Relational Outcomes of Multicommunicating: Integrating Incivility and Social Exchange Perspectives

2011 ◽  
Vol 22 (3) ◽  
pp. 754-771 ◽  
Author(s):  
Ann-Frances Cameron ◽  
Jane Webster
2015 ◽  
Vol 79 (5) ◽  
pp. 555-572
Author(s):  
Brandi N. Frisby ◽  
Robert J. Sidelinger ◽  
Melanie Booth-Butterfield

2018 ◽  
Vol 29 (1) ◽  
pp. 191-215 ◽  
Author(s):  
Stephanie Thomas ◽  
Jacqueline Eastman ◽  
C. David Shepherd ◽  
Luther Trey Denton

Purpose The purpose of this paper is to study the relational impact of using win-win or win-lose negotiation strategies within different types of buyer-supplier relationships. Design/methodology/approach A multi-method approach is used. Qualitative interviews with supply chain managers reveal that relationship-specific assets and cooperation are important relational factors in buyer-supplier negotiations. Framing interview insights within the social exchange theory (SET), hypotheses are tested using a scenario-based behavioral experiment. Findings Experimental results suggest that win-lose negotiators decrease their negotiating partner’s commitment of relationship-specific assets and levels of cooperation. In addition, the use of a win-lose negotiation strategy reduces levels of relationship-specific assets and cooperation more in highly interdependent buyer-supplier relationships than relationships that are not as close. Research limitations/implications Buyer-supplier relationships are complex interactions. Negotiation strategy choice decisions can have long-term effects on the overall relationship. As demonstrated in this study, previous research focusing on one side “winning” a negotiation as a measure of success has oversimplified this complex phenomenon. Practical implications The use of a win-lose negotiation strategy can have a negative impact on relational outcomes like cooperation and relationship-specific assets. For companies interested in developing strong supply chain relationships, buyer and suppliers should choose their negotiation strategy carefully as the relational impact extends beyond the single negotiation encounter. Originality/value Previous research predominantly advocates for the use of a win-win negotiation strategy within interdependent relationships. This research offers evidence that the use of a win-lose strategy does have a long-term relational impact.


2017 ◽  
Vol 36 (3) ◽  
pp. 361-375 ◽  
Author(s):  
Noel James Pearse

Purpose It is argued that while service requirements are pervasive in organisational contexts, when leading their followers, service has not typically been expected of leaders. The purpose of this paper is to propose how the service of followers should be constructed as a competency of leaders. Design/methodology/approach This is a conceptual paper, which evaluates and builds theory in the form of a framework of service as a leadership competency. This framework is based upon the application of social exchange and leadership-member exchange theories and the use of scholarly sources. Findings The paper defines service as a leadership competency and proposes that it has at least five requisite and interconnected attributes, namely, individualised consideration, compassion, a motivation to serve, humility and integrative thinking to resolve competing stakeholder interests for the greater good. It further argues that when leaders exercise this competency and its associated attributes, it creates social relations with followers, rather than economic ones. Research limitations/implications This conceptual paper contains no empirical data. Practical implications The paper develops service as a leadership competency and proposes that social dyadic relations between leader and follower may be advanced through its development. Originality/value The paper proposes five attributes which would differentiate service as a competency from other leader competencies. It also provides an explanation of the process through which competencies can realise relational outcomes.


2008 ◽  
Vol 16 (3) ◽  
pp. 131-134
Author(s):  
Urte Scholz ◽  
Rainer Hornung

Abstract. The main research areas of the Social and Health Psychology group at the Department of Psychology at the University of Zurich, Switzerland, are introduced. Exemplarily, three currently ongoing projects are described. The project ”Dyadic exchange processes in couples facing dementia” examines social exchanges in couples with the husband suffering from dementia and is based on Equity Theory. This project applies a multi-method approach by combining self-report with observational data. The ”Swiss Tobacco Monitoring System” (TMS) is a representative survey on smoking behaviour in Switzerland. Besides its survey character, the Swiss TMS also allows for testing psychological research questions on smoking with a representative sample. The project, ”Theory-based planning interventions for changing nutrition behaviour in overweight individuals”, elaborates on the concept of planning. More specifically, it is tested whether there is a critical amount of repetitions of a planning intervention (e.g., three or nine times) in order to ensure long-term effects.


Author(s):  
Deborah O. Obor ◽  
Emeka E. Okafor

This study focused on social networks and business performance among Igbo businessmen in Ibadan, South-west Nigeria through the exploratory research design. Social exchange, social network and social capital theories were employed as theoretical framework. Twenty-six in-depth interviews, key informant interviews and case studies were conducted with purposively selected respondents in four business locations in Ibadan. The results showed that among the factors that facilitated migration of the Igbo to Ibadan were their interest to learn a trade, their inability to attain higher education, and having a relative in Ibadan. The types of social networks available showed that social network was not location bound, as all the respondents belonged to town progressive unions and mutual benefits/cooperative associations. Social networks played vital roles in business performance, including social support, access to loan, business growth and expansion. The main challenges to maintaining adequate social network in business were distrust, envy, unbridled competition, dishonesty and inability to keep terms of agreement. The study concludes that social networks have positively influenced the business performance of migrant Igbo in Ibadan. There is need for the Igbo to strengthen their social networks through honesty, forthrightness, and transparency in all their dealings.


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