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The current studies examine the relationship between negotiation performance and negotiation self‐efficacy of both the focal negotiator and the negotiating counterpart. This paper seeks to further examine the possibility that these relationships are moderated by contextual ambiguity. It proposes that contextual ambiguity is asymmetrical with regard to gender: that a given situation is less ambiguous to the stereotype‐consistent gender and more ambiguous to the other gender.

Two negotiation cases are constructed. One was a feminine‐stereotyped situation and the other was a masculine‐stereotyped situation. Study participants negotiated one of the two cases. The primary statistical analysis was moderated regression analysis.

Results show that both focal negotiator self‐efficacy and counterpart self‐efficacy are significant predictors of focal negotiator performance. However, for both men and women, counterpart self‐efficacy had a stronger association with performance in negotiation situations of higher contextual ambiguity (stereotyped to the other gender) than in negotiation situations of lower contextual ambiguity.

In these studies, the paper responds to recent calls to include negotiation counterpart variables in negotiation research. Further, this study extends research regarding gender and negotiation performance by examining two previously unexplored topics: gender‐based asymmetrical contextual ambiguity and the moderation by gender of the relationship between negotiation self‐efficacy and negotiation performance.

The purpose of this paper is to examine the effect of empowering leadership on contextual ambidexterity. To this end, the authors underscore the underlying mechanism of perceived organizational support (POS). Furthermore, to provide more robust insights into this indirect effect, role ambiguity was examined as a moderator.

The paper is based on a questionnaire survey. Data collected from 219 employees working in three IT small-and-medium enterprises located in Greece.

The findings indicated that empowering leadership is positively related to contextual ambidexterity through POS and, further, this indirect association is contingent on role ambiguity.

The study provides more insights into the important role of leadership in generating contextual ambidexterity. Thus, moderated mediation framework that has empirically tested considers both how and when empowering leadership affects contextual ambidexterity and provides important implications for both theory and practice.

The current study aims to examine couples' conjoint negotiation with a third party, testing the effects of asymmetrical contextual ambiguity, gender stereotypes' priming and egalitarianism. It predicted differences in the processes of decision making between egalitarian and traditional couples, reflected in choices of female or male negotiator.

Egalitarianism levels were measured by the Altrocchi and Crosby Marriage Questionnaire. The asymmetrical contextual ambiguity was manipulated through two newly constructed negotiation cases – one feminine‐stereotyped and the other masculine‐stereotyped, based on Miles and LaSalle. Priming of gender stereotypes was manipulated using two passages inducing explicit or implicit priming, based on Kray, Galinsky and Thompson. Primary statistical analysis was χ² test for equal proportions.

The hypotheses were by and large supported: as expected in all four experimental conditions, traditional couples chose men as their negotiator. By contrast, egalitarian couples tended to nominate their negotiator depending on the situation (feminine, masculine, and under implicit priming). In addition, under explicit priming their selection was in the predicted direction but not significant.

This study provides insights with respect to effective ways to conduct conjoint negotiations. In addition, it indicates the need to enhance women's negotiation self‐efficacy, so that they can become more active in negotiation processes.

The current study explored real‐life couples' conjoint negotiation with a third party, rather than examining couples' internal negotiation processes or individuals' dyadic negotiation, which prevailed in extant research. Future research should adopt the focus on genuine couples' conjoint negotiation, employed in this study.

The purpose of this paper is to empirically establish the boundary conditions of the guilt mitigation process that consumers resort to in justifying consumption under contextual ambiguity, with respect to consumers' discomfit with ambiguity. While well observed, the process of guilt mitigation is less articulated with respect to contextually relevant consumers’ personality trait(s) (such as, discomfort with ambiguity) that may affect decision-making idiosyncratically. This gap is addressed herewith.

Three experiments were conducted across two studies to establish the boundary conditions of guilt mitigation in the specific context of transactions involving trade-ins. In doing so, consumers' direct price imputation or, indirectly, their relative preference for financially equivalent, but structurally distinct, price structures was measured. Guilt was induced among consumers by directly manipulating consumers' degree of attachment with their old product (the trade-in).

