Research limitations/implications The authors offer 11 research propositions in areas relating to how engineers engage in distributive versus integrative negotiations, emotional intelligence, perspective-taking and their preferred persuasive techniques. Practical implications There are important implications for how engineers and their supervisors should be aware of these differences between how engineers and non-engineers view negotiations and how these differences may affect them and their employing organizations. There are also cultural implications, particularly for organizations for which engineers comprise a majority or a minority of the workforce composition. Social implications There are important implications for diversity in the engineering profession, especially as it relates to the hiring of women in engineering (as they now comprise a small minority of the profession). Originality/value To the best of the authors’ knowledge, this is the first study that investigates how engineers negotiate. Because engineering is a hugely important contributor to society, the results of this have important implications for the society.

Four ways mind–body infused coaching approaches sharpen executives’ performance

2018 ◽  
Vol 17 (6) ◽  
pp. 282-289
Author(s):  
Alison Horstmeyer
Keyword(s):  
Emotional Intelligence ◽  
Work Performance ◽  
Holistic Approach ◽  
Personality Types ◽  
Content Type ◽  
Whole Person ◽  
Body Practices ◽  
The Brain ◽  
Practical Implications

Purpose This paper aims to describe mind–body infused coaching and to explain four distinct effects it can have on organizational executives and employees. Design/methodology/approach A review of theory and research on mind–body practices, emotional intelligence and work performance was conducted. A case study from the author’s experience also is included. Findings Mind–body infused coaching activates employees’ awareness, ignites a strengths-based approach, improves inner workings of the brain, boosts emotional intelligence and promotes curiosity. Practical implications HR professionals and managers are encouraged to obtain training in evidence-based mind–body principles to improve and sustain outcomes when coaching organizational executives and employees. Originality/value Conventional coaching approaches tend to be highly reductionistic by focusing solely on employees’ personality types, soft skills or achievement of specific goals. This paper discusses a holistic approach to coaching the whole person and outlines four specific benefits that could be anticipated as a result.

Entrepreneurship and fintech development: comparing reward and equity crowdfunding

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ciro Troise ◽  
Diego Matricano ◽  
Elena Candelo ◽  
Mario Sorrentino
Keyword(s):  
Design Methodology ◽  
State Of The Art ◽  
Methodological Approach ◽  
Point Of View ◽  
Comparative Approach ◽  
Current Debate ◽  
Content Type ◽  
Equity Crowdfunding ◽  
Research Propositions ◽  
Practical Implications

Purpose Starting from the state-of-the-art of Fintech development, this study aims to propose some research propositions comparing reward-crowdfunding (RCF) and equity-crowdfunding (ECF). In this sense, the present research provides a comprehensive analysis of fintech development and – to conceptualize the comparison between RCF and ECF – it focuses on campaigns’ characteristics, aims and post-campaigns scenarios. Design/methodology/approach All the research propositions related to the comparison between RCF and ECF are rooted in dedicated literature. The methodological approach adopted in the present paper can be referred to theorizing. Findings This study suggests that five key elements characterize the development of fintech: regulation, infrastructure, technologies, finance and innovations. The research provides nine propositions: four related to the campaigns’ characteristics; two related to the use of crowdfunding models by entrepreneurs; and three related to the performance of crowdfunded companies. Practical implications By offering nine research propositions, this study is expected to foster and support the investigation of fintech development from an entrepreneurial and managerial point of view. Originality/value To the best of authors’ knowledge, this study is among the first to explore the fintech development and to propose a comparative approach between RCF and ECF. This research contributes to the current debate on fintech development as well as on the comparison between crowdfunding models.

