When anger and happiness generate concessions: investigating counterpart’s culture and negotiation intentions

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jimena Y. Ramirez-Marin ◽  
Adrian Barragan Diaz ◽  
Felipe A. Guzman
Keyword(s):  
Role Playing ◽  
Content Type ◽  
Face To Face ◽  
Face Negotiation ◽  
Different Types ◽  
Mediating Mechanisms ◽  
Intercultural Negotiation ◽  
The Relationship ◽  
Empirical Implications ◽  
Practical Implications

Purpose Drawing from the emotions as social information theory, this paper aims to investigate the differential effects of emotions in inter vs intracultural negotiations. Design/methodology/approach The authors used one face-to-face negotiation and two experimental scenario studies to investigate the influence of emotions (anger vs happiness) and negotiation type (intercultural vs intracultural) on concession behavior. Findings Across the three studies, the results consistently show that angry opponents from a different national culture obtain larger concessions from negotiators. A face-to-face negotiation shows that happy opponents from the same culture are able to obtain larger concessions from negotiators. Additionally, the negotiator’s intentions to compromise and yield mediate the relationship between the interaction of emotions and counterpart’s culture on concessions. Research limitations/implications Two limitations are that the studies were conducted in a single country and that they use different types of role-playing designs. The empirical implications provide evidence of the moderating effect of the counterpart’s culture on the effect of anger on concessions. Then, providing two different mechanisms for concessions. Practical implications The research helps global negotiators who face counterparts from different nationalities. It suggests that these negotiators should be mindful of their counterpart’s emotions in intercultural negotiation as anger seems to generate more concessions in this setting. Originality/value The article is among the first studies to show that the combination of the counterpart’s culture and emotions has an effect on concessions in negotiation. Compromising and yielding are mediating mechanisms for this moderated effect. As opposed to previous studies that use one type of research design, the research combines face-to-face and scenario methodologies to test the predictions.

Dave Snowden on KM and big data/analytics: interview with David J. Pauleen

2017 ◽  
Vol 21 (1) ◽  
pp. 12-17 ◽  
Author(s):  
David J. Pauleen
Keyword(s):  
Big Data ◽  
Data Analytics ◽  
Big Data Analytics ◽  
Theory And Practice ◽  
Content Type ◽  
Face To Face ◽  
The Relationship ◽  
A Company ◽  
Practical Implications ◽  
Scientific Officer

Purpose Dave Snowden has been an important voice in knowledge management over the years. As the founder and chief scientific officer of Cognitive Edge, a company focused on the development of the theory and practice of social complexity, he offers informative views on the relationship between big data/analytics and KM. Design/methodology/approach A face-to-face interview was held with Dave Snowden in May 2015 in Auckland, New Zealand. Findings According to Snowden, analytics in the form of algorithms are imperfect and can only to a small extent capture the reasoning and analytical capabilities of people. For this reason, while big data/analytics can be useful, they are limited and must be used in conjunction with human knowledge and reasoning. Practical implications Snowden offers his views on big data/analytics and how they can be used effectively in real world situations in combination with human reasoning and input, for example in fields from resource management to individual health care. Originality/value Snowden is an innovative thinker. He combines knowledge and experience from many fields and offers original views and understanding of big data/analytics, knowledge and management.

scholarly journals Knowledge capabilities in supply chain networks: a taxonomy

2020 ◽  
Vol 24 (3) ◽  
pp. 655-674
Author(s):  
Robert Ogulin ◽  
Gustavo Guzman ◽  
Subasinghage Maduka Nuwangi
Keyword(s):  
Supply Chain ◽  
Design Methodology ◽  
Research Process ◽  
Managerial Decision ◽  
Content Type ◽  
Supply Chain Networks ◽  
Different Types ◽  
The Relationship ◽  
Practical Implications ◽  
Two Bodies

