A proposed model for effective negotiation skill development

2017 ◽  
Vol 36 (7) ◽  
pp. 940-958 ◽  
Author(s):  
Elizabeth Chapman ◽  
Edward W. Miles ◽  
Todd Maurer
Keyword(s):  
Skill Development ◽  
Holistic Model ◽  
Content Type ◽  
Developmental Experiences ◽  
Negotiation Skill ◽  
Customized Training ◽  
Situational Variables ◽  
Organizational Perspective ◽  
Negotiation Tactics ◽  
And Behaviors

Purpose Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which people become effective negotiators. The purpose of this paper is to develop an initial model from an intra-organizational perspective to outline the factors that contribute to the development of negotiation skills and behaviors by employees. Design/methodology/approach This conceptual paper relies on prior research and existing theory to focus on the types of developmental and learning experiences and processes that lead to the acquisition of three specific types of key negotiation skills and behaviors. Findings Distributive, integrative, and adaptable negotiation skills are developed most effectively via different learning and development activities, respectively. Additionally, unique individual difference and situational variables could contribute to particular negotiation behaviors, either directly or via an interaction with developmental experiences. Practical implications The paper proposes a model for future testing in which results can provide support for tailored/customized training and development of employee negotiation skills. Providing the correct people with the correct tools in the correct manner is always desirable by practitioners. Originality/value This proposed holistic model provides new insights, structure, and suggestions for more research on factors that lead to negotiation skill development and exhibition of effective negotiation behaviors. This paper goes beyond description of negotiation tactics and addresses the various negotiation contexts and the unique skills needed for each. Most importantly, the paper addresses how those skills are uniquely and most effectively developed.

Expanding knowledge frontiers in entrepreneurship: examining bricolage and effectuation

2020 ◽  
Vol 26 (5) ◽  
pp. 1043-1065
Author(s):  
Vanessa Vasconcelos Scazziota ◽  
Tales Andreassi ◽  
Fernando Antonio Ribeiro Serra ◽  
Luiz Guerrazzi
Keyword(s):  
Decision Process ◽  
Design Methodology ◽  
Knowledge Bases ◽  
Research Trends ◽  
Bibliographic Coupling ◽  
Content Type ◽  
Methodological Feature ◽  
Theoretical Approaches ◽  
And Behaviors ◽  
Opportunity Creation

PurposeOur purpose is to evaluate effectuation and bricolage through their unique and shared references to understand possible overlaps and conceptual complementarities between these theoretical approaches.Design/methodology/approachThe use of bibliometric techniques to examining simultaneously both theoretical approaches is one of the distinctions of this work. Another important methodological feature is the use of co-citation and bibliographic coupling and their interaction, to verify 179 published documents relating to their references.FindingsThe study reveals the intellectual structures underlying the approaches and differences originating from their knowledge bases, as well as the research trends.Originality/valueBy identifying the differences in the decision process and behaviors that culminate in opportunity creation in each, it offers a complementary vision of previous works. The evidence stresses it is interesting to explore their integration, considering the complementarity of their unique aspects.

Impact of perceived corporate social responsibility on attitudes and behaviors of pharmacists working in MNCs

Humanomics ◽  
2017 ◽  
Vol 33 (4) ◽  
pp. 453-469 ◽  
Author(s):  
Muhammad Khaleel ◽  
Shankar Chelliah ◽  
Sana Rauf ◽  
Muhammad Jamil
Keyword(s):  
Corporate Social Responsibility ◽  
Organizational Commitment ◽  
Supervisory Support ◽  
Content Type ◽  
Attitudes And Behaviors ◽  
Perceived Supervisory Support ◽  
And Behaviors ◽  
Corporate Social ◽  
The Relationship

