Think twice before using door-in-the-face tactics in repeated negotiation

2018 ◽  
Vol 29 (2) ◽  
pp. 167-188
Author(s):  
Ricky S. Wong ◽  
Susan Howard
Keyword(s):  
Future Research ◽  
Negative Consequences ◽  
Collaborative Project ◽  
Content Type ◽  
The Face ◽  
New Perspective ◽  
The Uk ◽  
Subjective Outcomes ◽  
Future Project ◽  
Practical Implications

Purpose The purpose of this paper is to examine the detrimental effects of the door-in-the-face (DITF) tactic in repeated negotiation. A more complete understanding of its negative consequences is essential to make an informed decision about its use. Design/methodology/approach This paper is the product of two between-subjects scenario-based negotiation experiments involving university students in Hong Kong (Study 1) and professionals in the UK with negotiation experience (Study 2). Findings Both the studies herein showed that detecting opponents using this tactic reduced the degree to which negotiators found their counterparts trustworthy. It also increased the likelihood of negotiators switching to an alternative partner in a collaborative project. This relationship is mediated by perceived trustworthiness. Negotiators who had detected opponents’ use of DITF made higher offers and obtained better outcomes in a subsequent negotiation. These findings indicate that negotiators who benefitted from DITF considered its use ethical, while those who suffered because of its use by others found it unethical. Practical implications Before using DITF, users should be wary of the likelihood they and their counterpart will negotiate again and/or will collaborate in a future project. Originality/value This paper presents a new perspective from which the use of DITF may backfire in a subsequent negotiation, in terms of both objective and subjective outcomes. This is, to the best of the authors’ knowledge, the first paper to address how user and victim judge the ethicality of DITF tactics. The findings offer a building block for future research on other compliance techniques in repeated negotiations.

“Give it a Try”: experiences of black, Asian and minority ethnic young men in a prison-based offender personality disorder service

2019 ◽  
Vol 21 (1) ◽  
pp. 14-26
Author(s):  
Stephanie Hunter ◽  
Eleanor Craig ◽  
Jake Shaw
Keyword(s):  
Personality Disorder ◽  
Thematic Analysis ◽  
Design Methodology ◽  
Policy Implications ◽  
Future Research ◽  
Content Type ◽  
The Uk ◽  
Minority Ethnic ◽  
Practical Implications ◽  
Insight Into

Purpose Within the current offender personality disorder (OPD) pathway in the UK, black, Asian and minority ethnic (BAME) populations are underrepresented. Fewer BAME offenders are engaging with services despite being proportionately identified for inclusion and referred on to the pathway. The paper aims to discuss this issue. Design/methodology/approach This qualitative study explored the experiences of 11 BAME men engaged in a prison-based OPD service for young offenders to identify the highlights and challenges of engagement within the service and to what extent they experienced a sense of inclusion/belonging. Findings Thematic analysis was used to identify three overarching themes and sub-themes. Why am I going to be an Outcast? describes the barriers to engagement encountered by the participants; and Give it a Try and Nothing but Respect describe the process of overcoming these barriers. Barriers revolved around the experiences of judgement, alienation and hopelessness. These were overcome through peer encouragement, developing relationships with staff and freedom to regulate levels of engagement. Practical implications Practice and policy implications are considered to support similar services in addressing the barriers to engagement faced by BAME individuals. Areas for future research are also recommended. Originality/value Currently, no research has directly explored the under-representation of young BAME offenders with emerging personality disorder in the OPD pathway. The findings provided an insight into some of the difficulties these young BAME offenders faced when accessing this service, alongside aspects which maintained their engagement.

