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A model of idiosyncratic deal-making and attitudinal outcomes

Violet T. Ho (Robins School of Business, University of Richmond, Richmond, Virginia, USA)
Amanuel G. Tekleab (School of Business Administration, Wayne State University, Detroit, Michigan, USA)

Journal of Managerial Psychology

ISSN: 0268-3946

Article publication date: 11 April 2016




The purpose of this paper is to disentangle the relationship between the request of idiosyncratic deals (i-deals) and the receipt of such deals, and investigate the moderating roles of human capital (gender and industry experience) and social capital (leader-member exchange (LMX)) in this relationship. Attitudinal outcomes of i-deals receipt are also examined.


Data were collected from 244 alumni of a Midwestern public university.


The positive relationship between i-deals request and receipt was stronger at higher than at lower levels of LMX. Receiving i-deals was related positively to job satisfaction and affective commitment, and negatively to turnover intention.

Research limitations/implications

The authors provide a nuanced perspective of i-deals by separating employees’ request from their receipt of i-deals, and identifying contingent factors that determine whether i-deal requests are successful.

Practical implications

For employees, cultivating a strong relationship with one’s supervisor can yield benefits that extend to i-deals negotiation. Providing i-deals to deserving workers can boost employees’ work attitudes.


Previous studies have operationalized the i-deals construct as requesting and receiving the deal, thereby excluding the possibility that employees may have requested but did not receive the i-deal. This is one of the first studies to disentangle these two concepts, thereby providing a more balanced and representative view of i-deal-making in organizations.



Both authors contributed to this work equally.

The authors wish to thank Jacqueline Coyle-Shapiro, Lei Lai, and Denise Rousseau for their constructive comments on an earlier version of this manuscript.


Ho, V.T. and Tekleab, A.G. (2016), "A model of idiosyncratic deal-making and attitudinal outcomes", Journal of Managerial Psychology, Vol. 31 No. 3, pp. 642-656.



Emerald Group Publishing Limited

Copyright © 2016, Emerald Group Publishing Limited

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