Purpose This paper aims to develop a conceptual taxonomy for building requisite knowledge capabilities for different supply chain network (SCN) types. Specifically, it examines knowledge capabilities required for three types of SCNs: efficient, collaborative and agile SCNs. Design/methodology/approach This paper integrates two bodies of thought (i.e. knowledge management and organisational learning) and applies them to SCNs. An abductive research process is used to develop this conceptual taxonomy. Findings The conceptual taxonomy details three archetypical knowledge capabilities – exploitation, exploration and ambidextrous. Those knowledge capabilities are required for efficient, collaborative and agile SCNs, respectively. Research limitations/implications This paper is conceptual and theory-based. The next stages of the research seek to further strengthen the explanatory value of the taxonomy through empirical validation. Practical implications The taxonomy developed in this paper provides a valuable and pragmatic tool for managerial decision-making in the context of SCNs. Specifically, it provides a roadmap for practitioners since the study develops an understanding of the relationship between knowledge capabilities and types of SCNs. Originality/value This is one of the earliest studies that attempt to unearth requisite knowledge capabilities for different types of SCNs.

scholarly journals Examining the effects of interorganizational learning on performance: a meta-analysis

2018 ◽  
Vol 33 (4) ◽  
pp. 574-584 ◽  
Author(s):  
Anni Rajala
Keyword(s):  
Meta Analysis ◽  
Moderating Effects ◽  
Interorganizational Learning ◽  
Content Type ◽  
Positive Effects ◽  
Research Designs ◽  
Different Types ◽  
And Performance ◽  
The Relationship ◽  
Practical Implications

Purpose Relationship learning is viewed as an important factor in enhancing competitiveness and an important determinant of profitability in relationships. Prior studies have acknowledged the positive effects of interorganizational learning on performance, but the performance measures applied have varied. The purpose of this study is to examine the relationship between interorganizational learning and different types of performance. The paper also goes beyond direct effects by investigating the moderating effects of different research designs. Design/methodology/approach This paper applies a meta-analytic approach to systematically analyze 21 independent studies (N = 4,618) to reveal the relationship between interorganizational learning and performance. Findings The findings indicate that interorganizational learning is an important predictor of performance, and that the effects of interorganizational learning on performance differ in magnitude under different research conditions. Research limitations/implications The paper focuses on interorganizational learning, and during the data collection, some related topics were excluded from the data search to retain the focus on learning. Practical implications The study evinces the breadth of the field of interorganizational learning and how different research designs affect research results. Moreover, this meta-analysis indicates the need for greater clarity when defining the concepts used in studies and for definitions of the concepts applied in the field of interorganizational learning to be unified. Originality/value This study is the first to meta-analytically synthesize literature on interorganizational learning. It also illuminates new perspectives for future studies within this field.

Exploring project managers’ accountability

2019 ◽  
Vol 12 (4) ◽  
pp. 919-937 ◽  
Author(s):  
Davar Rezania ◽  
Ron Baker ◽  
Andrew Nixon
Keyword(s):  
Agency Theory ◽  
Organizational Context ◽  
Critical Realism ◽  
Project Managers ◽  
Content Type ◽  
Face To Face ◽  
Face Negotiation ◽  
Project Governance ◽  
Project Deliverables ◽  
Practical Implications

Purpose Despite the importance of accountability for the oversight of projects, few studies have directly examined accountability mechanisms at the project level. While the literature already provides descriptions of governance and mechanisms of accountability, the purpose of this paper is to examine how project managers view their accountability relationships within their organizational context. Design/methodology/approach The study is guided by critical realism as a philosophy of science. The authors interviewed 15 project managers from 12 organizations and analyzed the transcripts in the light of existing project management accountability literature. Findings The authors observe the practice of socializing accountability through face-to-face negotiation and symmetries of power due to interdependencies happen to some extent in management of projects. This suggests ambidexterity in accountability in project-based organizations. Therefore, the current models of project accountability and governance that are solely based on the agency theory are not sufficient to explain the accountability relationships in such organizations. Practical implications Accountability arrangements happen within a system for steering projects. Managers should be aware of how project managers view their accountability and how socializing practices of accountability can help the project’s management and the organization’s management interact in order to transform organizational systems by regulating issues of project concern and defining the process and direction of how project deliverables are produced, introduced, absorbed and used within the organization. Originality/value “Theory driven” interviews and analysis are used to confirm or refine conceptualization of accountability in management of projects. Most models of project governance are based on the agency theory or governability theory. The authors have demonstrated that socializing practices of accountability should be included in investigating project governance. The authors observe that project managers are often concerned with the interdependence with their principals and the socializing processes of accountability that arise from this interdependence.