Purpose This study aims to find out how corporate social responsibility (CSR) initiatives are perceived by pharmacists and how it influences employees’ organizational commitment and organizational citizenship behavior (OCB) and role of perceived supervisor support in the study. Design/methodology/approach Pharmacists of different hierarchical levels from five multinational pharmaceutical industries in Pakistan were selected as study samples. Data were collected from 136 pharmacists working in Punjab Region. PLS-SEM was used to test the hypotheses. Findings The results from this study found that CSR was a predictor of affective organizational commitment (AOC) and OCB. AOC fully mediates the relationship between CSR and OCB. While perceived supervisory support did not moderate the relationship between AOC and OCB. Pharmaceutical firms can promote commitment toward organization and OCBs by initiating CSR activities. Research limitations/implications This research is one of the innovative studies that empirically examine the predicting role of CSR and moderating role of perceived supervisory support on employees’ attitude and behaviors in the pharmaceutical companies’ context. Moreover, this research will also help the management by adopting CSR activities as core element in shaping employees attitudes and behaviors. Originality/value It is a significant study shifting the focus of research into organizational behavior context and further influences employee’s attitudes and behavior because of perceived CSR in the pharmacy industry.

A new technology acceptance model: a mixed-method of grounded theory and system dynamics

Kybernetes ◽  
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mahdi Bastan ◽  
Masoumeh Zarei ◽  
Reza Tavakkoli-Moghaddam ◽  
Hamed Shakouri G.
Keyword(s):  
Grounded Theory ◽  
System Dynamics ◽  
Technology Acceptance ◽  
Conceptual Model ◽  
Technology Acceptance Model ◽  
Holistic Model ◽  
Content Type ◽  
Systemic Model ◽  
Effective Policy ◽  
Acceptance Model

Purpose The Iranian construction industry has been grappling with numerous problems in recent years, including rework, high costs and design errors. Engineers in this field have always highlighted the use of modern technological methods of construction to improve quality and productivity and reduce time and cost. One of these technologies is the so-called building information modeling (BIM), which has been very difficult to adopt and implement in Iran. The purpose of this study is to propose a systemic and holistic model to analyze the dynamics of adoption and implementation of BIM in this country. The purpose of this paper is to understand the dynamics of BIM acceptance to identify the most effective policy to maximize it in the Iranian manufacturing industry. Design/methodology/approach A two-stage methodology has been developed to achieve the purpose of the research. In the first stage, a technology acceptance model for BIM acceptance was developed using the grounded theory (GT) method. This conceptual model provides a holistic basis for building a simulation model. Thus, in the second stage, we used the dynamics system methodology to extract a dynamic model from the conceptual one. This dynamic model can simulate different policies and may be used to evaluate their respective effectiveness. Findings In this study, using the GT method, we obtained 510 primary codes, 118 secondary codes, 50 concepts and 17 categories. After determining the relationships between categories through axial coding, we reached a conceptual model based on selective coding. Mention some of the variables of the conceptual model. Awareness, security, perceived usefulness and perceived ease of use are some of the most important variables of this model. In the next part, this conceptual model was run using system dynamics and, thus, turned into a causal model in which all the effective variables on BIM technology and their relationships with each other are specified. The stock and flow diagram of the problem and its related equations were presented. To improve the model and solve the problem, we examined the four policies as four future scenarios on the model: continuing the status quo, development of specialist workforce training, bolstering governmental support and increasing awareness via advertisement within. The simulation results showed that government support is the most effective policy for maximizing BIM acceptance in Iran. Practical implications In addition to enumerating all the factors affecting BIM technology, this paper proposes a systemic model that provides an accurate and comprehensive view of the acceptance of this technology. In this regard, by introducing feedback loops, as well as reinforcing and balancing factors versus factors causing stasis, the model offers a much deeper insight into mechanisms associated with BIM development and its barriers. Therefore, this study provides a very useful perspective and basis for policy-makers and all stakeholders to accept and implement BIM technology. The findings of this study can lead to more accurate policy-making, removal of acceptance barriers, promotion of incentives, and consequently more effective acceptance of BIM technology. Originality/value In this study, a new mixed research method was used. The innovation of our study lies in its simultaneous use of GT method to construct an accurate and holistic model and applying the system dynamics methodology to build a holistic and systemic model of the BIM acceptance problem. This research also provides a suitable standard and tool for studying BIM technology in developing countries.

scholarly journals Playing for fun or gambling for money: a qualitative longitudinal study of digitally simulated gambling among young Danes

