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Emotions, understood as evolving mental states, are pivotal in shaping individuals“' decision-making, especially in ambiguous information evaluation, probability estimation of events, and causality analysis. Public–private partnership (PPP) projects represent a confluence of “economic–environmental–social” dimensions, wherein stakeholder behavior follows the sequential progression of “cognition–emotion–action.” Consequently, comprehending the effects of emotional shifts on stakeholder's decision-making processes is vital to fostering the sustainability of PPP projects.

The paper utilizes rank-dependent expected utility and evolutionary game theory to systematically examine the influence of emotional factors on stakeholders' behavior and decision-making processes within PPP projects. The paper integrates three emotional state functions—optimism, pessimism and rationality—into the PPP framework, highlighting the intricate interactions among the government, private sector, surrounding public and the media. Furthermore, the paper amalgamates the evolutionary pathways of environmental rights incidents with the media's role. Through equilibrium analysis and numerical simulation, the paper delves into the diverse interplay of emotions across different phases of the environmental rights incident, assessing the impact of these emotions on the evolutionary game's equilibrium results.

Emotions significantly influence the microlevel decisions of PPP stakeholders, adapting continually based on event dynamics and media influences. When the private sector demonstrates optimism and the surrounding public leans toward rationality or pessimism, the likelihood of the private sector engaging in speculative behavior escalates, while the surrounding public refrains from adopting a supervisory strategy. Conversely, when the private sector is pessimistic and the public is optimistic, the system fails to evolve a stable strategy. However, when government regulation intensifies, the private sector opts for a nonspeculative strategy, and the surrounding public adopts a supervisory strategy. Under these conditions, the system attains a relatively optimal state of equilibrium.

The paper develops a game model to examine the evolutionary dynamics between the surrounding public and private sectors concerning environmental rights protection in waste incineration PPP projects. It illuminates the nature of the conflicting interests among project participants, delves into the impact of emotional factors on their decision-making processes and offers crucial perspectives for the governance of such partnerships. Furthermore, this paper provides substantive recommendations for emotional oversight to enhance governance efficacy.

Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive processing strategies on negotiators’ subjective and economic value following adversity.

Participants completed two negotiations with the same partner. The difficulty of the first negotiation was manipulated and tested how cognitive processing of this experience influenced subjective and economic outcomes in the second negotiation.

Subjective and economic outcomes were predicted by negotiators’ affect, their cognitive processing strategy and negotiation difficulty. In difficult negotiations, as positive affect increased, proactive processing decreased self-satisfaction. As negative affect increased, affective processing increased satisfaction with relationship and process.

Cognitive processing of adversity is most effective when emotions are not running high and better able to protect relationship- and process-oriented satisfaction than outcome-oriented satisfaction. The findings apply to one specific type of adversity and to circumstances that do not generate strong emotions.

This research tests which of three cognitive processing strategies is best able to prevent the aftermath of a difficult negotiation from spilling over into subsequent negotiations. Two forms of proactive processing are more effective than immersive processing in mitigating the consequences.

The purpose of this paper is to give an overview of studies that focused on variables likely to affect staff ability to carry out behavioural strategies for challenging behaviours in individuals with intellectual disabilities.

Literature review: studies that were published in a peer reviewed journal, between 1999 and 2016, were selected for this review.

In total, 29 articles were selected. Several factors likely affect staff ability to appropriately carry out behavioural interventions were identified: staff assumptions, distressing emotions elicited by challenging behaviours, reciprocal reinforcement systems, service characteristics and cultural systems.

These findings raise the question what staff need in order to be able to change their naturally occurring behaviours in response to challenging behaviours and to carry out behavioural interventions. Future research may identify barriers and facilitators underlying the provision of effective interventions, taking into account the possible role of staff beliefs, their emotions, service characteristics and cultural systems.

The purpose of this paper is to apply the cognitive research of Herbert Simon to business strategy decisions, to begin a discussion of the emerging field of Behavioral Strategy.

Research on cognition, memory and expertise are organized, with the aim of enlightening the process of business strategy development.

The authors select four insights from Simon's work to form an integrative framework of decision making and apply this to illuminate existing approaches to schools of strategy thought and practice.

This paper should lead to research on how to advance the process of solving strategic problems, in both practice and theory. The most important limitation is that much additional research lies ahead, as this is a foundational view.

This paper is the first to recognize the potential for application of Simon's cognitive research to the practice of strategic decisions.

The effective management of sales organizations is important to managers of international marketing operations spanning multiple countries, but also to managers of local operations who may question the validity of many of the prescriptions of US‐based research. Studies sales management control in companies in Austria and the UK to contribute a European perspective on behaviour‐based control compared to outcome‐based control. Focuses on the pivotal role of the field sales manager compared to prior research at the salesperson and chief sales executive levels. Confirms the robustness of the behaviour‐based control in these international contexts, and also contributes a number of new insights to the general sales management control research literature. Identifies a number of important research directions in this important area, as well as implications for managers of international selling organizations.

The purpose of this paper is to present a set of strategies for effective managerial self‐change within the substantive setting of a cleaned‐up bureaucracy.

Using inductive methodology, data have been collected and analysed from a large Australian public‐sector bureaucracy by means of 26 personal interviews conducted between 2000 and 2002.

A conceptual model of managerial self‐change is presented stressing the importance of both cognitive and behavioural strategies within the context of an “awareness‐understanding‐accomplishment” feedback loop and learning process. The model incorporates and extends some of the major concepts in the extant literature on thought self‐leadership and learned optimism by incorporating attributional analysis into managerial cognitive thought patterns. The findings also suggest refinements to the concept of managerial credibility within cleaned‐up bureaucracies.

