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Predictions from equity sensitivity theory is reported by Huseman et al. were tested in a laboratory setting. As predicted, Benevolent individuals reported the highest pay satisfaction, perceived pay fairness, and lowest turnover intentions. Contrary to expectations, Entitled individuals did not report lower overall pay satisfaction, perceived pay fairness or higher turnover intentions than Equity Sensitive individuals. All three equity sensitivity groups preferred being over‐rewarded to being equitably rewarded, and were relatively distressed when under‐rewarded. The predicted interaction between equity sensitivity and reward level was not significant. Implications for the management of employees were discussed.

The objective of this study is to examine the influence of different facets of needs (i.e. self‐achievement, power, and affiliation needs) on the relationship between individual dispositions (i.e. independence and interdependence of self) and attitudes to equity (i.e. entitled and benevolent). Data were collected from a sample of 243 Japanese university students. Structural equation analysis and simple regression analysis were performed. As a result of structural equation analysis, needs were found to mediate the relationship. The results of simple regression analysis also showed: the stronger interdependence‐oriented people have the stronger desire for affiliation needs; individual dispositions indicated no relationships with self‐achievement and power needs; those with the stronger affiliation needs exhibited both entitled and benevolent attitudes; power needs influenced entitled attitudes; and self‐achievement needs influenced both entitled and benevolent attitudes. In terms of motivation theory, the findings also suggest that people follow expectancy theory instead of equity sensitive theory.

Research on the service recovery paradox (SRP) effect has indicated that after recovery from failures in customer service, customers will commonly rate their satisfaction higher than prior to the service failure. However, thus far there has been little research on the cause of this phenomenon. Accordingly, the purpose of this paper is to explore the effect of “guilt” emotions in the context of consumer service.

Three experiments were conducted to test the hypotheses. Data were collected from 532 undergraduate, graduate students and the general people.

The results of the experiments demonstrate that if customers are compensated for service failures by receiving better than anticipated service, they will commonly experience feelings of “guilt.” In an attempt to alleviate this guilt, customers will project their feelings in evaluating a company, and will rate their customer satisfaction more highly. In doing so, the customer feels relief in reciprocating the kindness of the firm; in this way, the firm wins over the customer’s heart.

This is one of the first studies to discuss the effect of guilt in the SRP effect. This research shows that relying on the emotion of “guilt” for receiving exceptional service helps companies to overcome service failures and successfully rebuild their relationships with customers.

The purpose of this paper is to examine reactions when customers in service encounters receive preferential treatment (i.e. something extra in relation to other customers). The examination is conducted in a social context that allows the customer to compare what he or she receives with what other customers receive. The main effect variables are perceived justice and customer satisfaction.

An experimental method is employed to examine the effects of providing customers with preferential treatment. The study involves four treatment groups with various combinations of receiving or not receiving preferential treatment.

Customers perceived preferential treatment as relatively unjust. This was true for customers who received the preferential treatment and for those who did not. However, customer satisfaction among those receiving preferential treatment was enhanced, thus signaling that preferential treatment affects perceived justice and satisfaction differently. In addition, different contexts for receiving preferential treatment (i.e. receiving it alone or sharing it with another customer) produced different levels of customer satisfaction.

The extant research on preferential treatment has failed to acknowledge that this treatment often occurs in the presence of several customers, which is likely to evoke perceptions of justice. At the same time, extant research on perceived justice in service situations has mainly focussed on service failures as antecedents of justice perceptions. This study attempts to extend theory on both preferential treatment and perceived justice in service-encounter settings.

This study aims to examine the cross‐cultural differences in equity sensitivity between the USA and Japan.

A sample of 390 Americans and 202 Japanese were surveyed to determine their equity sensitivities and how each group would likely respond to under‐payment scenarios.

The findings support the notion that the Japanese are in fact more entitled in their equity orientation than Americans. Furthermore, the Japanese were also significantly more likely to respond with overt actions to reduce their feelings of inequity.

Foremost among these limitations is the fact that the situation presented to the subjects was hypothetical rather than real. Since it would be considered unethical to manipulate subjects in real work settings a first person scenario approach was utilized consistent with other equity theory literature. While the scenario was easily identifiable by the student subjects, it is unknown if the findings from this research would apply to adults working in real world organizations.

The results may have important implications for international human resource strategies and practices. Equity sensitivity may affect perceived value of rewards (compensation), promotion (selection), and motivation (performance management) all of which are critical issues in the effective management of human resources. This study illustrates that cross‐cultural differences exist in regard to equity sensitivity and these differences may affect the efficacy of human resource strategies in global organizations.

This paper offers a significant contribution to the literature on equity sensitivity by testing the theory in a cross‐cultural setting.

This study purports to examine the effects of a joint reward system (JRS) under a new product development (NPD) setting by identifying four neglected aspects of JRS that contains a procedural view (participation of reward decision and reward contingent on NPD phases) and a monetary view (risk‐free to participate and over‐reward incentive) in a conceptual model, and then to empirically test their effects on knowledge sharing and NPD performance.