A comparative benchmark model for SMEs: viable entrepreneur emotional intelligence

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Noorliza Karia
Keyword(s):  
Human Capital ◽  
Emotional Intelligence ◽  
Design Methodology ◽  
Sustainable Business ◽  
Content Type ◽  
Benchmark Model ◽  
Entrepreneurial Performance ◽  
Self Confidence ◽  
Practical Implications ◽  
Viable Model

PurposeBesides small- and medium-sized enterprises' (SMEs) constraints, there is a lack of critical observations of the human capital model naturally inspiring themselves from within. Therefore this paper exposes the factors of emotional intelligence (EI) that make entrepreneurs gain sustainable competitiveness.Design/methodology/approachA data of self-administered survey from 397 SMEs in Malaysia was investigated using regression analysis.FindingsThe results reveal factors of EI comprised of self-confidence, self-innovation, self-inspiration and self-vision that have significant positive impacts on entrepreneurial performance. Amazingly, EI contributes almost 30% of the success, where self-vision and self-innovation are the robust EI to strengthen and sustain entrepreneurial performance. In contrast, self-confidence and self-inspiration are generic EI of human capital and easy to be applied by rivals.Research limitations/implicationsThe study provides a comparative benchmark model for SMEs, managers and entrepreneurs inspiring themselves from within that they can emulate and attain the same success. SMEs can obtain success by investing and culturing EI factors within themselves.Practical implicationsThe study provides a comparative benchmark model for SMEs and managers inspiring themselves from within and expands the theory of heterogeneous SMEs and the human capital to sustainable business and competitiveness. SMEs can obtain success through capitalizing human capital attributes within themselves.Originality/valueThe study is the first providing the viable model for SMEs or entrepreneurs leading themselves from within, to their action, behaviour, decision and achievement or the performance mechanism with a benchmark model of entrepreneur EI as a booster.

Pilots for change: exploring organisational change through distributed leadership

2014 ◽  
Vol 35 (2) ◽  
pp. 152-167 ◽  
Author(s):  
Steve Kempster ◽  
Malcolm Higgs ◽  
Tobias Wuerz
Keyword(s):  
Change Management ◽  
Distributed Leadership ◽  
Organisational Change ◽  
Change Leadership ◽  
Theoretical Argument ◽  
Future Directions ◽  
Content Type ◽  
Research Propositions ◽  
Key Aspects ◽  
Practical Implications

Purpose – Little is known about how and why pilots are useful in the context of organisational change. There has similarly been little attention to processes of distributed leadership in organisational change. The purpose of this paper is to develop a theoretical argument relating to how key aspects shaping organisational change can be addressed by distributed change leadership through the mechanism of pilots. Design/methodology/approach – The paper contribution is to review extant literature on change management and distributed leadership to build a model of distributed change leadership. Findings – The paper outlines how the model of distributed change leadership can be applied through a pilot strategy to help engender commitment and learning, as well as contextualising the change to cope with the complexities of the situation. Practical implications – The paper concludes with a discussion on the opportunities distributed leadership through pilots can bring to the effectiveness of organisational change interventions. The paper identifies a series of research propositions to help guide future directions for research. Finally the paper explores practical implications of the suggestions. Originality/value – There is an absence of discussion on distributed leadership within the context of change management. Further the mechanism of pilots shaped by distributed leadership has not been explored. This paper is intended to provide a stimulus for exploring this important area in terms of shaping thinking and designs for organisational change to enhance effectiveness.

Developing new capability: middle managers’ role in corporate entrepreneurship

2018 ◽  
Vol 30 (4) ◽  
pp. 470-493 ◽  
Author(s):  
Yuanyuan Wu ◽  
Zhenzhong Ma ◽  
Milo Shaoqing Wang
Keyword(s):  
Conceptual Model ◽  
Middle Managers ◽  
Corporate Entrepreneurship ◽  
Capability Development ◽  
Content Type ◽  
Theoretical Contribution ◽  
Multi Level ◽  
Research Propositions ◽  
Practical Implications

PurposeThe purpose of this paper is to explore the role of middle managers in the corporate entrepreneurship process that drives new capability development. Middle managers are highlighted as key entrepreneurial agents because of their special position in an organization.Design/methodology/approachThe paper draws on existing capability development and corporate entrepreneurship literature and develops a conceptual model and research propositions that are illustrated through three examples from a Chinese private firm.FindingsThis paper contends the dual role of middle managers, both as change implementers to follow pre-set rules of an existing corporate entrepreneurship system and as change initiators to bring new rules to improve the existing system.Research limitations/implicationsThe paper is conceptual in nature, advancing the understanding of middle managers’ role in corporate entrepreneurship. The paper provides directions for future empirical research.Practical implicationsThe interactions between middle managers and other organizational agents are discussed in the propositions. This paper suggests the importance of empowering middle managers to facilitate changes in complex internal environments.Originality/valueThe paper provides a unique theoretical contribution by introducing the interface-based, multi-level conceptual model of corporate entrepreneurship toward new capability development.

