Barrie O. Pettman and Richard Dobbins
This issue is a selected bibliography covering the subject of leadership.
Abstract
This issue is a selected bibliography covering the subject of leadership.
Details
Keywords
The purpose of this paper is to provide a retrospection on the importance, origins and development of the research programs in the author’s career.
Abstract
Purpose
The purpose of this paper is to provide a retrospection on the importance, origins and development of the research programs in the author’s career.
Design/methodology/approach
The study uses an autobiographical approach.
Findings
Most of the articles, research monographs and books that constitute this research and publishing efforts can be categorized into seven distinct, but related, research programs: channels of distribution; marketing theory; marketing’s philosophy debates; macromarketing and ethics; relationship marketing; resource-advantage theory; and marketing management and strategy. The value system that has guided these research programs has been shaped by specific events that took place in the author’s formative years. This essay chronicles these events and the origins and development of the seven research programs.
Originality/value
Chronicling the importance, origins and development of the seven research programs will hopefully motivate and assist other scholars in developing their own research programs.
Details
Keywords
Courtney Shelton Hunt and Mary C. Kernan
This paper reports the results of two studies that examined the impact of framing negotiations in affective terms. Pursuant to the recommendations made by Clyman and Tripp (2000…
Abstract
This paper reports the results of two studies that examined the impact of framing negotiations in affective terms. Pursuant to the recommendations made by Clyman and Tripp (2000) for reducing risks associated with discrepant values, the objective of the first study was to determine the optimal way of representing potential outcomes in affective terms in a negotiation payoff table. Results demonstrated the superiority of happy and unhappy face icons over other representations; it also revealed a slight advantage to varying the quantity of icons, rather than size, to reflect differences in the relative values of these outcomes. In the second study, the focus was on determining to what extent, if any, framing negotiations in affective terms would differentially affect negotiators' thoughts and feelings prior to engaging in a two‐party negotiation. Results indicated that when negotiations are affectively framed, negotiators report higher levels of negotiation involvement and positive emotion and lower levels of trust, as well as a decreased likelihood of employing cooperative negotiation tactics. The implications of the findings for future research are discussed.
Details
Keywords
David Aron, Kimberly Judson, Timothy Aurand and Geoffrey Gordon
Bad service experiences potentially leading to long‐standing grudges can be quite costly for an organization. In many cases, corporate actions and policies cause grudges as…
Abstract
Bad service experiences potentially leading to long‐standing grudges can be quite costly for an organization. In many cases, corporate actions and policies cause grudges as consumers grow more and more frustrated about their interactions with large, impersonal companies. The primary objectives of this study were to examine through empirical research the causes of consumer grudgeholding, the behaviors undertaken by grudgeholders in response to their outcome, the impact of grudges against businesses, and whether differences exist depending on the grudgeholder’s age. The findings suggest that older consumers are more likely to discuss their concerns with store, company or organization employees, and in addition, they can be expected to tell more people outside of the firm than younger consumers. While neither younger nor older consumers appear highly inclined to purchase products or services from the firm following a bad experience, older respondents displayed a stronger aversion to the company, store or firm in question.
Details
Keywords
Michael S. Alvard and Allen Gillespie
Data are presented on the benefits and costs that accrue to big game hunters living in the whaling community of Lamalera, Indonesia. Results indicate that big game hunting…
Abstract
Data are presented on the benefits and costs that accrue to big game hunters living in the whaling community of Lamalera, Indonesia. Results indicate that big game hunting provides males a strong selective advantage. Harpooners, and to a lesser degree hunters in general, reap substantial fitness benefits from their activities. Hunters, especially harpooners, have significantly more offspring than other men after controlling for age. Hazard analysis shows that harpooners marry significantly earlier and start reproducing at an earlier age. This is not case for other hunt group members or non-hunting participants – the technicians and the boat managers. These results are consistent with data from other hunting societies that show significant reproductive benefits for good hunters. Harpooners experience other costs and benefits. Harpooners receive significantly more meat even after controlling for the effort they expend hunting, while at the same time suffer an increased risk of mortality. The results are discussed in the context of the hunting hypothesis and the current debate within human behavioral ecology concerning the role of hunting as a human male reproductive strategy.