The state of opportunities: clarifying the transitions between opportunity types

2015 ◽  
Vol 53 (7) ◽  
pp. 1398-1411 ◽  
Author(s):  
Chris Welter ◽  
Sharon Alvarez
Keyword(s):  
Human Resources ◽  
Design Methodology ◽  
Theoretical Work ◽  
The Other ◽  
Theory Building ◽  
Content Type ◽  
Different Types ◽  
System States ◽  
The Relationship ◽  
Practical Implications

Purpose – The purpose of this paper is to describe how discovery and creation opportunities transition from one to the other and thereby clarify the relationship between opportunity types. This theoretical work will offer insight for studying opportunities and clarify the different practical implications of different opportunity types. Design/methodology/approach – To further the understanding of opportunity types, the paper employs Dubin’s (1978) theory building methodology focussing specifically on the concepts of system states. Approaching opportunity types as system states clarifies the relationship between discovery and creation opportunities. Findings – This research argues that opportunities transition from creation opportunities to discovery opportunities. Furthermore, understanding the opportunity state can clarify the practical implications for entrepreneurs. In particular, entrepreneurs in discovery states employ different processes regarding human resources, strategy, financing, planning, leadership, and potential competitive advantage than entrepreneurs pursuing creation states. Originality/value – This paper offers value to researchers by clarifying the differences between opportunity types. To date, there has been little to no investigation into how opportunity types change from one type to another. This research offers to clarify the debate about the existence of different opportunity types and move the discussion forward theoretically. Additionally, this manuscript offers practical insights for entrepreneurs pursuing different types of opportunities.

scholarly journals Modeling utilitarian‐hedonic dual mediation (UHDM) in the purchase and use of games

2013 ◽  
Vol 23 (2) ◽  
pp. 229-256 ◽  
Author(s):  
Robert Davis ◽  
Bodo Lang ◽  
Neil Gautam
Keyword(s):  
Structural Equation ◽  
Causal Effect ◽  
Research Question ◽  
Role Playing ◽  
Hedonic Consumption ◽  
Content Type ◽  
Role Playing Game ◽  
Game Context ◽  
The Relationship ◽  
Practical Implications

PurposeIt is assumed that consumers consume games to experience hedonic and utilitarian value. However, there is no conceptual model or empirical evidence that supports this hypothesis in the game context or clarifies whether these consumption values have dual mediated or individual effects. Therefore, the purpose of this research is to model the relationship between hedonic and utilitarian consumption and game purchase and usage.Design/methodology/approachThis research question is answered through two studies. In Study One, qualitative interviews with 18 gamers were implemented to explore the relationship between hedonic and utilitarian consumption and, game purchase and usage behaviour. In Study Two, we surveyed 493 consumers and conducted confirmatory factor analysis and structural equation modelling across four game types to model this relationship.FindingsThe paper concludes that hedonic rather than utilitarian consumption positively impacts purchase and usage. Support was also found for the utilitarian‐hedonic dual mediation model (UHDM). Therefore, utilitarian consumption has an indirect causal effect on game purchase or usage through hedonic consumption.Practical implicationsGame development for consumers online, on wireless devices and on consoles should place greater emphasis on the practical implications of hedonic consumption. Attention could be focused on perceived enjoyment, self‐concept, self‐congruity and self‐efficacy as the primary drivers of use and purchase. Practical solutions should also be developed to develop the UHDM effect.Originality/valueThis is the first paper in the game context to explore and model the relationship between hedonic, utilitarian consumption and the UHDM effect on game purchase and usage. This paper is also unique because it provides results across four game groups: all games (ALL), Sports/Simulation/Driving (SSD), Role Playing Game/Massively Multiplayer Online Role‐Playing Game Strategy (RPG), and Action/Adventure/Fighting (AAF).