2018 ◽  
Vol 19 (3) ◽  
pp. 251-266
Author(s):  
Søren Kristiansen ◽  
Maria Camilla Trabjerg ◽  
Nanna Reventlov Lauth ◽  
Anders Malling
Keyword(s):  
Young People ◽  
Panel Study ◽  
Structural Features ◽  
Geographic Region ◽  
Content Type ◽  
Individual Interviews ◽  
Regulatory Policies ◽  
And Behaviors ◽  
Gambling Market ◽  
Simulated Gambling

Purpose The study aims to explore the types of simulated games and gambling platforms used by adolescents, adolescent’s experiences, motivations and behaviors vis-à-vis simulated gambling and the potential interrelationships between simulated and monetary forms gambling. Design/methodology/approach Data was obtained from a qualitative longitudinal panel study with three waves of individual interviews. A cohort of 51 young Danes, with varying levels of gambling involvement, were interviewed three times, with a 10-12 frequency from 2011 to 2014. In total, 149 interviews were conducted over the 4-year period. Findings Enjoying social interactional effects appeared to be the main reasons young people engage in simulated gambling games. The study documented characteristics of both a catalyst pathway and a containment pathway emphasizing that for some young people simulated gambling may increase the likelihood of involvement in real money gambling while it may decrease it for others. Research limitations/implications The sample was relatively limited and it involved participants from only one of the five Danish regions. The sample reflects the culture, rural/urban configuration and gambling market of a specific geographic region. Practical implications Some forms of simulated digital gambling may provide players with excitement and unrealistic conceptions of winning chances, which, in turn, may encourage participation in real forms of gambling. This may call for regulatory policies aiming at the structural features of simulated gambling products and their rapid global spread. Consumer campaigns aimed at both young people themselves and their parents may be considered. Originality/value Few studies have provided insights into the meanings and motivations of young people engaged in simulated gambling. The current study is among the first to explore adolescent’s experiences, motivations and behaviors vis-à-vis simulated gambling and the potential interrelationships between simulated and monetary forms gambling.

A cross-cultural analysis of factors influencing choice in volunteering activities

2015 ◽  
Vol 25 (1) ◽  
pp. 74-97 ◽  
Author(s):  
Evan H. Offstein ◽  
Rebecca M. Chory ◽  
J. Stephen Childers Jr
Keyword(s):  
Design Methodology ◽  
Business Students ◽  
Organizational Structures ◽  
Cultural Analysis ◽  
Cross Cultural ◽  
Content Type ◽  
Situational Variables ◽  
Factors Influencing ◽  
Thoughtful Reflection ◽  
Cross Cultural Analysis

Purpose – This study aims to offer insights into the contextual and situational variables that influence volunteering choices. Design/methodology/approach – An analysis of European and US business students’ volunteering experiences is performed. Cross-cultural and experiential outcomes are compared and contrasted at both the undergraduate and graduate levels. Findings – A majority of volunteering decisions are made without thoughtful reflection, based on convenience in an effort to reduce personal hardship, and influenced heavily by institutional and organizational structures. Originality/value – These results call into question the notion that volunteering-related choices are deeply personal, purposeful and/or reflective decisions. Moreover, the findings begin to explain why volunteerism continues to be dogged by labels such as “ineffective”, “inefficient” or “lacking in value” when benchmarked against expectations.

Why do satisfied customers defect? A closer look at the simultaneous effects of switching barriers and inducements on customer loyalty

2017 ◽  
Vol 27 (3) ◽  
pp. 616-641 ◽  
Author(s):  
Stephanie Hui-Wen Chuah ◽  
Philipp A. Rauschnabel ◽  
Malliga Marimuthu ◽  
Ramayah Thurasamy ◽  
Bang Nguyen
Keyword(s):  
Customer Loyalty ◽  
Structural Equation ◽  
Reference Group ◽  
Mobile Internet ◽  
Local Network ◽  
Equation Modeling ◽  
Holistic Model ◽  
Content Type ◽  
Marketing Innovation ◽  
Switching Barriers