Results indicate that consumers resort to guilt mitigation in justifying consumption more extensively when they harbor higher levels of discomfort with ambiguity, not otherwise – the moderating effects of consumers' discomfort with ambiguity or the boundary condition under study.

Hypothetical buying scenarios, albeit constructed based on field information and subsequently tested for realism, were used to conduct the experiments, versus field experiments using real consumers. Further, the respondent pool comprised of Indian nationals only. These remain the primary limitations of this research.

The findings indicate that managers may be able to construe deals in a manner that promotes self-segmentation by consumers, especially when consumers harbor greater discomfort with ambiguity. This, in turn, implies reduction in consumer heterogeneity and a concomitant increase in marketing efficiency.

By considering consumers' discomfort with ambiguity in this research, the efficacy of the guilt mitigation process was established with respect to a contextually relevant individual difference factor. While the fundamentally constructive nature of guilt mitigation necessitates such considerations, this research gap, thus addressed, remained unaddressed hitherto.

The main aim of this paper is to analyze the effect of gender differences on negotiation behaviour choice and, consequently, on its outcome. The analysis undertaken is first defined by distinguishing between sex and gender role. It gender role and not biological sex the factor that can have a direct impact on behaviour. With a contextual perspective, we have chosen the negotiation processes of strategic alliances as our contextual framework of analysis.

The paper adopts a qualitative methodology, particularly case study analysis.

A higher degree of complexity increases the perception of ambiguity, which then leads to the influence of gender in the negotiation. Androgynous profiles act favourably in nurturing clearly integrative behaviour, whilst when the profile more closely resembles the masculine stereotype, behaviour tends to be more competitive, though attenuated. Acting in the best interests of the firm, and the fact that negotiators normally belong to the higher echelons of management, favours the adoption of this integrative behaviour. Lastly, it can be observed that competitive behaviour results in less favourable outcomes than an integrative approach in a cooperation agreement.

The proposal bring to the attention of managers the importance of choosing the individuals that are going to negotiate the strategic alliance correctly, in order to achieve better outcomes and to smooth the path towards good performance in the future.

In response to external conditions, organizations yearn to gain a competitive edge during unremitting change. Recognizing the importance of managing change, researchers have aggressively investigated organizational change at the macro level. This research, however, argues that an employee's ability to cope with change is a function of both micro (individual) and macro (contextual) factors.

The survey data were collected at an organization that was undergoing a significant internal change. Correlational and structural equation modeling techniques were used for data analysis.

The results suggest that individual differences (intolerance for ambiguity) and contextual factors (LMX, TMX receipts and TMX contributions) are important factors for understanding the ability to manage organizational change effectively. Additionally, it is argued that contextual factors not only have direct effects on coping with change but indirect effects through perceptions of work group effectiveness. Our results indicate that both micro and macro factors are important for understanding the ability to cope with and manage change.

The research leaves open some interesting questions around the role of contextual factors in coping with change, in addition to the interaction with individual differences.

Most sources discuss change as focused at the organizational level. Managers will be well served to understand that the degree to which employees cope effectively with change will be partly determined by the interaction of individual differences and the organizational and team level context.

This research extends our understanding of the relationship between social exchange relationships and how individuals cope with change in organizations and the mechanism by which that occurs.

Drawing on transaction cost economics (TCE) theory and organizational information processing theory (OIPT), this study investigates how the alignments between the characteristics of service (i.e. task complexity and measurement ambiguity) and governance mechanisms (i.e. contract specificity and monitoring) can affect service performance.

The paper uses a rigorously designed survey to collect data from professionals who manage service outsourcing contracts in various industries. The respondent pool consists of randomly selected members of the Institute of Supply Management (ISM). The authors’ research question is analyzed using 261 completed and useable responses. Structural equation modeling is adopted to examine the data and test the proposed hypotheses.

The authors find that both contract specificity and monitoring have a positive impact on supplier performance. Further, for high task complexity services, contract specificity is more effective than monitoring, and for high measurement ambiguity services, the opposite is true. Moreover, the effect of contract specificity is mediated by monitoring.

