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Full-Text Articles in Labor Relations
For A Dollar, Would You…? How (We Think) Money Affects Compliance With Our Requests, Vanessa K. Bohns, Daniel A. Newark, Amy Z. Xu
For A Dollar, Would You…? How (We Think) Money Affects Compliance With Our Requests, Vanessa K. Bohns, Daniel A. Newark, Amy Z. Xu
Vanessa K. Bohns
Research has shown a robust tendency for people to underestimate their ability to get others to comply with their requests. In five studies, we demonstrate that this underestimation-of-compliance effect is reduced when requesters offer money in exchange for compliance. In Studies 1 and 2, participants assigned to a no-incentive or monetary-incentive condition made actual requests of others. In both studies, requesters who offered no incentives underestimated the likelihood that those they approached would grant their requests; however, when requesters offered monetary incentives, this prediction error was mitigated. In Studies 3-5, we present evidence in support of a model to explain …
Are Social Prediction Errors Universal? Predicting Compliance With A Direct Request Across Cultures, Vanessa K. Bohns, Michael J. J. Handgraaf, Jianmin Sun, Hillie Aaldering, Changguo Mao, Jennifer Logg
Are Social Prediction Errors Universal? Predicting Compliance With A Direct Request Across Cultures, Vanessa K. Bohns, Michael J. J. Handgraaf, Jianmin Sun, Hillie Aaldering, Changguo Mao, Jennifer Logg
Vanessa K. Bohns
Previous research conducted in the United States has demonstrated that help-seekers fail to appreciate the embarrassment and awkwardness (i.e., social costs) targets would experience by saying “no" to a request for help. Underestimation of such social costs leads help-seekers to underestimate the likelihood that others will comply with their requests. We hypothesized that this error would be attenuated in a collectivistic culture. We conducted a naturalistic help-seeking study in the U.S. and China and found that Chinese help-seekers were more accurate than American help-seekers at predicting compliance. A supplementary scenario study in which we measured individual differences in collectivistic and …
Once Bitten, Twice Shy: The Effect Of A Past Refusal On Expectations Of Future Compliance, Daniel A. Newark, Francis J. Flynn, Vanessa K. Bohns
Once Bitten, Twice Shy: The Effect Of A Past Refusal On Expectations Of Future Compliance, Daniel A. Newark, Francis J. Flynn, Vanessa K. Bohns
Vanessa K. Bohns
Four studies examined help-seekers’ beliefs about how past refusals affect future compliance. In Study 1, help-seekers were more likely than potential helpers to believe that a previous refusal would lead a potential helper to deny a subsequent request of similar size. Study 2 replicated this effect and found that help-seekers underestimated the actual compliance rate of potential helpers who had previously refused to help. Studies 3 and 4 explain this asymmetry. Whereas potential helpers’ willingness to comply with a subsequent request stems from the discomfort of rejecting others not once, but twice, help-seekers rely on dispositional attributions of helpfulness to …
If You Need Help, Just Ask: Underestimating Compliance With Direct Requests For Help, Francis J. Flynn, Vanessa K. Bohns
If You Need Help, Just Ask: Underestimating Compliance With Direct Requests For Help, Francis J. Flynn, Vanessa K. Bohns
Vanessa K. Bohns
A series of studies tested whether people underestimate the likelihood that others will comply with their direct requests for help. In the first 3 studies, people underestimated by as much as 50% the likelihood that others would agree to a direct request for help, across a range of requests occurring in both experimental and natural field settings. Studies 4 and 5 demonstrated that experimentally manipulating a person’s perspective (as help seeker or potential helper) could elicit this underestimation effect. Finally, in Study 6, the authors explored the source of the bias, finding that help seekers were less willing than potential …
Justice Or Just Between Us? Empirical Evidence Of The Trade-Off Between Procedural And Interactional Justice In Workplace Dispute Resolution, Zev Eigen, Adam Seth Litwin
Justice Or Just Between Us? Empirical Evidence Of The Trade-Off Between Procedural And Interactional Justice In Workplace Dispute Resolution, Zev Eigen, Adam Seth Litwin
Adam Seth Litwin
In this article, the authors examine the relationship between an employer’s implementation of a typical dispute resolution system (DRS) and organizational justice, perceived compliance with the law, and organizational commitment. They draw on unique data from a single, geographically expansive, U.S. firm with more than 100,000 employees in more than 1,000 locations. Holding all time-constant, location-level variables in place, they find that the introduction of a DRS is associated with elevated perceptions of interactional justice but diminished perceptions of procedural justice. They also find no discernible effect on organizational commitment, but a significant boost to perceived legal compliance by the …