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This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study distinguishes deception by commission (i.e. active misrepresentation of preferences) from deception by omission (i.e. passive misrepresentation of preferences).

The sample used to test the mediation hypothesis was made up of data from two electronically mediated negotiation simulations encompassing 75 negotiation dyads with 278 participants. The methodology involved coding deceptive negotiation tactics from the log files by counting utterances related to indifference options that enabled negotiation parties to deceive.

The results show that teams do apply deceptive negotiation tactics more frequently than individual negotiators and that this behavior helps them increase their negotiation profits.

The findings are valuable for two reasons. First, the study included controls for other important antecedents of deceptive behavior and negotiation outcome (e.g. negotiators’ nationalities, first bids). Consequently, the empirical results underline the importance of considering team size to understand its impact on profits through the use of deceptive tactics. Second, although this study does show that deception increases negotiation profits, the absolute level of deception is rather small (on average just one deceptive statement per negotiation).

This study aims to compare predictions from media synchronicity theory (MST) with the influence of personality variables in an attempt to explain how negotiators choose the communication media for negotiation.

The authors examine media choice in two scenario-based experimental studies with students (n = 209) and professionals (n = 302) in a negotiation setting. For the analysis of the data, the authors use multilevel modeling.

This study offers support for the central proposition of MST, namely, that the type of communication subtask (conveyance or convergence) determines the degree of media synchronicity needed and therefore media choice (face-to-face or email). The support for its boundary conditions and contingent situational determinants is weaker. With the affect for communication channel scale, this study also captures individual media preferences for face-to-face or email communication, which have consistent influences on negotiators’ media choice. The personal influence variables on average account for similar variance in the data compared with the MST-based determinants.

This study sheds new light on diverging empirical results concerning media influences in negotiation and offers some reconciling suggestions. Furthermore, this study is the first to test boundary conditions of MST. Also, it stresses the importance of negotiators’ media preferences for media choice.

This paper aims to better understand a firm’s market research function’s (MRF) roles and influences on the different uses of market research information (MRI) (instrumental, conceptual and symbolic) in the firm.

This study uses a mixed-methods design: In a qualitative study among marketing managers (n = 9) and market researchers (n = 10); different roles of a firm’s MRF are scrutinized. The quantitative study among corporate users of MRI (n = 235) tests a conceptual model on the MRF-related determinants of MRI uses, using structural equation modeling.

When the MRF exhibits methodological, market and business expertise and interacts with market research users, these features indirectly influence instrumental, conceptual, and symbolic uses, through MRI quality perceived by the users. The users’ knowledge of market research methods, the function’s integrity, top management support, and decentralized decision-making have various beneficial influences on the three uses of MRI.

Broadly speaking, this research expands the theoretical understanding of marketing-related organizational learning processes. It considers message, source, recipient, and context variables to explain changes in attitude and behavior, related to MRI uses.

Overall, corporations should use MRI more thoroughly. Treating the MRF as a strategic asset rather than just another internal service provider increases its value to the firm. Firms should thus bolster the MRF’s different roles, namely, internal colleague, service provider, customer representative, quality assurance, and knowledge broker.

This paper is the first to comprehensively analyze the MRF’s role in MRI generation and various uses. It identifies three expertise dimensions of the MRF to fully leverage the MRF’s value to the organization and empirically underscores theoretical writings on the MRF’s roles in the firm.

Community household survey data tested the intervening role (between education and reported health outcomes) of adaptations of Antonovsky’s (1987) tripartite sense of coherence (SOC). Comprehensibility was indexed by clarity and responsiveness of insurance representatives, manageability was measured by problems reported with physician office visits, and meaningfulness was assessed with household members’ community health activities. SOC measures did not link education to either impairments or to health lifestyle scores. Comprehensibility and manageability linked education with self-reported well-being. Education and manageability each reduced impairments, while education, manageability, and meaningfulness increased lifestyle totals. Results help elucidate the influence of education on health.

This study examines how small famers in southern Costa Rica think about environmental issues and climate change in agricultural practice and sustainability, assuming local models about these issues must be understood as dynamic representations which are modified in response to both changing conditions and new ideas.

Ethnographic research in Coto Brus, in southern Costa Rica, in the late 1990s and mid-2000s forms the basis of this analysis.

Farmers in this area understand environmental issues in terms of local controllable circumstances around environmental issues. This puts them at odds with government agents and outside researchers, who offer solutions based on their perceptions of the situation rather than farmer perceptions. Farmer resistance to proposals which do not solve problems that farmers see as important frustrates government representatives, who perceive these actions to be arbitrary.

The research is quite limited in time and space, giving only a quick snapshot of a complicated and ongoing problem.

Different models for understanding problems and a lack of understanding of how other stakeholders perceive the situation has made it harder to improve the sustainability of agriculture in southern Costa Rica. Similar dynamics can be seen elsewhere and suggest that a greater attempt to engage with local models and understandings can improve development and acceptance of innovations and improvements.

The exploration of conflicts between local and national/scholarly understandings of environmental issues suggests a way forward, engaging with local understandings and concerns to change behavior.

This study investigates the structural relationships among humor leadership, psychological empowerment, innovative behavior, and job performance in the Korean hotel industry. This study reveals following key major findings. First, a leader’s use of humor in leadership significantly and positively influences an employee’s psychological empowerment. Second, an employee’s psychological empowerment significantly and positively influences innovative behavior and job performance. However, innovative behavior does not significantly influence job performance. In the final section, theoretical and managerial implications are discussed.