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Although findings have been inconsistent, there is some evidence from both experimental studies and field research that prices set just below the nearest round figure produce higher than expected demand at that level. Other research has demonstrated that the organization of verbal and/or pictorial elements of a print advertisement can influence the persuasive impact of that ad. The author combines these two streams of research in examining preference for brands associated with 0‐ versus 9‐ending prices that are displayed in different advertising layouts. Results indicate that the higher than expected demand associated with 9‐ending prices is more likely when prices are placed to the left of attended verbal information contained in an ad, due to the more positive evaluations of price that occur with more efficient subconscious processing.

I argue that while research on collective emotions is gaining in popularity, there has not been sufficient attention paid to understanding the mechanisms that explain how and why group emotions influence group outcomes. The goal of this chapter is to fill this gap by introducing group-member interactions as a group-level mechanism. I explore how positive and negative collective emotions in workgroups link to different types of member interactions, which in turn, influence group outcomes. Finally, I discuss the theoretical contributions of the research and the implications for future research on workgroup emotions and member interactions.

Building on the dual-system approach and resource-advantage theory, the purpose of this paper is to investigate how a particular personality trait of negotiators – namely, agreeableness – moderates the effectiveness of using coercion and reward power to appropriate value in buyer-supplier negotiations.

Simulated negotiations in buyer-supplier dyads with 152 participants are analyzed using hierarchical regression analysis.

The analysis shows that negotiators’ agreeableness moderates the effectiveness of using coercion and reward power for suppliers, but not for buyers. Negotiators in the role of suppliers use reward power more effectively and coercion power less effectively if they have high agreeableness. Buyer negotiators benefit from using coercion, regardless of their personality.

This research focuses on two common negotiation tactics and one particularly relevant personality trait. Future research might examine additional tactics and personality traits, and might delve deeper into explaining the observed differences between negotiators in the role of buyer and supplier.

The findings suggest that negotiators on the supplier side can improve their effectiveness by choosing tactics that fit their personality. Negotiators on the buyer side should consider using coercion power, regardless of their personality.

This research introduces dual-system theory to the supply chain management (SCM) literature and suggests that SCM research can benefit from simultaneously examining conscious decision processes and subconscious influences. It further suggests that the effects of dual-system interactions are sensitive to context, and more theory accounting for differences between buyers and suppliers in a dyad should be developed.

The paper sets out to consider the value of coaching to the sensemaking process. It aims to demonstrate how coaching enhances sensemaking and seeks to describe coaching as a sensemaking activity.

The objectives are achieved by exploring the literature of both coaching and sensemaking with the purpose of demonstrating the mutually supportive nature of coaching and sensemaking.

By analysing sensemaking and coaching activities, the paper aims to demonstrate that coaching greatly supports and enhances the quality of the sensemaking activities of the individual.

Coaching as an academic discipline is still in its infancy and lacking in sound empirical research. It would be value for future research activities to focus on the sensemaking the individual engages with during the coaching process.

As mentioned above, sound academic research is necessary in order to understand the nature of coaching. This paper goes some way in exploring both coaching as a sensemaking process and also how coaching fundamentally supports the sensemaking process the individual engages in.

Coaching has not been explored in relation to sensemaking nor the value that coaching brings to sensemaking. Exploring coaching from a sensemaking perspective helps create a deeper understanding of what takes place within the coaching relationship.

Ours is a complex world. On these five words will be built a foundation for an alternative way of framing our thinking about risk management. Complexity means many things, but a key feature is that outcomes cannot be predicted with certainty. In the best cases, opportunities arise to analyse and develop some understanding of the uncertainty within a complex system, and in the most fortunate of such circumstances it is possible to anticipate specific outcomes with some degree of accuracy. The authors call such circumstances risks – that is, measurable uncertainties. Complexity, however, consists mainly of interconnected uncertainties and unknown/unknowable possible outcomes or effects. And, of course, complex systems can include humans whose (in)ability to perceive and interpret such environments makes things – well – more complex.

This book ultimately will focus on how the authors construct a way to lead and manage in this environment, but first it is critical that the terminology and description of this world be given some precision. Therefore, Chapter One begins with an introduction to the idea of complexity, including some mention of the principles and concepts that inform our understanding of it. In turn, this discussion introduces uncertainty. Risk, as a category of uncertainty is discussed and the implications of its measurability are presented, which leads to a discussion of human perception and behaviour under conditions of uncertainty. Attention is then drawn to the unknown and the unknowable, and to emergent phenomena. Since the focus of this book is on public sector risk management, the chapter concludes with a brief discussion of the idea of public risk.

Recent years have brought significant advances in research on behavioral ethics. However, research on ethical decision making is still in a nascent stage. Our objective in this paper is twofold: First, we argue that the practice of mindfulness may have significant positive effects on ethical decision making in organizations. More specifically, we will discuss the benefits of “reperceiving” – a meta-mechanism in the practice of mindfulness for ethical decision making and we provide an overview of mindfulness research pertaining to ethical decision making. Subsequently, we explore areas in which neuroscience research may inform research on ethics in organizations. We conclude that both neuroscience and mindfulness offer considerable promise to the field of ethical decision making.

This research aims to draw on social identity theory (SIT) and social comparison theory (SCT) to examine how social and cultural contexts influence the construction and pursuit of beauty ideals.

Sixteen Lebanese women aged between 18 and 45, from a range of backgrounds, were recruited for the purpose of this research. Interview questions probed the respondents’ female beauty ideals in relation to themselves and others. Photo-elicitation was used to facilitate and enrich each discussion.

The pursuit of beauty involves rich processes and is motivated by the search for an authentic self. Participants construct and pursue beauty ideals by mirroring views of their national identity through conformity, identification and subversion.

The pursuit of beauty is influenced not only by global media and celebrity culture but also by how respondents conceptualize their national identity. Beauty consumption serves two opposing functions in identity construction: social membership and distinction. Beauty, like fashion, serves as an indicator of taste that simultaneously includes the singularity and subjectivity of individual tastes.

This study extends research on the pursuit and consumption of beauty in several ways: it is situated in a non-western cultural context, it illustrates the usefulness of SCT and SIT in understanding beauty consumption and it highlights the role of mirroring processes in identity construction and beauty consumptive practices.

Librarians nationwide agree that collection assessment is a valuable tool for managing the collection and allocating the materials budget. Libraries invariably list a variety of reasons for why an assessment is out of the question: “Yes, but…we're not automated.” “We don't have enough staff, time, or resources, much less know‐how to carry out an assessment.” Or the time honored, “We've done projects like that before and no one really uses the information in the end.” Despite being essentially excuses, all of these concerns are valid and bear some semblance of truth.