Does “CHALTA HAI” culture negatively impacts sustainability of business firms in India? An empirical investigation

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sheshadri Chatterjee ◽  
Ranjan Chaudhuri ◽  
Demetris Vrontis ◽  
Alkis Thrassou
Keyword(s):  
Structural Equation ◽  
Partial Least Square ◽  
Least Square ◽  
Future Research ◽  
Content Type ◽  
Modelling Analysis ◽  
Cultural Implications ◽  
Indian Firm ◽  
Limited Generalizability ◽  
Practical Implications

Purpose Chalta hai (it is fine or it is acceptable) is an Indian cultural phenomenon that influences attitude towards work and business and diachronically adversely affects both. The purpose of this study is to explore its impact on the sustainability of business firms operating in India. Design/methodology/approach The research has firstly undertaken a theoretical study towards the development of appropriate hypotheses and a corresponding conceptual model, with emphasis on the effects of chalta hai culture as a moderator of the predictor-sustainability linkages. The model has been validated statistically through partial least square- structural equation modelling analysis of usable feedbacks from 349 respondents. Findings The research has concluded that the cultural notion of chalta hai impacts adversely the sustainability of business firms operating in India, with its effects being dominant. Research limitations/implications The research has scholarly and executive implications, as well as socio-cultural implications. The sample, however, allows for conclusions to be drawn reliably but with limited generalizability. Additionally, only three predictors have been considered, bestowing upon future research the task of building on the present model through additional pertinent predictors and boundary conditions that will enhance its explanative power. Practical implications The research has provided a scientifically developed model that guides Indian firm managers through appropriate steps that dissuade stakeholders from exhibiting the behavioural traits and attitudes of chalta hai culture, highlighting along the way its detrimental effects on Indian business sustainability. Originality/value There is little research on the business impacts of chalta hai and regarding the sustainability perspective/focus. In addition, this is in sharp contrast to the spread and impact of the phenomenon. This research and its findings, therefore, are valuable with regard to both their wider context (“chalta hai” business effects) and their specific focus (sustainability).

New approaches on repatriation research

2014 ◽  
Vol 12 (3) ◽  
pp. 326-344 ◽  
Author(s):  
Naiara Arnaez ◽  
Amaia Arizkuren ◽  
Marta Muñiz ◽  
María Eugenia Sánchez
Keyword(s):  
Management Practices ◽  
Recent Literature ◽  
Future Research ◽  
Contextual Influences ◽  
Content Type ◽  
Future Studies ◽  
Human Resource Management Practices ◽  
Research Propositions ◽  
The Impact ◽  
Practical Implications

Purpose – The purpose of this paper is to analyze repatriation as an active actor on his/her return and not just as a passive receiver of organizational human resource management practices. Traditionally, literature has been focused on investigating the impact of organizational practices and support on repatriation, but new studies suggest that this approach is insufficient. According to these studies, individual and contextual influences are also important on repatriation and new studies are needed to measure its impact. Design/methodology/approach – This article is the base of future studies to analyze the impact of both approaches at once. Findings – The paper departs from recent literature in the field, to develop a series of research propositions. Research limitations/implications – The implications of this study include to contribute to the knowledge and future research on the expatriation process, studying the adaptation, performance, etc. of the expatriate during the international mission and particularly the last part of the process, repatriation, which has not received so much attention. Practical implications – This paper highlights that mismanagement of repatriation could lead to turnover of these valuable professionals or to a non-satisfactory reinstatement or even to inefficiency. On the other hand, the perception that repatriation is not well managed and that it does not lead to an advance for the employee could discourage future expatriates to accept international missions, which could even slow down the international progress of the company. Originality/value – The integration of the traditional and the emerging perspectives of repatriation process.

