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This work aims to use equity theory to explore how consumers assess prosocial actions as part of a mental portfolio of purchases and behaviors in a broader marketplace, seeking balance in market exchanges. Conceptualizing marketing exchange as both an exchange of perceived value and a balance between self- and collective-interest allows for segmentation by consumer sensitivity to equity and sheds light on why prosocial consumption might occur.

Two studies validate and segment consumers via their equity sensitivity. Between-subject designs with samples of consumers and marketing managers validate an equity sensitivity index that segments how people balance self- and collective-interests in marketplace exchange and predicts prosocial consumption choices.

The results indicate that Entitled decision makers are more willing to exchange collective-interest for self-interest and emphasize choices that maximize lower prices for consumers or greater profits for firms in lieu of prosocial outcomes. Benevolent decision makers, however, are more willing to exchange self-interest for collective-interest and support prosocial outcomes.

This work moves beyond research that focuses on attitudes, values and situational factors, instead using equity theory to uncover broader marketplace motivations for prosocial consumption. The research reveals that a motivating force behind prosocial consumption is how much consumers perceive they have given to, and gotten, from, the marketplace. Segmenting the market according to how consumers balance gains and losses provides an alternate approach to studying prosocial consumption, as well as a practical approach to developing targeted marketing strategies.

This research investigates developmental experiences of executive leaders that result in effective capabilities over their lifetimes.

Qualitative study with 31 C-suite, Vice President, and Director-level executives, Methods used include semi-structured, critical incident interviews, constant comparative analysis, thematic analysis, protocol coding style, inductive coding, and NVivo.

Eight of the competencies from the emotional and social competency inventory – (ESCI) and three new themes, continuous learning, environmental aesthetic, and duality of awareness are identified as key differentiators of effective executive leaders.

The sample consisted of four organizations; study participants represented small- to medium-size private organizations in both profit and non-profit spheres, and the study relied on respondent’s recollections of past lived experiences.

My analysis suggests that this unique blend of competencies, themes, and behaviors enables leadership effectiveness within the healthcare, manufacturing, and professional services industries.

Contributions to leadership development literature through empirically rigorous, scientific study with executive leaders in the field suggest that emotional intelligence competencies are differentiators of executive performance and propose that executive development opportunities include multiple dimensions of emotional intelligence.

Serious questions have been raised regarding the necessity to continue focusing our research on what constitutes individual, or what the authors refer to as singular leadership. Although the authors consider these questions to be important to advancing the field of leadership theory, research, and practice, they also suggest that attempts to minimize the relevance of singular leadership may hinder progress in other domains of leadership research. In this chapter, the authors explore how and why singular leaders and their leadership matter, and how they may influence follower, peer, and organizational outcomes. The authors use a paradoxical framework to present a theoretical model and propositions that allow us to clarify the influence of different forms of singular leadership within organizations. In our examination of singular leadership, the authors consider both positive and harmful modes of attributes, cognitions, and behaviors.

The purpose of this article is to review and comment on recent and emerging trends in negotiation research, and to highlight the importance of the interactions between various dimensions of negotiation.

Consistent with the behavioral negotiation framework, a two‐level structure is maintained consisting of the contextual characteristics of negotiation, on the one hand, and the negotiators themselves, on the other. The framework is supplemented with updated research, and the influence of culture in negotiation is commented upon – noting its increasing role in negotiator cognition, motivation, attribution, and cooperation. The paper also adds new themes to reflect the recent advancements in negotiation research. In particular, it focuses on the ways in which negotiator effects can mediate and/or moderate contextual effects, as well as the ways in which contextual effects can mediate and/or moderate negotiator effects.

The paper suggests that efforts to integrate the recent developments in negotiation research are necessary and that the behavioral negotiation perspective, due to its simultaneous simplicity and flexibility, is appropriate and effective for incorporating the various streams of negotiation research into a systematic framework. Critically, this framework highlights the dynamic interaction between the two levels and leaves much room for further exploration of these dynamics.

The paper identifies emerging areas of inquiry that can be especially fruitful in helping negotiation scholars to expand more traditional approaches to conflict in bold new ways and open up innovative avenues for thinking about the domain of negotiation. The paper offers a comprehensive model that integrates various dimensions of negotiation and illustrates the interaction among them.

Although the literature has established the effect of online reviews on customer purchase intentions, the influence of psychological factors on online ratings is overlooked. This paper aims to examine these factors under the perspective of construal level theory (CLT).

Using review data from TripAdvisor and Booking.com, the authors study three dimensions of psychological distances (temporal, spatial and social) and their direct and interaction effects on review valence, using regression analysis. The authors examine the effect of these distances on the information content of online reviews using a novel bag-of-words model to assess its concreteness.

Temporal distance and spatial distance have positive direct effects on review valence. Social distance, on the other hand, has a negative direct effect. However, its interaction with the other two distances has a positive effect, suggesting that consumers tend to “zoom-out” to less concrete things in their ratings.

The findings provide implications for the interpretation of review ratings by the service providers and their information content.

This study extends the CLT and electronic word-of-mouth literature by jointly exploring the effect of all three psychological distances that are applicable in post-purchase evaluations. Methodologically, it provides a novel application of the bag-of-words model in evaluating the concreteness of online reviews.

This study empirically tests the impact of the Dark Triad personality traits (narcissism, Machiavellianism, psychopathy) and co-worker competitiveness on knowledge sabotage.

A model was constructed and tested by means of Partial Least Squares with data from 150 participants recruited via Amazon’s Mechanical Turk.

The individual personality traits of narcissism, Machiavellianism, and psychopathy are significant predictors of individual knowledge sabotage behavior, whereas co-worker Machiavellianism and psychopathy trigger co-worker knowledge sabotage. Out of the three Dark Triad traits, individual and co-worker psychopathy emerged as the strongest knowledge sabotage predictor. Co-worker competitiveness has a positive effect on co-workers’ knowledge sabotage behavior. There is a relatively strong relationship between co-worker and individual knowledge sabotage which suggests that knowledge sabotage is a form of contagious workplace behavior. Individuals underestimate their negative behavior and traits and/or overestimate those of their fellow co-workers.

Managers should realize that the Dark Triad personality traits could predispose certain individuals to engage in extremely harmful counterproductive knowledge behavior. They need to ensure that individuals with these traits are not hired or are identified during their probation periods. It is recommended that organizations include knowledge sabotage measures in their periodic employee surveys. Organizations should help their employees objectively re-evaluate their own traits and knowledge behavior as well as those of their colleagues to ensure that their reciprocating knowledge behavior is more aligned with the reality in their organization.

This study offers a reliable and valid quantitative survey instrument to measure the presence of knowledge sabotage.

This paper aims to extend the understanding of the ways in which social entrepreneurs give sense to and legitimize their work by introducing a rhetoric-orientation view of social entrepreneurship (SE).

This study uses computer-aided text analysis and computational linguistics to study 191 interviews of social and business entrepreneurs. It offers validation and exploration of new concepts pertaining to the rhetoric orientations of SE.

This study confirms prior untested assumptions that the rhetoric of social entrepreneurs is more other, stakeholder engagement and justification-oriented and less self-oriented than the rhetoric of business entrepreneurs. It also confirms that the rhetoric of both types of entrepreneurs is equally economically oriented.

This research makes new contribution to the SE literature by introducing three new orientations, namely, solution, impact and geographical, which reflect distinctive rhetorical themes used by social entrepreneurs, and by revealing that social entrepreneurs use terms associated with other, stakeholder engagement, justification, economic, solution, impact and geographical orientations differently than business entrepreneurs.