Desistance from absconding: “You’ve got to have hope”

2020 ◽  
Vol 22 (4) ◽  
pp. 223-234
Author(s):  
Aliye Emirali ◽  
Rachel O'Rourke ◽  
Caroline Friendship
Keyword(s):  
Design Methodology ◽  
Sense Of Self ◽  
Future Research ◽  
Content Type ◽  
Factors Associated ◽  
Practical Support ◽  
Increased Risk ◽  
New Perspective ◽  
Stage 1 ◽  
Practical Implications

Purpose This paper explores absconding from a new perspective. Literature has tended to focus on the risk factors linked with absconding. This paper aims to consider desistance factors for absconding for prisoners at higher risk of absconding in open prisons. Design/methodology/approach Stage 1 used logistic regression to identify factors associated with increased risk of absconding. Stage 2 identified new receptions with increased risk and used thematic analysis to analyse interviews with prisoners that did not abscond after three months. Findings Stage 1 found that the total number of previous offences predicted absconding. Stage 2 found three themes linked to desistance in absconding: “support”, “ownership” and “sense of self”. Practical implications This study highlights the importance of ensuring prisoners in open prisons are offered the appropriate emotional and practical support. It also identifies the importance of hope amongst prisoners in open conditions. Future research should further explore this idea in more depth. Originality/value Previous literature has looked at absconding from a risk factor perspective. This research identifies the desistance factors associated with absconding for individuals who have been identified as high risk of absconding. Improvements in factors associated with desistance from absconding may support a reduction in absconding from open prisons.

Eliciting positive social change: marketing’s capacity to drive prosocial behaviours

2015 ◽  
Vol 33 (5) ◽  
pp. 826-843 ◽  
Author(s):  
Aron O'Cass ◽  
Deborah Griffin
Keyword(s):  
Social Change ◽  
Social Marketing ◽  
Social Issues ◽  
Future Research ◽  
Prosocial Behaviour ◽  
Negative Consequences ◽  
Content Type ◽  
Positive Feelings ◽  
Prosocial Behaviours ◽  
Practical Implications

Purpose – While social marketing has been utilised to bring about positive social change, ultimately, the decision to engage in prosocial behaviour resides with the individual. The purpose of this paper is to explore the determinants and outcomes of prosocial behaviours. Design/methodology/approach – A web-based self-administered survey was used to collect data from a convenience sample of largely university staff and students. Data obtained were analysed using SEM-based partial least squares methodology. Findings – The results show that individuals who are future oriented and issue involved are more likely to engage in prosocial behaviour. Also, these individuals are more likely to assess fewer negative consequences and experience more positive feelings as a result of their prosocial behaviour. Research limitations/implications – While the study focuses on two social issues, it does provide some explanation of self-reported behaviour, rather than intention to behave. However, future research could pay attention to a wider array of social issues and undertake post hoc testing to measure the characteristics of the chosen social issues. This may enhance findings, and provide greater support for the generalisability of the model. Also, future research could be directed towards the examining the role of perceived risk and feelings as an outcome of behaviour. Practical implications – A better understanding of the prosocial individual can assist in designing more effective social marketing campaigns. In particular, focusing on positive feelings as a result of engaging in prosocial behaviour has practical implications. Originality/value – Little attention has been given in the marketing and consumer behaviour literature to understanding the prosocial individual. To this end, this research empirically tests a model of prosocial behaviour for two social issues that integrates determinants (social responsibility, time orientation and issue involvement) and outcomes (assessment of negative consequences and feelings). Moreover, the results highlight that positive feelings are a significant outcome of prosocial behaviour.

Negotiating liminality following life transitions: reflexive bricolage and liminal hotspots

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Katy Kerrane ◽  
Andrew Lindridge ◽  
Sally Dibb
Keyword(s):  
South Asian ◽  
Design Methodology ◽  
Minority Groups ◽  
Life Transitions ◽  
Future Research ◽  
Content Type ◽  
Transition To Motherhood ◽  
The Uk ◽  
Asian Mothers ◽  
Practical Implications

Purpose This paper aims to investigate how consumption linked with life transitions can differ in its potential to bring about ongoing liminality. By examining how consumers can draw on overlapping systems of resources, different ways in which consumers negotiate ongoing liminality following the transition to motherhood are identified. Design/methodology/approach The authors conducted an interpretive, exploratory study using in-depth phenomenological interviews with 23 South Asian mothers living in the UK. The sample consisted of mothers at different stages of motherhood. Findings Following life transitions, consumers may encounter liminal hotspots at the intersection of overlapping systems of resources. The findings examine two liminal hotspots with differing potential to produce ongoing liminality. The study shows how consumers navigate these liminal hotspots in different ways, by accepting, rejecting and amalgamating the resources at hand. Research limitations/implications The research sample could have been more diverse; future research could examine liminal hotspots relating to different minority groups and life transitions. Practical implications Marketers need to examine the different ways in which consumers draw on different systems of resources following life transitions. The paper includes implications for how marketers segment, target and market to ethnic minority consumers. Originality/value Due to increasingly fluid social conditions, there are likely to be growing numbers of consumers who experience ongoing liminality following life transitions. A preliminary framework is presented outlining different ways that consumers negotiate ongoing liminality by drawing on overlapping systems of resources, broadening the understanding of the role that marketplace resources play beyond life transitions.