A perspective-taking model for global assignments

2014 ◽  
Vol 2 (3) ◽  
pp. 280-297 ◽  
Author(s):  
Joon Hyung Park ◽  
Je’Anna Lea Abbott ◽  
Steve Werner
Keyword(s):  
Host Country ◽  
Cognitive Processes ◽  
Perspective Taking ◽  
Design Methodology ◽  
Psychological Capital ◽  
View Point ◽  
Content Type ◽  
Host Country Nationals ◽  
Conceptual Paper ◽  
Practical Implications

Purpose – The purpose of this paper is to propose a model that explains how proactive cognitive processes, such as perspective-taking, relates to expatriates’ effectiveness. Design/methodology/approach – This conceptual paper presents the model that is based on the perspective-taking models developed by Parker et al. (2008) and applies them to the expatriate context. Findings – The authors present a framework that delineates how the perspective-taking process leads to an expatriate’s effectiveness. The authors provide propositions about which factors motivate expatriates to engage in perspective-taking and which factors influence higher accuracy of understanding of the host country nationals’ (HCN) perspective. Practical implications – Guidance is provided for the training of expatriate to develop perspective-taking. Originality/value – The paper expands the expatriate research by incorporating the perspective-taking model to identify which factors may motivate expatriates to see the HCN view point. Also, the paper contributes to the literature by identifying how resources such as expatriates’ psychological capital may promote the degree of accuracy or comprehension with respect to the HCN thoughts and feelings.

Humanistic perspectives in virtual reference

2017 ◽  
Vol 66 (8/9) ◽  
pp. 695-710 ◽  
Author(s):  
Adolfo G. Prieto
Keyword(s):  
Emotional Intelligence ◽  
Future Study ◽  
Design Methodology ◽  
Multidisciplinary Approach ◽  
Relevant Literature ◽  
Background Information ◽  
Virtual Reference ◽  
Content Type ◽  
Practical Applications ◽  
Practical Implications

Purpose Virtual reference is a part of the services offered at academic and other types of libraries. This paper discusses humanistic perspectives that merit consideration in the provision of virtual reference (VR), including mindfulness, authenticity, emotional intelligence (EI) and counseling. This study aims to make these perspectives become a part of the language and practice of virtual reference through this discussion. Design/methodology/approach The paper establishes a framework for the VR perspectives it discusses by examining relevant literature for background information and practical applications. Findings VR has the potential to benefit from the interrelated humanistic perspectives of mindfulness, authenticity, EI and counseling. It is through the counseling perspective that mindfulness, authenticity and EI are embodied to offer a more transformational and less transactional experience for both librarians and users. Research limitations/implications While the paper provides examples of language used by the author to illustrate the counseling perspective, a future study, whereby virtual reference transcripts are formally analyzed, may be beneficial to determine other expressions of counseling and its related perspectives of mindfulness, authenticity and EI. Practical implications This paper provides a resource especially helpful to individuals new to VR or who seek opportunities for growth in providing VR. Originality/value In addition to taking a multifaceted view of VR through the humanistic perspectives presented, this paper also offers a multidisciplinary approach in its discussion, drawing from areas such as business and medicine.

Roadmap to sustainable strategies

2017 ◽  
Vol 33 (5) ◽  
pp. 30-32
Keyword(s):  
Design Methodology ◽  
Business Strategies ◽  
Sustainable Business ◽  
Content Type ◽  
Sustainability Strategies ◽  
Pertinent Information ◽  
Nuanced Understanding ◽  
Research Propositions ◽  
The Relationship ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Research propositions concerning the relationship between implementation of different sustainability strategies, along with the requisite capabilities offered, provide a guide for managers, and also encouragement for scholars to seek a more nuanced understanding of how companies can improve their economic performance through the implementation of sustainable business strategies. Practical implications The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

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