Donald E. Conlon and Courtney Shelton Hunt
The present study extends recently‐acquired knowledge about the affective aspects of negotiations by examining the effects of defining negotiation outcomes in affective terms…
Abstract
The present study extends recently‐acquired knowledge about the affective aspects of negotiations by examining the effects of defining negotiation outcomes in affective terms rather than numeric terms. Using a 2 x 2 experimental design, the researchers represented the negotiation outcomes in four different ways: happy faces, unhappy faces, positive numbers, and negative numbers. The results indicate that representing outcomes in affective terms leads to longer negotiation times and higher impasse rates. In addition, participants whose outcomes were represented as happy faces reported the highest levels of emotional involvement, the lowest levels of cooperation and trust, and most frequently experienced negative emotions. Emotional involvement and negative emotions also helped explain differences in negotiation time and individual outcomes over and above the effects of the experimental manipulations. The implications of these results for negotiation research are discussed.
Joseph Berger, David G. Wagner and Murray Webster
We survey and organize over fifty years of theoretical research on status and expectation state processes. After defining some key terms in this theoretical approach, we briefly…
Abstract
Purpose
We survey and organize over fifty years of theoretical research on status and expectation state processes. After defining some key terms in this theoretical approach, we briefly describe theories and branches in the program.
Methodology/Approach
We also focus on a few theories that illustrate distinct patterns of theory growth, using them to show the variety of ways in which the research program has grown.
Findings
The program structure developed from a single set of theories on development and maintenance of group inequality in the 1960s to six interrelated branches by 1988. Between 1988 and today, the overall structure has grown to total 19 different branches. We briefly describe each branch, identifying over 200 resources for the further study of these branches.
Research Implications
Although the various branches share key concepts and processes, they have been developed by different researchers, in a variety of settings from laboratories to schools to business organizations. Second, we outline some important issues for further research in some of the branches. Third, we emphasize the value of developing new research methods for testing and applying the theories.
Practical Implications
These theories have been used to explain phenomena of gender, racial, and ethnic inequality among others, and for understanding some cases of personality attributions, deviance and control processes, and application of double standards in hiring.
Social Implications
Status and expectation state processes often operate to produce invidious social inequalities. Understanding these processes can enable social scientists to devise more effective interventions to reduce these inequalities.
Originality/Value of the Chapter
Status and expectation state processes occupy a significant segment of research into group processes. This chapter provides an authoritative overview of ideas in the program, what is known, and what remains to be discovered.
Details
Keywords
Gwen M. Wittenbaum and Jonathan M. Bowman
Two decades of research have identified a robust effect: Members of decision-making groups mention and repeat shared information that all members know more so than unshared…
Abstract
Two decades of research have identified a robust effect: Members of decision-making groups mention and repeat shared information that all members know more so than unshared information that a single member knows. This chapter explores the idea that processes related to member status both affect and explain information exchange in decision-making groups. First, we offer five propositions that identify information sharing patterns and their implications for high- and low-status group members. Second, we highlight three theoretical explanations for the group preference for shared information and examine how well each theory accounts for the proposed member status processes.
James Williams and Caroline C. Hunt
College library staff must work to bring students and information technology together, especially where college‐wide computer literacy courses are not required. Teaching students…
Abstract
College library staff must work to bring students and information technology together, especially where college‐wide computer literacy courses are not required. Teaching students to use constantly changing computer technology should start from an assessment of their skills, needs, and preferred training methods. However, surveying a student population with a high percentage of commuters risks inaccuracy; if surveys are distributed by mail or in libraries, the survey‐takers are often self‐selected and thus not representative. One solution is to administer the surveys in the classroom, using a course that most students are required to take. The results of such a survey, conducted at the College of Charleston, reveal a surprising variety of needs and preferences.