Facing the challenge of improvisation in project management: a critical review

2019 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Guilherme Malucelli ◽  
Marcos T.J. Barbosa ◽  
Marly Monteiro de Carvalho
Keyword(s):  
Content Analysis ◽  
Project Management ◽  
Literature Review ◽  
Systematic Literature Review ◽  
Future Research ◽  
Complex Environments ◽  
Content Type ◽  
The Core ◽  
The Face ◽  
Practical Implications

Purpose When plans fail, the form of making it happen leads to improvisation in practice, which is not sufficiently approached yet in the project management (PM) field. The main reason for the lack of research is that improvisation is predominantly seemed in a negative perspective. Due to the relevance of improvisation in the PM field, the purpose of this paper is to investigate how and why improvisation is applied in the PM context. This research address two questions: which are the key topics and studies linked with improvisation in the PM context?: how do the origin factors and the purpose influence improvisation in PM context? Design/methodology/approach A systematic literature review was carried out through the merging of bibliometric analysis and content analysis. The systematic literature review aims to identify and synthesize the research on the theme, applying structured, transparent and replicable procedures for each phase of the process. These studies focus mainly on the identification of literature standards based on publication reviews. The sampling process follows the flow summarized in Figure 1. The searching process was based on two selected databases, the Web of Science and Scopus. The search strings applied were: (improvisation OR bricolage) AND “project management.” Findings The evolution of publications has shown the existence of a growing interest in the articles relating to improvisation and PM in recent years. The literature on improvisation in the PM context, allows to identify the key related constructs, origin factors and purposes. It also identifies the core relation among these constructs. The understanding of the effect of origin factors on the key related constructs was achieved. Improvisation appears not only as a strategy for adapting when dealing with urgent demands, but also as a team skill. Research limitations/implications As a limitation related to the research methods adopted, their exploratory nature is acknowledged, implying some subjectivity in the content analysis of the surveyed sample. The databases, search strings and selection criteria may also have narrowed the research sample. This study shows a lack of research on knowledge management, experience and resilience that can be a drive for future research. Other interesting insights for future research are that some origin factors are more related with some related constructs than others. Practical implications As practical implications, project practitioners can better understand how improvisation is related to PM. The results can bring insights to professionals such as to explore improvisation in uncertainty and complex environments, and to improve aspects like adaptation, intuition and innovation needs. Improvisation can be understood as a way to improve project results considering that it is a mechanism of management in the face of the inherent environment pressure and is related to ones who have experience and is not necessarily a consequence of lack of planning. Originality/value This paper contributes to the current literature in two ways. First, there is in-depth understanding of the literature on improvisation in the PM context, which allows to identify the key related constructs, origin factors and purposes. Moreover, it identifies the core relation among these constructs. Second, understanding of the effect of origin factors on the key related constructs was achieved.

scholarly journals Whistleblowing over patient safety and care quality: a review of the literature

2019 ◽  
Vol 33 (6) ◽  
pp. 737-756 ◽  
Author(s):  
John Blenkinsopp ◽  
Nick Snowden ◽  
Russell Mannion ◽  
Martin Powell ◽  
Huw Davies ◽  
...  
Keyword(s):  
Patient Safety ◽  
Design Methodology ◽  
Evidence Base ◽  
Care Quality ◽  
Future Research ◽  
Review Of The Literature ◽  
Content Type ◽  
Sense Of Security ◽  
The Uk ◽  
Practical Implications

