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Articles 1 - 12 of 12
Full-Text Articles in Business
More Than Just The Mean: Moving To A Dynamic View Of The Performance-Based Compensation, Christopher M. Barnes, Jochen Reb, Dionysius Ang
More Than Just The Mean: Moving To A Dynamic View Of The Performance-Based Compensation, Christopher M. Barnes, Jochen Reb, Dionysius Ang
Jochen Reb
Compensation decisions have important consequences for employees and organizations and affect factors such as retention, motivation, and recruitment. Past research has primarily focused on mean performance as a predictor of compensation, promoting the implicit assumption that alternative aspects of dynamic performance are not relevant. To address this gap in the literature, we examined the influence of dynamic performance characteristics on compensation decisions in the National Basketball Association (NBA). We predicted that, in addition to performance mean, performance trend and variability would also affect compensation decisions. Results revealed that performance mean and trend, but not variability, were significantly and positively related …
Understanding Performance Ratings: Dynamic Performance, Attributions, And Rating Purpose, Jochen Reb, Gary J. Greguras
Understanding Performance Ratings: Dynamic Performance, Attributions, And Rating Purpose, Jochen Reb, Gary J. Greguras
Jochen Reb
The present two studies integrate and extend the literatures on dynamic performance, performance attributions, and rating purpose, making several important contributions. First, examining attributions of dynamic performance, Study 1 predicted that performance mean and trend would affect judged ratee ability and effort and that performance variation would affect locus of causality; both predictions were supported by the results. Second, investigating the interaction between dynamic performance and rating purpose. Study 2 predicted that performance mean would have a stronger impact on administrative than on developmental ratings, whereas performance trend and variation would have a stranger impact on developmental than on administrative …
Evaluating Dynamic Performance: The Influence Of Salient Gestalt Characteristics On Performance Ratings, Jochen Reb, Russell Cropanzano
Evaluating Dynamic Performance: The Influence Of Salient Gestalt Characteristics On Performance Ratings, Jochen Reb, Russell Cropanzano
Jochen Reb
It is well recognized that performance changes over time. However, the effect of these changes on overall assessments of performance is largely unknown. In a laboratory experiment, we examined the influence of salient Gestalt characteristics of a dynamic performance profile on supervisory ratings. We manipulated performance trend (flat, linear-improving, linear-deteriorating, U-shaped, and ∩-shaped), performance variation (small, large), and performance mean (negative, zero, positive) within subjects and display format (graphic, tabular) between subjects. Participants received and evaluated information about the weekly performance of different employees over a simulated 26-week period. Results showed strong main effects on performance ratings of both performance …
Regret In Cancer-Related Decisions, Terry Connolly, Jochen Reb
Regret In Cancer-Related Decisions, Terry Connolly, Jochen Reb
Jochen Reb
Decision-related regret is a negative emotion associated with thinking about a past or future choice. The thinking component generally takes the form of a wish that things were otherwise and involves a comparison of what actually did or will take place with some better alternative--a counterfactual thought. For predecisional (anticipated) regret, the thinking involves a mental simulation of the outcomes that might result from different choice options. Prior research has focused on regret associated with decision outcomes, addressing especially (a) the comparison outcome selected and (b) whether the outcome resulted from action or inaction. More recent research examines regret associated …
Regret And Justification As A Link From Argumentation To Consequentialism, Terry Connolly, Jochen Matthias Reb
Regret And Justification As A Link From Argumentation To Consequentialism, Terry Connolly, Jochen Matthias Reb
Jochen Reb
Mercier and Sperber (M&S) argue that reasoning has evolved primarily as an adjunct to persuasive communication rather than as a basis for consequential choice. Recent research on decision-related regret suggests that regret aversion and concomitant needs for justification may underpin a complementary mechanism that can, if appropriately deployed, convert M&S's facile arguer into an effective decision maker, with obvious evolutionary advantages.
When The Negotiator Sees Red, Jayanth Narayanan, Jochen Reb, Jianwen Chen, Xue Zheng
When The Negotiator Sees Red, Jayanth Narayanan, Jochen Reb, Jianwen Chen, Xue Zheng
Jochen Reb
The negotiations literature abounds with studies about how cognitive heuristics affect negotiation outcomes. However, the role of colors in negotiations remains unexplored. The color red is associated with male dominance and leads to superior outcomes in sporting contests (Hill and Barton, 2005a). In this study, we examined the effect of wearing the color red on outcomes in distributive negotiations. Our findings revealed that when male negotiators wore red clothing, they gained a distributive advantage over their counterpart wearing white.
