Clinical Assessment Methods in Negotiation Research: The Study of Narcissism and Negotiator Effectiveness

Field studies suggest that individual differences are strong determinants negotiator effectiveness, but their impact has yet to be adequately documented (Thompson 1990). We argue that the lack of empirical confirmation is attributable to methodological limitations of the dominant paradigm. This paper shows the usefulness of psychodynamically-oriented constructs and clinical assessment methods. The study contrasts the negotiation experience of individuals high and low in narcissistic functioning, a core psychodynamic variable, and the deep-seated character trait that underlies the interpersonal orientation construct. Implications of this approach for the design of personality assessment and negotiation research are explored.     

Negotiators' Communication, Perception of Their Counterparts, and Performance in Dyadic E-negotiations

The aim of this study was to improve our understanding of negotiation strategies, behaviors, and outcomes, and the relationships between these factors based on data collected from questionnaires, actual behavior during the negotiation process implemented using e-negotiation system, and the negotiation outcomes. This study clustered the negotiators based on either the negotiators' own strategies or their thoughts about those of their partners. This resulted in a division into cooperative and noncooperative clusters. We found that the negotiators whose own strategies are less cooperative tend to submit more offers but fewer messages. However, these people consIDer that they have less control over the negotiation process compared with those who adopt a more cooperative strategy, who make fewer offers but send more messages. Those in the cooperative cluster consistently feel friendlier about the negotiation and more satisfied with the outcome and their performance. Further, there is a correlation not only between self-strategies and the thoughts about partners' strategies, but also between strategies and final agreements. Finally, the proportion of negotiations reaching agreement is larger for the cooperative cluster than for the noncooperative cluster.     

Interdisciplinary Research Within a Modified Competing Values Model of Organizational Performance

Abstract

An interdisciplinary model of firm performance based on a modified and extended Competing Values Model of Organizational Culture combines elements drawn from three different research traditions-organizational culture and climate from organizational behavior, innovativeness from economics, and market orientation from marketing. The model has been used to analyze firm performance in business-to-business markets in a number of countries in the industrial and the industrializing worlds. In general, successful firms are found to be innovative, market oriented, and to have organizational cultures and decision-making climates which are externally oriented. In most countries, there are also identifiable national culture-specific patterns. In this paper, we focus on the inter-relationships among the streams of research upon which the model is built. Using Brazil, previously unstudied in this context, we attempt to identify a structure among the model elements to test hypotheses about (1) the inter-relationships of the explanatory variables, and (2) the relationships of the explanatory variables to each other and to firm performance. We find that the contributing disciplines produce interpretable results, and that performance is improved by achieving good results simultaneously along several inter-related dimensions.     

技术创新、贸易竞争优势与出口绩效的实证研究——以山东省为例

本文以山东省为例对技术创新与贸易竞争优势的产业分布与动态变迁进行实证研究,在此基础上使用出口绩效的不变弹性函数来分析技术创新对出口绩效改善的贡献。分析结果表明,技术创新的产业分布与贸易竞争优势基本吻合,滞后一期的技术创新与出口绩效显著正相关。与纺织、食品、家具等传统出口部门相比,汽车、化工等出口需求缺乏弹性的产业部门中较高的研发支出促进了产品品质的改善与新产品的创造,有效提升了产品的差异化竞争优势,改善了贸易条件与出口绩效。尽管如此,制成品出口的技术结构并未显著提高,垂直专业化分工与垂直产业内贸易仍是资本技术密集型产业参与国际分工与贸易的主要形式。     

企业绩效考核及绩效管理分析

绩效考核是企业绩效管理过程中的一个非常重要的环节,它是对企业绩效管理有效性的评价.本文对企业绩效管理活动以及如何建立完善的绩效考核体系进行探讨分析,以期为实践中的绩效管理活动提供一定的借鉴参考.     

客户关系管理绩效评估矩阵及相对绩效矩阵的应用

文章阐述了绩效评估矩阵和相对绩效矩阵理论,并举例分析在客户关系管理实务中如何运用该工具发现企业在客户服务中存在的主要问题及不足,以及应采取的经营策略,为企业建立科学的客户服务绩效评价体系、提高客户满意度提供了有益的探讨。     

绩效管理的变革与创新研究

绩效管理作为人力资源管理中最基本的职能活动,伴随着企业经营模式和外界环境的变化,经历了从传统财务指标考核到面向客户、股东、员工发展等多维一体的战略转变。经历了大半个世纪的发展,战略绩效管理、适应性绩效、针对核心员工、团队、高管的绩效管理等新概念相继进入人们的视野。本文通过梳理和整合绩效管理的发展线索,从宏观到微观,从观念、目标、对象到概念、工具等方面综合论述绩效管理的变革和创新研究。     

企业绩效考核探析

在绩效考核的基础上,通过对当前企业绩效考核中普遍存在的种种误区的剖析,提出建立科学的 绩效管理体系是克服传统绩效考核弊端的根本出路。     

适应性绩效

人力资源管理如何适应企业快速转型的问题将会越来越突出,适应性绩效正是顺应了这种变革。适应性绩效是新环境下对绩效概念的重要补充,它不仅对任务绩效和周边绩效都提出了增加适应性的新要求,而且在任务绩效和周边绩效维度之外,对绩效概念之外有了新的发展,提出了新的绩效内涵。     

面向绩效预算的预算绩效评价实现框架

在现阶段不具备实施绩效预算条件、又要全力推进预算绩效评价的政策导向下,结合国家宏观政策、理论研究、实践试点的现状,把握部门预算、绩效预算、预算绩效评价的有机契合,凝炼部门预算与绩效预算之间的统驭性与调整性、部门预算与预算绩效评价之间的指导性与针对性、绩效预算与预算绩效评价之间的导向性与基础性,提出中央部门与基层单位双向推进的优化思路,形成理性的面向绩效预算的预算绩效评价实现框架。     

Marketing Performance Measures: History and Interrelationships

This article reviews the history of measuring the performance of marketing in the firm, organised around three themes: the movement from financial to non-financial output measures, the expansion from measuring only marketing outputs to measuring marketing inputs as well, and the evolution from unidimensional to multidimensional measures of performance. Evaluation of this history suggests a need for the marketing community to develop a set of measures small enough to be manageable but large enough to be comprehensive. The paper examines the interrelationships among four important measures and suggests research issues and approaches to aid in this task.     