Purpose The purpose of this paper is to review existing research on whistleblowing in healthcare in order to develop an evidence base for policy and research. Design/methodology/approach A narrative review, based on systematic literature protocols developed within the management field. Findings The authors identify valuable insights on the factors that influence healthcare whistleblowing, and how organizations respond, but also substantial gaps in the coverage of the literature, which is overly focused on nursing, has been largely carried out in the UK and Australia, and concentrates on the earlier stages of the whistleblowing process. Research limitations/implications The review identifies gaps in the literature on whistleblowing in healthcare, but also draws attention to an unhelpful lack of connection with the much larger mainstream literature on whistleblowing. Practical implications Despite the limitations to the existing literature important implications for practice can be identified, including enhancing employees’ sense of security and providing ethics training. Originality/value This paper provides a platform for future research on whistleblowing in healthcare, at a time when policymakers are increasingly aware of its role in ensuring patient safety and care quality.

scholarly journals The multiplicity of international corporate social responsibility standards

2019 ◽  
Vol 27 (4) ◽  
pp. 397-426 ◽  
Author(s):  
Luc Fransen ◽  
Ans Kolk ◽  
Miguel Rivera-Santos
Keyword(s):  
Corporate Social Responsibility ◽  
Social Responsibility ◽  
Value Chain ◽  
Multinational Enterprises ◽  
Future Research ◽  
Global Value Chain ◽  
Content Type ◽  
New Perspective ◽  
Corporate Social ◽  
Practical Implications

Purpose This paper aims to examine the multiplicity of corporate social responsibility (CSR) standards, explaining its nature, dynamics and implications for multinational enterprises (MNEs) and international business (IB), especially in the context of CSR and global value chain (GVC) governance. Design/methodology/approach This paper leverages insights from the literature in political science, policy, regulation, governance and IB; from the own earlier work; and from an inventory of CSR standards across a range of sectors and products. Findings This analysis’ more nuanced approach to CSR standard multiplicity helps distinguish the different categories of standards; uncovers the existence of different types of standard multiplicity; and highlights complex trends in their evolution over time, discussing implications for the various firms targeted by, or involved in, these initiatives, and for CSR and GVC governance research. Research limitations/implications This paper opens many avenues for future research on CSR multiplicity and its consequences; on lead firms governing GVCs from an IB perspective; and on institutional and market complexity. Practical implications By providing overviews and classifications, this paper helps clarify CSR standards as “new regulators” and “instruments” for actors in business, society and government. Originality/value This paper contributes by filling gaps in different existing literatures concerning standard multiplicity. It also specifically adds a new perspective to the IB literature, which thus far has not fully incorporated the complexity and dynamics of CSR standard multiplicity in examining GVCs and MNE strategy and policy.

Impact of COVID-19 on financial performance of logistics firms: evidence from G-20 countries

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Osama Fayez Atayah ◽  
Mohamed Mahjoub Dhiaf ◽  
Khakan Najaf ◽  
Guilherme Francisco Frederico
Keyword(s):  
Financial Performance ◽  
Design Methodology ◽  
Study Data ◽  
Global Perspective ◽  
Future Research ◽  
Content Type ◽  
Confirmatory Analysis ◽  
The Uk ◽  
Practical Implications

Purpose This study aims to contribute to the extant literature on logistics by investigating the interrelationship between the financial performance of listed logistics firms and the COVID-19 and compare the logistics firms’ financial performance of G-20 countries during the pandemic period. Design/methodology/approach To conduct the confirmatory analysis by testing the hypotheses formulated for this study, data have been collected from Bloomberg of all logistics firms from G-20 countries. This paper gathered the first quarter from 2010 until the last quarter of 2020 as the research sample to examine the pandemic impact on financial performance. Findings The results show that the financial performance of logistic firms was significantly higher during 2020. Overall, the country-wise findings corroborated with the main results and the financial performance of 14 countries’ logistic firms out of 20 ones analysed has been significantly elevated, during the pandemic period. However, this paper has found out a negative financial performance of the logistics firms during the COVID-19 period in six countries (Germany, Korea, Russia, Mexico, Saudi Arabia and the UK), which support the second proposition. Research limitations/implications The study’s results were important as they highlighted the role of logistics firms in offering insights to academics, practitioners, policymakers and logistic firms’ stakeholders. For future research, this paper suggests including some other variables that might influence firm performance and that have not been considered in this study, which is a limitation, and going more deeply into the logistics sector by comparing the financial performance of the sub-sectors. Practical implications As the importance of logistics services during the pandemic period is relevant, this study may provide significant insights because the logistics firms play a crucial role by anticipating to ensure the supply of essential items such as food, medicine, then supporting for the continuity of supply chains. The view of finance impacts during the pandemic may provide insightful perspectives for logistics companies, allowing them to understand those impacts and better prepare for likely disruption events such COVID-19 pandemic. Originality/value This paper is novel considering that it is unique in evaluating logistics firms’ financial performance from a global perspective, considering the context of this historical pandemic.