Service outsourcers should use both contract specificity and monitoring in governing outsourced services and know that the former depends on the latter during execution. Facing resource constraints, they can prioritize crafting detailed contract provisions over implementing monitoring for highly complex services but consider monitoring as the primary governance tool in services whose outcomes are difficult to measure.

This study is the first to couple TCE with OPIT and consider the nature of outsourced services in the choice of governance mechanisms and empirically test the simultaneous effects of contract specificity and monitoring in the context of service outsourcing.

The purpose of this paper is to examine how knowledge is constructed and risk is induced within the workgroup environment of a large North American aerospace company.

Based on an epistemological position on knowledge and risk, an initial conceptual framework is proposed. This is then evaluated and re‐constructed across a qualitative and ethnographic case study approach involving direct observations and interviews, whereby empirical results were interpreted and analysed across discourse analysis.

A dialogical model is proposed describing both verbal and non‐verbal interactions between group members leading towards knowledge complexification on the one hand and risk mitigation on the other hand. Factors leading towards dialogical breakdown and subsequent risk induction are also presented.

This single case study prevents generalizing the findings across the entire firm in question, and by extension any manner of external validity outside of the firm's context. Additional workgroups/teams within the firm need to be evaluated, while similar studies in other institutions within the knowledge economy are to be envisaged.

Workgroup managers must nurture an environment conducive towards mutual trust and respect, where individuals are given the time and freedom to express themselves, all the while being open to differing viewpoints and experiences. Coercive dialogue between members should be discouraged. It is proposed that this can be achieved across a parental “safety net” approach.

The paper presents the “how” and “why” of an effective dialogical knowledge constructing process occurring at the interpersonal level, attempts to propose how management can to help achieve this within their organisation, and attempts to bridge the areas of knowledge creation and risk induction at the interpersonal/workgroup level.

As the developing nations grow and experience rapid institutional transformation, research has begun to investigate the roles of culture, cognition and institutional context on entrepreneurship and innovation. This chapter aims to advance the entrepreneurial cognition literature by juxtaposing entrepreneurial effectuation, domain-specific expertise and ambiguity. By conducting a qualitative study of Chinese high-tech domestic and returnee entrepreneurs, the authors propose a spectrum between causation and effectuation and argue that the entrepreneur’s perceived level of ambiguity may better explain differing logic orientations among entrepreneurs, contributing to our understanding of entrepreneurial cognition. The authors theorize that (1) individual actors and the level of institutional development jointly comprise the entrepreneur’s logic orientation; (2) the level of perceived ambiguity mediates the strategy adopted by high-tech entrepreneurs; (3) the entrepreneur’s logic orientation can be regarded as a continual spectrum from effectuation to causation. Finally, the logic orientation concept is applied to the context of cross-border mergers and acquisitions (M&A) from a process perspective and the implications and fit of logic orientation with the stages of cross-border M&A are discussed.

This study examines the effect of contextual perceived value activated by contextual marketing offers and information privacy concerns on consumer loyalty in mobile commerce.

The survey was conducted through 340 mobile users in Morocco and the collected data were analyzed using structural equation modeling.

This study's results show that contextual marketing and information privacy concerns are key determinants in improving customer loyalty in the m-commerce context. Perceived ubiquity has a positive impact on perceived trust, which also impacts consumer loyalty. Information privacy concerns also have a positive impact on customer satisfaction, yet it does not impact perceived trust, which is contrary to the results of other researchers. It can also be concluded that customer satisfaction and trust are important antecedents of consumer loyalty.

This research gives rise to some important managerial and strategic implications in order to integrate contextual marketing strategies, as well as theoretical implications that concern this field of study.

This research makes a significant contribution to knowledge by examining the role of contextual marketing and information privacy concerns in the m-commerce context. These results will be considered useful for marketers and for businesses in general who wish to integrate a marketing strategy that is based on a customer-centric approach. It also contributes to the related literature, as there are few studies focused on m-commerce and contextual marketing within the context of Morocco.