Regret Aversion In Reason-Based Choice, Terry Connolly, Jochen Reb
Regret Aversion In Reason-Based Choice, Terry Connolly, Jochen Reb
Jochen Reb
This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the decoy effect, a well-known reason-based choice effect. We show here that the effect of regret salience varies in theory-relevant ways from one reason-based choice effect to another. For effects such as the select/reject and decoy effect, both of which were independently judged to be unreasonable bases for deciding, regret salience eliminated the effect. For the most-important attribute …
Towards Interactive, Internet-Based Decision Aid For Vaccination Decisions: Better Information Alone Is Not Enough, Terry Connolly, Jochen Reb
Towards Interactive, Internet-Based Decision Aid For Vaccination Decisions: Better Information Alone Is Not Enough, Terry Connolly, Jochen Reb
Jochen Reb
Vaccination decisions, as in choosing whether or not to immunize one's small child against specific diseases, are both psychologically and computationally complex. The psychological complexities have been extensively studied, often in the context of shaping convincing or persuasive messages that will encourage parents to vaccinate their children. The computational complexity of the decision has been less noted. However, even if the parent has access to neutral, accurate, credible information on vaccination risks and benefits, he or she can easily be overwhelmed by the task of combining this information into a well-reasoned decision. We argue here that the Internet, in addition …
The Influence Of Past Negotiations On Negotiation Counterpart Preferences, Jochen Reb
The Influence Of Past Negotiations On Negotiation Counterpart Preferences, Jochen Reb
Jochen Reb
Choosing the right counterpart can have a significant impact on negotiation success. Unfortunately, little research has studied such negotiation counterpart decisions. Three studies examined the influence of past negotiations on preferences to negotiate again with a counterpart. Study 1 found that the more favorable a past negotiated agreement the stronger the preference to negotiate with the counterpart in the future. Moreover, this relation was mediated through liking of the counterpart. Study 2 manipulated the difficulty of achieving a favorable agreement in the negotiation and found a significant effect of this situational factor such that subsequent counterpart preferences were less favorable …
Different Wrongs, Different Remedies? Reactions To Organizational Remedies After Procedural And Interactional Injustice, Jochen Reb, Barry M. Goldman, Laura J. Kray, Russell Cropanzano
Different Wrongs, Different Remedies? Reactions To Organizational Remedies After Procedural And Interactional Injustice, Jochen Reb, Barry M. Goldman, Laura J. Kray, Russell Cropanzano
Jochen Reb
To alleviate the negative effects of workplace unfairness and resulting conflict, organizations can take remedial action to atone for a perceived injustice. We argue that the effectiveness of organizational remedies may depend on the match between type of injustice perceived and type of remedy offered. Specifically, based on the multiple needs model of justice (Cropanzano, Byrne, Bobocel, & Rupp, 2001), we expect procedural injustice to be particularly associated with preference for instrumental remedies that address the need for control. On the other hand, interactional injustice should be particularly associated with preference for punitive remedies that address the need for meaning. …
Dynamic Performance And The Performance-Performance Rating Relation, Jochen Reb, Gary J. Greguras
Dynamic Performance And The Performance-Performance Rating Relation, Jochen Reb, Gary J. Greguras
Jochen Reb
In this commentary we discuss the appropriateness and usefulness of taking into account the dynamic nature of performance when considering the relation between job performance and ratings of job performance. Like the vast majority of research in this area, Murphy (this issue) does not critically examine whether or how changes in ratee performance over time influence job performance ratings. As noted by Murphy and Cleveland (1995), a limitation of performance appraisal research is that it has ignored that employee performance “…is embedded in a context or pattern of employee performance over time” (p. 73). In this commentary, we argue that …
Regret Salience And Accountability In The Decoy Effect, Terry Connolly, Jochen Matthias Reb, Edgar E. Kausel
Regret Salience And Accountability In The Decoy Effect, Terry Connolly, Jochen Matthias Reb, Edgar E. Kausel
Jochen Reb
Two experiments examined the impact on the decoy effect of making salient the possibility of post-decision regret, a manipulation that has been shown in several earlier studies to stimulate critical examination and improvement of decision process. Experiment 1 (N = 62) showed that making regret salient eliminated the decoy effect in a personal preference task. Experiment 2 (N = 242) replicated this finding for a different personal preference task and for a prediction task. It also replicated previous findings that external accountability demands do not reduce, and may exacerbate, the decoy effect. We interpret both effects in terms of decision …