Purpose The purpose of this paper is to go beyond satisfaction as an indicator of customer loyalty and propose a holistic model of service switching in a mobile internet setting. The model, which reflects both barriers and inducements of switching, is developed based on the “mooring” and “pull” concepts in the migration literature. Design/methodology/approach Focusing on Generation Y mobile internet subscribers, the study analyzed a total of 417 usable questionnaire responses. Partial least squares structural equation modeling was used to test the research model. Findings The results show that first, satisfaction and switching barriers (i.e. a focal firm’s marketing innovation initiatives, switching costs, inertia, and local network effects) are positively related to customer loyalty; second, switching barriers have a stronger influence on customer loyalty compared with satisfaction; third, switching inducements (i.e. competitors’ marketing innovation initiatives, alternative attractiveness, variety-seeking tendencies, and consumers’ susceptibility to social reference group influence) is negatively related to customer loyalty and the relationship is weaker when perceived switching barriers are high. Originality/value This study empirically validates multidimensional scales of switching barriers and inducements from a more nuanced perspective, and specifies them as reflective-formative type II models. This study is among the first to use opposing dimensions to measure switching barriers and its counterpart. Hence, it illustrates how the two contrasting mechanisms can coexist in the minds of mobile internet subscribers.

scholarly journals Environmental attitudes and behaviors among secondary students in Hong Kong

2016 ◽  
Vol 18 (2) ◽  
pp. 70-80 ◽  
Author(s):  
Liz Jackson ◽  
Ming Fai Pang ◽  
Emma Brown ◽  
Sean Cain ◽  
Caroline Dingle ◽  
...  
Keyword(s):  
Hong Kong ◽  
Social Factors ◽  
Environmental Attitudes ◽  
International Schools ◽  
School Type ◽  
Content Type ◽  
Attitudes And Behaviors ◽  
And Behaviors ◽  
Students Attitudes ◽  
The Impact

Purpose – Although researchers have identified correlations between specific attitudes and particular behaviors in the pro-environmental domain, the general relationship between young people’s development of environmental knowledge, attitudes, and behaviors is not well understood. Past research indicates that geographic context can play a role, while social factors such as age and gender can have a more significant impact on predicting attitudes and behaviors than formal education. Few studies have systematically examined the relationships between education and environmental attitudes and behaviors among youth in Hong Kong. The purpose of this paper is to report the findings of a study comparing secondary school students’ environmental attitudes and behaviors with age and related factors in two international schools and two government schools in Hong Kong. Students’ attitudes and behaviors were compared based on school type (curriculum), while the authors additionally compared the significance of social factors and attitudes on students’ behaviors. Design/methodology/approach – Attitudes were measured using the New Ecological Paradigm (NEP) and the NEP for Children (NEPC), the most commonly used, internationally standardized tools for investigating environmental attitudes and values of adults and young people for comparative purposes. The authors compared NEP/NEPC scores and student self-reported environmental behaviors using a short questionnaire. Findings – No significant differences were found in attitudes or behaviors based on school type. However the authors did observe a significant effect of gender and age on students’ attitudes, and a significant correlation of student attitudes in the NEP with students’ self-reports regarding air conditioning consumption. Originality/value – This study builds a foundation for cross-national studies and for evaluating the impact of curricula over time.

Big Five personality traits in simulated negotiation settings

2018 ◽  
Vol 13 (2) ◽  
pp. 201-213 ◽  
Author(s):  
Pedro Fontes Falcão ◽  
Manuel Saraiva ◽  
Eduardo Santos ◽  
Miguel Pina e Cunha
Keyword(s):  
Personality Traits ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality ◽  
Content Type ◽  
Situational Variables ◽  
Integrative Negotiation ◽  
Negotiation Behavior ◽  
New Findings ◽  
And Behavior

Purpose After a hiatus in the research on individual differences in negotiation, there has been a surge of renewed interest in recent years followed by several new findings. The purpose of this paper is to explore the effects that personality, as structured by the five-factor model, have over negotiation behavior and decision making in order to create new knowledge and prescribe advice to negotiators. Design/methodology/approach This study replicates observations from earlier studies but with the innovation of using a different methodology, as data from a sample of volunteer participants were collected in regard to their personality and behavior during two computerized negotiation simulations, one with the potential for joint gains and the other following a more traditional bargaining scenario. Findings Significant results for both settings were found, with the personality dimensions of agreeableness, conscientiousness, and extraversion systematically reoccurring as the most statistically relevant, although expressing different roles according to the type of negotiation and measure being registered. The findings thus suggest a multidimensional relationship between personality and situational variables in which specific traits can either become liabilities or assets depending upon whether the potential for value creation is present or not. Originality/value The new findings on the impacts of personality traits on both distributive and integrative negotiations allow negotiators to improve their performance and to adapt to specific distributive or integrative negotiation situations.