Using regression analysis, the proposed model was tested on 233 valid respondents (112 in R&D, 50 in marketing, and 71 in manufacturing), including 92 from electronics firms, 87 from semiconductor firms, 29 from biotechnology firms, and 25 from pharmaceutical firms in Taiwan.

The results indicated that risk‐free to NPD project members is the most salient aspect of JRS on knowledge sharing and NPD performance. Joint determination of reward allocation was found to be a favorable JRS for only marketing and NPD performance. Rewards contingent on NPD phases have shown conflicting results between R&D and marketing. No relationship was found for over‐reward incentive on knowledge sharing and NPD performance. Despite the mixed effects of JRS, knowledge sharing is a strong predictor of NPD performance.

This study extends understanding of the complexities of rewards on knowledge sharing and NPD success by decomposing and testing four unique aspects of JRS, which sheds a new light on NPD researches.

To examine the Equity Sensitivity Instrument (ESI) and the Equity Preference Questionnaire (EPQ) in a single study in order to see how the two measures are related, as well as how they relate to other variables, in an effort to identify which scale constitutes a better measure of the equity sensitivity construct.

Using a self‐report questionnaire with two samples, 164 students and 186 non‐students, we analyzed the convergent and discriminant validity of the ESI and the EPQ with established measures of Machiavellianism and Positive Affect/Negative Affect. Additionally, the study examined the factor structures of the ESI and the EPQ.

The summated ESI and EPQ scales showed little correlation with each other. Factor analysis of the scales revealed that the EPQ was multidimensional, while the ESI was unidimensional. Mixed findings among factor correlations precluded a definitive assessment of convergent or discriminant validity for the two scales. Many studies limit their investigation to a single population – either students or the general population – yet this study found significant differences in students' scores when compared to non‐students' scores.

This study uses a single self‐administered survey with two samples to examine equity sensitivity; as such, it suffers from the same potential for mono‐method bias as have previous studies on this topic. Differences between student and non‐student responses raise serious concerns; is the difference an artifact of flawed scales, is it indicative of a trait that is situational or that may evolve over time and experience, or is it the result of an anomalous sample? Additional research is needed to tease apart these issues.

This study highlights the differences between two scales purported to measure the same construct. The multidimensionality of the EPQ together with the lack of substantial correlation with the ESI lead one to conclude that the EPQ, while originally proposed to remedy problems with the ESI, has serious weaknesses itself. There is a critical need for further research on how to best measure this important construct.

The purpose of this paper is to examine the antecedents and performance consequences of voluntary information exchange between the production and sales functions.

Building on the motivation-opportunity-ability framework, the authors first posit a general model for bilateral information exchange across functional levels. The innovation presented in this model consists in allowing both sides of such an exchange (e.g. production-to-sales and sales-to-production) to differ in the perceived adequacy of information they receive. The two sides can also differ in terms of how their motivation and ability impact that adequacy. To test the model, the authors make use of survey responses and objective data from sales, production and executive managers of 182 Chinese manufacturers.

Analysis of the sample shows that the sales-to-production exchange has a smaller estimated performance effect than the production-to-sales exchange. Although shared opportunity is important in predicting both sides of the exchange, the measure of motivation appears to only significantly impact the sales-to-production exchange. In contrast, the measure of ability only appears to significantly affect the production-to-sales exchange.

Although limited to a regional context, differences in information-sharing drivers on the two sides of production-sales dyads pose strong implications that may be generalizable.

Specifically, these findings suggest alternative approaches and foci for resource investment that higher level managers can leverage in developing more effective cross-functional work settings.

This study differentiates itself from extant literature on information sharing by focusing on cross-functional (vs intra-functional) and voluntary (vs routine) information exchange.

Since the days when women first began entering the work force scholars have studied perceived gender differences related to motivation in organizational settings. This paper first presents a brief overview of motivation theory and then examines the literature tracing gender related motivation-to-manage as it evolves through the 1950s and 1960s to the present. Studies have produced conflicting results with some finding that men have more motivation-to-manage then women and other studies finding the opposite. Such differences appear to be small and closely related to subordinate status and role stereotyping.

The purpose of this paper is to indicate total motivation under Islamic management.

The research was based on both primary and secondary materials. The primary data were gathered following a sample survey through direct personal interview by the researchers; the secondary data were obtained through library research. Statistical tools and techniques like weighted average, SD, variances and coefficient of variation were used applying statistical software Statistical Package for Social Science (version 10.0).

The theories and models of motivation under traditional management are a reflection of partial rather than total scenarios of human motivation especially for Muslim managers, executives, staff and workers. On the other hand, motivation under Islamic management is conceptualised by the authors as “total motivation” comprising of Islamically approved (Halal) materialistic gains, expectations and achievement in this world as well as the gains, expectations and achievement in the world hereafter.

The paper opens a new avenue of motivation concept. It is considered superior to partial motivation. Further, the total motivation model, materialistic and spiritual indices are also new things.