企业社会责任绩效的衡量

一.什么是企业社会责任绩效自从1953年鲍恩提出"企业应该自愿地承担社会责任"后,学术界和企业界开始接受这个概念。但对于企业社会责任的内涵、如何实施及评价,尚未形成统一看法。在这个背景下,20世纪70年代末,普林斯顿认为企业社会绩效是对CSR的一个既精确又能够数量化的操作性定义。时隔不久,卡罗尔提出了企业社会绩效三维模型。     

企业社会责任绩效的衡量

一．什么是企业社会责任绩效 自从1953年鲍恩提出“企业应该自愿地承担社会责任”后,学术界和企业界开始接受这个概念。但对于企业社会责任的内涵、如何实施及评价,尚未形成统一看法。     

绩效管理体系综述

目前,绩效管理日益成为组织人力资源管理的重要手段,是帮助企业维持和提高生产力,实现企业战略任务和目标最有效的手段之一。然而,大多数企业把绩效管理的重心放在结果上,仅仅作为其他人事决策的依据,而不是有意识地运用绩效管理系统向员工传达组织的目标,也不善于根据绩效评价的结果制定员工能力发展计划。因此,如何有效地构建绩效管理体系,从而实现绩效管理的核心目标,促进组织目标的实现是绩效管理的关键。     

绩效特征导向的知识员工考评方法的思考

本文从工作内容、工作方式和工作性质三个角度综合考虑定义了知识员工,在此基础上,用职业转换的“柔性”和非程序化程度两个维度将知识员工分为四种类型。通过回顾绩效的内涵和结构,指出了关系绩效对于知识员工的重要性和相应的考评方法。从行为和结果两个方面分别对知识员工的任务绩效特征进行了归纳总结。在对知识员工绩效考评方法分类的基础上,结合绩效特征,探讨了与四类知识员工相匹配的考评方法。     

Design and Implementation of Business Objects for Automated Business Negotiations

In recent years, there has been increasing interest in the specification, generation and exchange of business objects in the context of electronic commerce. Common business objects have been defined for product catalogs, purchase orders and other business entities. However, no business objects have been defined and implemented for supporting automated business negotiations even though business negotiation is very much an integral part of business activities. In this work, we have designed and implemented a set of business negotiation objects for supporting the bargaining type of business negotiations. These objects define the operations and information contents needed for negotiation parties to express their requirements and constraints during a bargaining process. They correspond to a set of negotiation primitives, which is a superset of the negotiation-related primitives defined in two popular languages: ACL and COOL. The implementation of these objects is patterned after the business object documents in the XML format proposed by the Open Applications Group, thus conforming to the established standard. The incorporation of several types of constraint specifications in these business negotiation objects provides the negotiation parties and the negotiation servers that represent them much expressive power in specifying callforproposals and proposals. Two synchronization problems and their solutions associated with the withdrawal and modification of negotiation proposals are addressed and presented in this paper. The use of these business negotiation objects in a bilateral bargaining protocol is also presented. We have validated the utility of these objects in an integrated network environment, which consists of two replicated negotiation servers, two commercial products, and some other university research systems that form a supply chain.     

Negotiator affect: the state of the art (and the science)

Negotiation, once regarded by researchers as essentially a cognitive process through which parties with non-identical preferences allocate resources through joint decision making, is now understood to have a significant affective component. I discuss in this essay the evolution of research exploring the role of affect in negotiation, consider the interplay of affect and cognition that underlies the papers in this issue, and comment on methodological developments and challenges in the study of negotiator affect. Attention to the role of affect is no longer a peripheral pursuit in negotiation research, but it does remain an elusive one.     

Customer Orientation in Chinese Industrial Firms and Global Marketing Implications

Abstract

The study focuses on the moderating role of environmental context (demand unpredictability and technological turbulence) and technological context (production technology routineness and product complexity) on the relationship of customer orientation with market performance relative to the industry in Chinese state-owned industrial firms. The results show significant moderating effects of technological turbulence and production technology routineness: the greater the technological turbulence and the more routine the production technology, the stronger the customer orientation-market performance relative to the industry relationship. The results also show that market performance relative to the industry is positively affected by customer orientation, but inversely affected by demand unpredictability. The findings have implications for global marketing as well as for theory development.     

The Impact of Organizational and Environmental Variables on Strategic Market Orientation

Abstract

This paper offers a new look at market orientation by conceptualizing it from a strategic perspective. It differs from the current literature in that it develops a measure that emphasizes managerial attitudes and strategic intent. The new measure is empirically scrutinized by an investigation of its relationship with pertinent organizational and environmental variables, as well as company performance. Based on a survey of nearly 400 companies operating in the U.S., significant relationships emerged between Strategic Market Orientation and three organizational variables, namely strategic priorities, inter-departmental coordination and ownership nationality. Two of the environmental variables, namely intensity of competition and rate of technological change were also significantly related to Strategic Market Orientation. The relationship between Strategic Market Orientation and company performance remained inconclusive.