Patent management: the prominent role of strategy and organization

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Lara Agostini ◽  
Anna Nosella ◽  
Marcus Holgersson
Keyword(s):  
Survey Study ◽  
European Patent ◽  
Content Type ◽  
Quantitative Evidence ◽  
Patent Strategy ◽  
Organizational Perspective ◽  
The Impact ◽  
Patent Management ◽  
Patent Portfolio

PurposeThe purpose of this article is twofold; to verify the existence of different profiles of firms based on the level of sophistication of their patent management core processes and to test the impact of the interplay between two patent management supporting dimensions, namely patent strategy and organization for patenting, on the level of sophistication of patent management core processes.Design/methodology/approachThe method consists of a survey study, collecting data from a set of European patent management professionals. These data are analyzed with factor analysis, cluster analysis and regression analysis to test several hypotheses.FindingsThe results show that patent strategy positively and significantly impacts patent management sophistication, and that the patent organization positively moderates this relationship. In other words, a patent strategy, supported by a well-developed patent organization and culture, will positively influence the processes of managing a firm's patent portfolio.Originality/valueThis study is, to the authors’ knowledge, the first one to provide quantitative evidence that supports the notion that it is important to take a strategic and organizational perspective of patent management.

Sustainability balanced scorecard architecture and environmental performance outcomes: a systematic review

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Suaad Jassem ◽  
Zarina Zakaria ◽  
Anna Che Azmi
Keyword(s):  
Conceptual Framework ◽  
Balanced Scorecard ◽  
Environmental Performance ◽  
Performance Outcomes ◽  
Decision Makers ◽  
Future Research ◽  
Double Blind ◽  
Holistic Model ◽  
Content Type ◽  
The Relationship

PurposeThis study aims to assess the current state of research on the use of sustainability balanced scorecards (SBSCs), as they relate to environmental performance-related outcomes. It also seeks to present a conceptual framework proposing relationships between SBSC and environmental performance.Design/methodology/approachThis paper conducts a systematic literature review of articles published in double-blind peer-reviewed journals that are listed on Scopus and/or Web of Science databases.FindingsThe first part of the paper reveals that two architectures of SBSC appear to be dominant in the literature (SBSC-4 where sustainability parameters are integrated with the four perspectives of the balanced scorecard and SBSC-5 where sustainability is shown as an additional standalone fifth perspective). The next part of the paper presents a conceptual model relating SBSC as decision-making tools to environmental performance outcomes. The paper also indicates that SBSC knowledge mediates the above relationships. Furthermore, based on the theory of expert competence, the presence of experts possibly moderates the relationship between SBSC architecture and environmental performance outcomes.Research limitations/implicationsThe literature indicates a lack of consensus on establishing a clear linkage on the relationship between SBSC architecture and environmental performance outcomes. As a result, a holistic conceptual framework where SBSC knowledge acts as a mediator and presence of experts as a moderator may be able to provide a more consistent relationship between SBSC architecture and environmental performance outcomes.Practical implicationsThe conceptual framework proposed provides factors to be considered by decision makers, for effective outcomes when aiming to achieve environmental stewardship objectives.Social implicationsEnvironmental performance by business organisations have come under close scrutiny of stakeholders. As a result, the holistic model proposed in the current study may pave the path for decision-makers to achieve superior environmental outcomes, leading to greater satisfaction of stakeholders such as the communities that are impacted by the business operations of an organisation.Originality/valueThis is the first paper to propose a model for future research regarding the link between SBSC and environmental performance outcomes – with expert managers acting as moderators and SBSC knowledge acting as a mediator.

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