scholarly journals Conventional REITs, Islamic REITs and macroeconomic variables in Malaysia: a review

2020 ◽  
Vol 12 (1) ◽  
pp. 131-143 ◽  
Author(s):  
Mohd Edil Abd Sukor ◽  
Zahida Abu Sujak ◽  
Kamaruzaman Noordin
Keyword(s):  
Macroeconomic Factors ◽  
Business Decisions ◽  
Content Type ◽  
Macroeconomic Variables ◽  
Different Types ◽  
Asset Size ◽  
The Impact ◽  
The Relationship ◽  
Practical Implications ◽  
Conventional Counterpart

Purpose The purpose of this paper is to empirically examine the return and dividend characteristics of two different types of Malaysian real estate investment trust (REIT) series, namely, conventional and Islamic, against macroeconomic variables over the period 2011-2017. Design/methodology/approach The required data are derived from Datastream database. Multiple regression analysis is used to determine the impact of macroeconomic variables on financial performance of 13 Malaysian REIT series. Findings Results show that the macroeconomic variables are able to predict future returns and dividends of Malaysian REITs. The analysis also suggests that Islamic REITs are seen to be less sensitive to macroeconomic variables and display better portfolio diversification benefits as compared to their conventional counterpart. The ongoing implications for large-cap and small-cap REITs are also highlighted. Research limitations/implications The main limitation of the study is the small percentage of Islamic REITs sample due to limited period of observation available. However, the two Islamic REITs included are representative of Islamic REITs in Malaysia as both of them are listed in the Bursa Malaysia with asset size and market capitalization values more than RM1bn. Practical implications The results of this study may serve as a useful input for financial market players on making strategic business decisions especially with regards to differences between conventional and Islamic REITs characteristics. Originality/value The main contribution of this paper is to explore the relationship between REITs and macroeconomic factors on a unique capital market (Malaysia) that allows comparison between conventional and its Islamic counterpart.

How can NGOs prevent volunteers from quitting? The moderating role of the NGO type

2019 ◽  
Vol 58 (2) ◽  
pp. 201-220 ◽  
Author(s):  
Jose Miguel Lorente-Ayala ◽  
Natalia Vila-Lopez ◽  
Ines Kuster-Boluda
Keyword(s):  
Self Determination Theory ◽  
Content Type ◽  
Different Types ◽  
Modelling Methodology ◽  
The One ◽  
The Impact ◽  
The Relationship ◽  
Moderating Role ◽  
Practical Implications

Purpose The rise of non-governmental organisations (NGOs) during the last decades has made the volunteer a key element. Motivation and satisfaction have been indicated as predictive indices of their retention. The purpose of this paper is twofold. On the one hand, it seeks to better understand the motivations of the volunteers, addressing the effects of such motivations. On the other hand, it analyses whether the intensity of such antecedents and effects differs depending on the type of NGO with which they work: generalist vs specialist. Design/methodology/approach A study with 847 volunteers from different types of NGOs was done using structural modelling methodology and multi-sample analysis. Findings The type of NGO moderates the relationship between the satisfaction of the volunteer and the intention to recommend. Practical implications Given that in specialist NGOs the impact of satisfaction on the intention to recommend is significantly stronger than in generalist NGOs, making sure that volunteers are satisfied becomes a priority in this type of NGO. In this regard, satisfaction studies among volunteers could be conducted periodically to detect crisis situations and implement improvement actions to recover satisfaction in the occupied position. Originality/value First, to date, the motivations of the volunteer have been investigated from different disciplines, the self-determination theory (SDT) being an important motivational theory widely used in areas such as social, education and sports psychology. However, there is little research from a marketing approach to understand the background of the motivations of volunteers under this conceptual framework provided by the SDT. Second, there is also a scarcity of literature linking the motivations of a volunteer with the emotions they may feel, ultimately achieving consolidated lasting links with the NGO in which they are integrated. Third, most research on volunteering to date has focused on differentiating volunteers from non-volunteers and understanding the reasons for volunteering. However, the presence of studies on the differences in the motivation of the same according to the type of NGO with which they collaborate has been scarce.