scholarly journals Can the offence behaviours of stranger rapists discriminate between UK and non-UK nationals

2019 ◽  
Vol 11 (1) ◽  
pp. 67-76
Author(s):  
Louise Almond ◽  
Michelle McManus ◽  
Gemma Curtis
Keyword(s):  
Logistic Regression ◽  
Predictive Ability ◽  
Crime Scene ◽  
Criminal History ◽  
Future Research ◽  
Content Type ◽  
Criminal Histories ◽  
The Uk ◽  
The Impact ◽  
Practical Implications

Purpose Currently, no research is available for behavioural investigative advisors’ to provide justifications to infer from the crime scene that an offender is a UK or non-UK national. The paper aims to discuss these issues. Design/methodology/approach Data were obtained from National Crime Agency and consisted of 651 stranger rapes, 434 UK nationals and 217 non-UK nationals. All cases were coded for 70 offence behaviour variables. χ2 analyses were conducted to identify significant associations between offence behaviours and offender nationality. Significant associations were then entered into a logistic regression analysis to assess their combined predictive ability of offender nationality. Findings Analyses revealed 11 offence behaviours with significant associations to offender nationality: confidence, darkness, offender kisses victim, victim performs sex acts, requests sex acts, apologises, destroys forensics, block entry/exit, weapon – firearm, vaginal penetration – hands/fist/digital, and violence: minimal. From this, seven variables held predictive ability within the logistic regression, with five predicting the non-UK grouping and two the UK grouping. Research limitations/implications Future research should test the distinctions between UK and non-UK national stranger rapists and explore the impact of length of residency. Practical implications Results indicated that on the whole UK and non-UK stranger rapists display similar behaviours, but there were some distinct behaviours within stranger rape crime scenes, particularly the use of firearms. The ability to use crime scene behaviours to narrow suspect pools by criminal conviction is only useful when police have access to full criminal histories. Unfortunately, the ability to access and search non-UK databases is not always possible. Therefore, this study may be the first step for BIAs to utilise in identifying the likely offender nationality, before using further models that narrow down to criminal history. Originality/value This is the first study to examine whether it is possible to differentiate stranger rapists nationality using their offence behaviours.

scholarly journals Research performance and the organizational effectiveness of universities

2018 ◽  
Vol 5 (1) ◽  
pp. 22-38 ◽  
Author(s):  
Richard Croucher ◽  
Paul Gooderham ◽  
Marian Rizov
Keyword(s):  
Organizational Effectiveness ◽  
Design Methodology ◽  
Research Performance ◽  
Negative Consequences ◽  
Content Type ◽  
Main Independent Variable ◽  
Independent Variable ◽  
The Uk ◽  
The Relationship ◽  
Practical Implications

Purpose The purpose of this paper is to test Shattock’s legacy reputation thesis that non-leading universities in the UK face insuperable resource barriers to entering the leading group. Design/methodology/approach Employing regression analysis, the authors examine whether prioritizing research performance is a viable strategy for non-leading UK universities aiming to improve their organizational effectiveness. The dependent variable, organizational effectiveness, is measured by the annual Guardian rankings of universities. The main independent variable, research performance, is measured using “research power” (“RP”). RP is derived from the UK Research Excellence Framework. Findings For 2008-2014, the authors find that changes in research performance impacted university rankings. However, the authors also find that changes to the rankings are largely confined to non-leading universities and have not led to these institutions breaking into the group of leading universities. Therefore, Shattock’s thesis is supported. Practical implications Failing to maintain research performance can have significant negative consequences for the rankings of non-leading universities. Originality/value This is the first study that examines the relationship between the research performance of universities in the UK with a measure of their overall organizational effectiveness.

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