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The purpose of this paper is to determine whether political skill is equally effective in its prediction of job performance for different job demands.

This paper uses self‐report sources of employee performance and self‐report of political skill after several weeks along with three ratings of target individuals' job demands.

Results support the hypothesis that Holland's enterprising category (i.e. because of its job demands and requisite job competencies to be effective) will moderate the relationship between political skill and job performance, demonstrating stronger predictability under high enterprising job demands.

The present results suggest that political skill is a better predictor of job performance under situations of high enterprising job demands than under conditions of low enterprising job demands. Furthermore, social and conventional job demands do not significantly moderate the political skill‐job performance relationships, implying that these job demands act as an important boundary condition.

Politically skilled individuals are more likely to succeed in environments (e.g. enterprising jobs) where they have the opportunity to exercise interpersonal influence, and where that interpersonal influence is directly related to their performance.

This paper makes several contributions to theory and practice in vocational achievement and political skill. Perhaps, most significant is the identification of job demands as a boundary condition in the political skill‐job performance relationship.

Political skill is measured with the political skill inventory (PSI), and the construct is composed of four distinct dimensions. Previous validation studies of the PSI found evidence in support of the four‐factor structure, but only using self‐reports. Furthermore, no efforts have been made to also identify a single, higher‐order factor solution through second‐order factor analysis. The present research aims to expand on prior work and report on a two‐study investigation of both the construct validity and antecedents and consequences of the political skill construct.

To test construct validity, Study 1 combined self‐ and other reports of political skill from 467 employees in a confirmatory factor analysis. Study 2 used longitudinal data from 202 employees to constructively replicate Study 1 results and to test hypotheses regarding the antecedents and consequences of political skill.

The results of Study 1 confirmed both a four‐factor and a single higher‐order factor solution of the political skill construct, thus supporting our hypothesis. Study 2 constructively replicated the Study 1 factorial validity results, and supported hypotheses regarding the dispositional and developmental experience antecedents, career‐related consequences, and mediation of these antecedents and outcomes by political skill.

These two studies test the construct validity of political skill using both self‐ and other‐reports. Further, this is the first research to test the Ferris et al. conceptualization of political skill, by examining its antecedents, consequences, and mediation of the antecedents‐consequences relationships.

William Baumol famously introduced the “cost disease” according to which the relative price of services vis-á-vis manufactured goods keeps rising because of a negative productivity differential between services and manufacturing industries. Empirical evidence strongly supports the predictions of Baumol’s model of “unbalanced growth” as we show in this article. Baumol was convinced that the cost disease need not have fatal consequences for growing economies as they can afford to earmark ever-higher shares of GDP to pay for services like healthcare and education if the overall “pie” keeps growing. Then, consumption of goods may rise as well even if its share in GDP steadily declines. However, income inequality has surged since the 1980s; and the rising price of vital services means that lower-income strata may be increasingly unable to pay for them. In this article, we develop the nexus between the cost disease and rising income inequality and sketch the ensuing challenges for social policy.

The purpose of this paper is to develop a typology of heuristics in business relationships. We distinguish between four categories: (1) general heuristics used in the context of a business relationship but that may also (and are often) used in other contexts; (2) relational context heuristics that are typically used in a relational context; (3) relational information heuristics that rely on relational information and (4) genuine relational heuristics that use relational information and are applied in relational contexts.

We draw on existing literature on heuristics and business relationships to inform our conceptual paper.

We apply this typology and discuss specific heuristics that fall under the different categories of our typology. These include word-of-mouth, tit-for-tat, imitation, friendliness, recognition and trust.

We contribute to the heuristics literature by providing a novel typology of heuristics in business relationships. Emphasizing the interdependence between heuristics and business relationships, we identify genuine relational heuristics that capture the bidirectional relationships between business relationships and heuristics. Second, we contribute to the business relationships literature by providing a conceptual framework for understanding the types of heuristics managers use in business relationships and by discussing examples of specific heuristics and how they are applied in relational contexts.

We contribute to practice by providing a simple framework for making sense out of the “universe” of heuristics for business relationships.

Our paper provides a novel typology for understanding heuristics in business relationships.

Research on creativity highlights feedback as an important driver of creative ideas. However, it advances a rather mechanistic understanding of communication, which obscures the specific practices in feedback interactions as well as their constitutive role in shaping creative ideas. In this paper, we advance conceptual arguments on how actors interact in communicative feedback processes on creative ideas. By drawing on the theory of communicative action by Jürgen Habermas and Hans Joas’ theory of creative action, we develop a more complex and nuanced understanding of creativity as a phenomenon that is constituted in communication. These authors’ work draws conceptual attention to the practices through which actors negotiate the novelty and usefulness of creative ideas in communicative interactions, the important role of feedback givers as creative actors, and “spaces for play” as a communicative sphere that allows creativity to emerge. We extend the literature on creativity by introducing a theory of communicative and creative action that offers to unpack communicative interactions through which creativity does or does not come into being.

The purpose of this paper is to outline a set of principles which enable companies and managers to effectively handle people as a resource and allow them to turn teams into high performance teams.

The Alinghi sailing team's approach to establishing and managing a high performance team was explored by means of an ethnographic case study. The development, organization and leadership principles of the team were subjected to intense scrutiny. This was done by interviewing the key players in the different areas (sailing crew, design team and management) at different stages, by observation of the group at work and video analyses. To substantiate the findings from interviews and observations, workshops with team members and experts were organized.

The Swiss Alinghi sailing team was the undisputed winner of the famous America's Cup in 2003 and managed to defend it successfully in July 2007 – against strong competition. The principles implemented by team founder Ernesto Bertarelli also offer a valuable model for managers.

The study is a useful tool for companies and managers who wish to create and manage high performance teams.

This paper aims to examine the psychological consequences of a customer engagement initiative through referral reward programs (RRPs) in online versus offline environments.

The authors conducted a qualitative study followed by a scenario-based experimental study.

The authors show that recommenders’ concern about how they are viewed by recommendation recipients (i.e. their metaperception) mediates the effects of incentives on referral likelihood in both offline and online environments. However, metaperception has a stronger effect offline where recommenders show higher impression management concerns compared to online. Furthermore, tie-strength and communication environment moderate the effect of incentives on metaperception. When referrals are made to weak-ties, incentives decrease metaperception favorability offline more than online. For strong-ties, this effect is lower, and it is similar in offline and online environments.

The study focused on an online versus offline dyadic communication and did not consider the differences among social media. Furthermore, the authors did not consider how other forms of positive metaperception, like being seen as helpful or knowledgeable, could be increased in an online incentivized referral context. It is possible that a recommender thinks others see him as more helpful or knowledgeable online because a lot more useful information and other resources could be offered here compared to offline communications.

The authors recommend managers to design both online and offline RRPs that minimize metaperception concerns; target strong ties in any communication environment as metaperception concerns are low; and target weak ties online where metaperception concerns are muted.

This work is the first to examine how recommenders’ psychological responses differ offline and online.

We offer a new perspective on group affective diversity by introducing the construct of mixed group mood, denoting co-occurring positive and negative mood states between different members of a group. Mixed group mood is characterized by four facets, namely members’ distribution between two positive and negative subgroups, subgroups’ average mood intensity, subgroups’ mood intensity heterogeneity, and individual members’ mood ambivalence. Building on information/decision-making and social categorization/similarity–attraction perspectives, we explore the performance consequences of mixed group mood along these four facets and we discuss implications and directions for future research.