Findings are derived on the basis of a substantive case study of one cleaned‐up bureaucracy in a particular country. Further research needs to expand this base to encompass other organizations in a wider range of countries across different cultures.

The model draws attention to how the behaviour of organisational subordinates within cleaned‐up bureaucracies is significantly affected by the attitudes and actions of their immediate manager. By adopting a set of strategies contained with the conceptual model, managers can learn how to change themselves.

The paper departs from the prevalent tendency of the extant literature to employ laboratory or experimentally derived data by using systematically gathered and grounded empirical data in a naturalistic organisational setting. Additionally, the findings have more to say about the nuances of a particular organisational context rather than generalising across numerous contextual environments.

This study aims to examine the extent to which anti‐smoking websites use intervention strategies that have been informed by four prominent theories of health‐related behavior change: the health belief model, the theory of reasoned action/theory of planned behavior, the transtheoretical model, and social cognitive theory.

Content analysis was applied to 67 unique and independent anti‐smoking websites to determine their use of 20 intervention strategies based on the four theories.

The findings reveal that anti‐smoking websites used the health belief model the most and social cognitive theory the least. In addition, websites devoted to smoking cessation used these theories more extensively than websites devoted to smoking prevention.

The sample size is somewhat small, which may result in lack of sufficient statistical power. Also, the analysis may have overlooked some important intervention strategies that are particularly effective for smoking intervention programs.

Anti‐smoking website designers should take more advantage of the internet as a health promotion medium and use more intervention strategies that have been informed by scientifically tested theories of behavior change, particularly with respect to affective and behavioral strategies.

This study contributes to current knowledge about which kinds of anti‐smoking messages are available online and how extensively they employ theory‐based intervention strategies.

Building on prior trust repair research, this study aims to develop a more robust theoretical framework that describes trust repair strategies used by salespeople following a breach of trust.

To achieve the aim of this paper, individual depth interviews with 18 professional salespeople, 4 sales executives and 7 purchasing agents were undertaken.

This paper examines the value of using trust repair strategies (e.g. restoration, regulation and verbal repair strategies) both in isolation and in conjunction. The results suggest that individual trust repair strategies operate through impacting different dimensions of justice, as justice provides a reliable indicator as to whether the salesperson can be trusted in the future. This paper also finds that combining multiple trust repair strategies can have an additive effect on trust.

This paper uses thematic analysis to inductively identify the effective trust repair strategies that are used by salespeople in actual exchange relationships while integrating these insights with the existing theoretical frameworks in the literature. It contributes to theory through creating a conceptual model explaining the breach of trust and trust repair process, introducing justice as a direct mediating mechanism between trust repair strategies and increased trust. The research also develops a new perspective on combining salesperson words and actions to repair trust. It also provides a managerial contribution through introducing an optimized approach to trust repair in buyer-seller relationships.

Green building construction was adopted as a strategy to reduce energy consumption and the overall impact of the built environment on our natural environment. However, in Malaysia, previous studies have reaffirmed that green office buildings consume a substantial amount of energy, compared to their counterparts in Singapore. Moreover, there is still a significant performance gap between predicted energy measurements and actual operational energy consumption of green office buildings in Malaysia, due to occupants’ behavioural discrepancies. Therefore, the purpose of this paper is to develop energy efficiency practices for occupants of green office buildings in Malaysia. The developed practices integrate technology, organisation policy, and occupants’ behavioural strategies, in order to reduce the energy consumption of green office buildings in Malaysia.

To achieve the research goal, a mixed (quantitative and qualitative) research method was used to collect data from the research population. In total, 53 respondents working in a green office building complex in Kuala Lumpur Malaysia were surveyed using a questionnaire. Additionally, three top management staff of the green office building and two Malaysian construction professionals were interviewed. The study adopted convenience sampling technique in selecting the research respondents. The data from the questionnaire were analysed using SPSS software (version 22) while the interview data were analysed via thematic content analysis.

The findings suggest that the integration of technological strategy (use of BIM tools, sustainable building materials, etc.); organisational strategy (develop, implement and evaluate action plans, use of monitor/control systems, etc.); and occupants behavioural strategy (training, incentives, occupants energy efficiency guide, etc.) will critically reduce energy consumption of green office buildings in Malaysia.

Based on the findings, energy efficiency practices are developed to guide occupants in reducing the energy consumption of green office buildings in Malaysia. This strategy will contribute to reducing the performance gap that exists between predicted energy and actual energy use of green office buildings in Malaysia. However, the developed energy efficiency practices need to be validated to ascertain its workability in the green office building context.

We return to the problem that motivated the original behavioral theory of the firm, price adjustment, but from the standpoint of post-Carnegie School perspectives on cognition, attention, and routines. Whereas work in the Carnegie School tradition has tended to develop models of firms in opposition to economic theory, we seek to understand how economic ideas are used to shape decision processes. Using a combination of interview, observational, and archival data gathered at a large manufacturing firm that produced parts to maintain machinery, we develop a behaviorally plausible story of how organizations shape price adjustment. We follow three successive waves of managers seeking to improve the pricing routines through shifting attentional perspective, managing attentional engagement, and structuring attentional execution. We demonstrate how managers redesign routines to shape cognition and attention, thereby developing greater coherence in the market representations of the sales force. Our findings show how reshaping cognition and attention in pricing routines can improve organizational intelligence in pricing decisions. Economists treat markets as the ideal – the best that can be imagined – and organizations as second-best options – the best that can be achieved, but our findings invert the story, suggesting that in modern market economies, organizations and routines are essential to making the price system work.