Importance of intrinsic and extrinsic quality food characteristics by different consumer segments

2017 ◽  
Vol 119 (4) ◽  
pp. 845-862 ◽  
Author(s):  
Ruzica Brečić ◽  
Željka Mesić ◽  
Marija Cerjak
Keyword(s):  
Food Quality ◽  
Food Products ◽  
Food Choices ◽  
Quality Characteristics ◽  
Content Type ◽  
Face To Face ◽  
Consumption Frequency ◽  
Different Types ◽  
Random Sampling Approach ◽  
Practical Implications

Purpose The purpose of this paper is to examine intrinsic and extrinsic food quality characteristics and the relative importance placed on these characteristics by different consumer segments. Moreover, relationship between segments of consumers and consumption frequency of differentiated food products (traditional, functional and organic) was analysed. Design/methodology/approach A three-stage stratified random sampling approach was employed and data were collected via 500 face-to-face interviews conducted in respondents’ homes. A version of the Food Choice Questionnaire was used to examine the motives of consumers’ underlying food choices. The collected data were analysed by factor analysis followed by cluster analysis. Findings Four factors were identified: health and sensory characteristics, price and availability, body weight and digestion, and convenience. Resulting clusters were named as: healthy and tasty food lovers, convenient, concerned, and indifferent consumers. Differences were identified between the segments according to consumers’ frequency of consumption of the different types of food products. Practical implications The findings have impact implications for food producers and distributors in developing communication strategies for consumer segments with different attitudes and motives. The findings of this study not only contribute to the organic, traditional, and food with health claim literature, but also help industry, government, and consumer associations fully understand consumer perceptions of intrinsic and extrinsic foods characteristics and enhance consumers’ responses to the different types of food products. Originality/value The study represents one of the first assessments of the importance of food quality characteristics, segmentation, and consumption frequency of traditional, organic, and functional food products in Central and Eastern Europe.

Aligning conflict brand stories with product types

2020 ◽  
Vol 37 (7) ◽  
pp. 909-919
Author(s):  
Chin-Ching Yin ◽  
Hung-Chang Chiu ◽  
Yi-Ching Hsieh
Keyword(s):  
Literary Theory ◽  
Design Methodology ◽  
Brand Attitudes ◽  
Content Type ◽  
Different Types ◽  
Research Gap ◽  
Customer Attitudes ◽  
Main Effects ◽  
The Relationship ◽  
Practical Implications

Purpose Using classic literary theory pertaining to conflicts, this study aims to investigate the links of various types of conflicts and brand attitudes, in the context of brand stories for search and experience product types. Design/methodology/approach The authors used a survey of university students to test this study’s hypotheses. Findings The results reveal significant main effects of four conflict reversal stories on brand attitudes. The influences of man-against-self, man-against-man and man-against-society conflicts on brand attitude are greater for experience than for search products. In contrast, the influence of man-against-nature conflict is higher for search than for experience products. Research limitations/implications To generalize the results, this study should be replicated using more heterogeneous populations, setting the study in other cultures, testing actual brands and using a wider range of products. Practical implications The findings provide insights for marketers seeking to use appropriate conflicts in their brand stories to enhance customers’ brand attitudes. Originality/value Extant research does not address the relationship between different types of conflicts and customer attitudes, and the current study bridges this research gap.

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