The effect of relationship orientation on negotiators' cognitions and tactics

Multimethod research was conducted to investigate how relationship orientation affects cognitions and tactics of dealing with conflicts. In-depth interviews by a clinical psychologist revealed differences in perspective on the relationship, and content analysis of a videotaped laboratory simulation revealed differences in tactics attributable to differential concern for relationship preservation. A second laboratory simulation manipulated the duration of the negotiators' relationship to investigate the effects of relationship orientation when situational factors are taken into account. The results generally show that relationship-oriented negotiators tend to view relationships with the other party as continuous rather than episodic, adopt flexible postures, and avoid relationship-impairing tactics; they also show that situation can have a strong effect.     

金陵女子大学人格教育思想评析

金陵女子大学是中国近代史上最著名的一所女子教会大学,在其三十多年的办学历程中,为了达成“厚生”的办学宗旨,始终坚持把人格教育放在首位.其人格教育主要渗透在课程设置、教师素质、爱国主义、社会实践、学生社团与活动、校园环境等方面,培养了一批具有健全人格的女性精英,为近代中国社会的发展贡献了巨大的力量.     

母品牌与延伸产品间个性一致性对延伸评价的影响

品牌个性和消费者个性之间的关系是近些年品牌延伸的一个研究热点,然而目前缺少对母品牌与延伸产品间个性一致性的研究。为了考察个性一致性对品牌延伸评价的影响,首先分别测出品牌个性和延伸产品个性,并分为主要个性和次要个性两个级别,然后通过实证分析,探讨了母品牌个性与延伸产品个性的一致性与延伸评价之间的关系,同时考察了个性暗示对延伸评价的影响。研究发现,在延伸评价中,主要个性作用显著,而次要个性则对延伸评价无显著影响;延伸评价与母品牌和延伸产品之间的个性一致性程度呈正相关;个性暗示有助于消费者建立延伸产品与品牌的关系,从而提高延伸评价。     

品牌个性及其结构维度理论研究

10多年来,国内外品牌个性领域研究成果不少,主要包括品牌个性的内涵、基于顾客感知价值的表现形式、不同文化传统背景下品牌个性构成维度分析与测量模型、品牌个性与消费者个性之间的关系等,藉此回顾分析,可以揭示其未来的研究方向。     

人格特质对虚拟社区知识共享的影响：以内在动机为调节变量

从人格的大五模型出发，基于创新扩散理论和社会价值取向的概念，研究了人格特质对虚拟社区知识共享的影响，以及内在动机的调节作用。采用潜在回归分析和简单斜率分析，对304份维基百科的活跃样本进行了实证检验。结果表明：潮流领导者特质和亲社会价值取向对知识共享有显著的正向影响；意见领袖特质对知识共享有显著的负向影响；内在动机在潮流领导者特质与知识共享之间起正向调节作用，而在亲社会价值取向与知识共享之间起负向调节作用。     

The dark triad and corporate sustainability: An empirical analysis of personality traits of sustainability managers

Middle managers responsible for sustainability operationalize top management decisions on the organization's social and environmental activities. With their focus on sustainability, they could be expected to consider ethical issues particularly well in their decisions and to possess ethical personality traits. While earlier research has focused on top management this paper examines the influence of personality traits of middle managers on their corporate sustainability preferences. Based on a primary survey sample of 204 professionals responsible for sustainability in their company, we study the relationship between dark triad personality traits (Machiavellianism, narcissism, and psychopathy) of sustainability managers and their environmental and social responsibility preferences. The analysis shows that managers who score higher on the dark triad personality scale are less concerned about environmental and social responsibility issues. The business environment, analyzed in a cross-cultural comparison between the United States and Europe, and the organizational context function as a moderator of the influence of personality traits on sustainability preferences. The results suggest that dark triad personality traits should be considered in recruitment and assessment processes of middle managers responsible for corporate sustainability.     

Reviewing half a century of measuring cross-cultural competence: Aligning theoretical constructs and empirical measures

We provide a comprehensive review of how cross-cultural competence (CCC) has been measured over the past half-century in order to more closely align theoretical constructs and empirical measures. Based on a content analysis of 68 academic and commercial CCC instruments and a supplemental survey of 160 experts, we review the approaches used in these instruments to conceptualize and quantify CCC, discuss their limitations, and recommend best practices and directions for future researchers and practitioners when selecting and using CCC instruments or developing new alternatives.     

Dark personality in dark times: How Dark Triad personality interacts with injustice and politics to influence detachment and discretionary behaviours

Using two-wave time-lagged multi-source data in two studies, we examine how Dark Triad personality (DTP) interacts with contextual variables to influence psychological detachment and discretionary behaviours. In Study 1 (N = 288), we examine the combined effects of DTP and perceived injustice on psychological detachment and organizational citizenship behaviours (OCBs). In Study 2 (N = 461), we examine the combined effects of DTP and perceived organizational politics (POP) on counterproductive work behaviours (CWB) and psychological detachment. We found that Dark Triad personality was positively related to psychological detachment and CWBs and negatively related to OCBs. The effects of the DTP on psychological detachment, OCBs, and CWBs were stronger when perceived injustice and POP was high.     

The role of intangible attributes of luxury brands for signalling status: A systematic literature review

Previously, signalling status had been primarily studied from the conspicuousness of luxury brands, including high prices and prominent designs. However, less attention has been directed toward other elements of brands that could be strategically managed in order to enable consumers signalling status. This study synthesizes the literature using a framework based on four intangible attributes of luxury brands: user profile, purchase usage, personality and values and heritage. The topics studied under each of the four intangible attributes were analysed using a systematic approach. Based on the interconnectedness of the topics studied, this review proposes that the intangible attributes used as a framework may have a synergistic interaction, in contrast with the current perspective that considers them as independently and equally relevant for consumers signalling status. It also reports the psychological function of these intangible attributes and supports the notion that consumers use luxury brands either to routinely affirm their status within a group or to enhance that status. This review contributes to the literature on luxury and signalling by considering luxury consumption as a social process. A functional perspective on the intangible attributes of luxury brands provides the basis for some insightful directions to advance this field of research.     

The status quo bias and its individual differences from a price management perspective

Setting the “right” price essentially remains an empirical question. The issue is especially problematic owing to pricing managers' proclivity to impose subjectivity into their analyses. For instance, people tend to have biases in complex or uncertain situations, contexts with information overload, and circumstances with time pressure—all which are common in the price management process. In this paper, we examine why a status quo bias plays a significant role in price management and why it explains the gap between the theoretical and practical sides of price management. Because the actions of organizations are the result of individual actors' activities, we adopt a micro-foundations perspective on price management in our studies. We explore the status quo bias in price management in four quantitative experiments, as well as the possible moderation impact of three of the Big Five personality traits (extraversion, conscientiousness, and openness) and the locus of control. Moreover, we investigate the influence of decision makers’ self-interest—in the form of a monetary bonus—on their susceptibility to the status quo bias. In addition to a significant main effect of the status quo bias in all four experiments, we show that conscientiousness and internal locus of control, as well as the presence of a self-interest, significantly moderate susceptibility to the status quo bias.