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Full-Text Articles in Business
Making Use Of Difference: Diversity, Debate, And Decision Comprehensiveness In Top Management Teams, Tony L. Simons, Lisa Hope Pelled, Ken A. Smith
Making Use Of Difference: Diversity, Debate, And Decision Comprehensiveness In Top Management Teams, Tony L. Simons, Lisa Hope Pelled, Ken A. Smith
Tony L. Simons
This study examined how top management team diversity variables and debate interacted to influence two measures of company financial performance. Further, it assessed the degree to which decision comprehensiveness mediated those interaction effects. Multi-informant data from the top management teams of 57 manufacturing companies revealed that more job-related types of diversity interacted with debate to influence financial performance, but a less job-related type (age diversity) did not. Decision comprehensiveness partially mediated those effects.
Speech Patterns And The Concept Of Utility In Cognitive Maps: The Case Of Integrative Bargaining, Tony L. Simons
Speech Patterns And The Concept Of Utility In Cognitive Maps: The Case Of Integrative Bargaining, Tony L. Simons
Tony L. Simons
This study's premise is that negotiation dyads' conceptualization of utility is a key component of their “cognitive maps,” or internal representations, that influences the dyads' assumptions and motivation. A linguistic indicator was developed for utility as an objective attribute, utility as a subjective preference, and utility as an interpersonal relationship. An analysis of 79 transcripts from two negotiation studies revealed that dyads whose members conceptualized utility as a subjective preference reached more integrative agreements than dyads displaying either of the other two conceptualizations. Also, as hypothesized, linguistic patterns from the first half of negotiation were better predictors of agreements than …