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Articles 1 - 30 of 40
Full-Text Articles in Business
Covid-19, Coronavirus, Wuhan Virus, Or China Virus? Understanding How To “Do No Harm" When Naming An Infectious Disease, Theodore C. Masters-Waage, Nilotpal Jha, Jochen Reb
Covid-19, Coronavirus, Wuhan Virus, Or China Virus? Understanding How To “Do No Harm" When Naming An Infectious Disease, Theodore C. Masters-Waage, Nilotpal Jha, Jochen Reb
Research Collection Lee Kong Chian School Of Business
When labeling an infectious disease, officially sanctioned scientific names, e.g., “H1N1 virus,” are recommended over place-specific names, e.g., “Spanish flu.” This is due to concerns from policymakers and the WHO that the latter might lead to unintended stigmatization. However, with little empirical support for such negative consequences, authorities might be focusing on limited resources on an overstated issue. This paper empirically investigates the impact of naming against the current backdrop of the 2019-2020 pandemic.
Motivation Purity Bias: Expression Of Extrinsic Motivation Undermines Perceived Intrinsic Motivation And Engenders Bias In Selection Decisions, Rellie Derfler-Rozin, Marko Pitesa
Motivation Purity Bias: Expression Of Extrinsic Motivation Undermines Perceived Intrinsic Motivation And Engenders Bias In Selection Decisions, Rellie Derfler-Rozin, Marko Pitesa
Research Collection Lee Kong Chian School Of Business
Organizational selection decisions often involve an exchange of information between candidates and decision makers as to why candidates are motivated to work in the given position. Drawing on popular management myths as our overarching framework, we theorize that candidates’ expressions of extrinsic motivation lead decision makers to infer that the candidate is less intrinsically motivated, leading to bias against such candidates. We term this effect motivation purity bias, and argue that it emerges despite ample evidence, which we review, showing that penalizing expressed extrinsic motivation is not only unfair to candidates but also counterproductive from the standpoint of maximizing future …
What Has Changed? The Impact Of Covid Pandemic On The Technology And Innovation Management Research Agenda, Gerard George, Karim R. Lakhani, Phanish Puranam
What Has Changed? The Impact Of Covid Pandemic On The Technology And Innovation Management Research Agenda, Gerard George, Karim R. Lakhani, Phanish Puranam
Research Collection Lee Kong Chian School Of Business
Whereas the pandemic has tested the agility and resilience of organizations, it forces a deeper look at the assumptions underlying theoretical frameworks that guide managerial decisions and organizational practices. In this commentary, we explore the impact of the Covid‐19 pandemic on technology and innovation management research. We identify key assumptions, and then discuss how new areas of investigation emerge based on the changed reality.
Predicting Counterproductive Work Behavior: Do Implicit Motives Have Incremental Validity Beyond Explicit Traits?, J. Malte Runge, Jonas W. B. Lang, Ingo Zettler, Filip Lievens
Predicting Counterproductive Work Behavior: Do Implicit Motives Have Incremental Validity Beyond Explicit Traits?, J. Malte Runge, Jonas W. B. Lang, Ingo Zettler, Filip Lievens
Research Collection Lee Kong Chian School Of Business
This study extends research on the link between personality and Counterproductive Work Behavior (CWB) by investigating whether the implicit Affiliation, Achievement, and Power motives contribute to the prediction of CWB beyond basic personality traits. Employees high in Affiliation, Achievement, and Power motives may disengage from CWB because it is not rewarding and thwarts goal attainment. In Study 1 (N = 263), we found that Affiliation predicted self-rated CWB beyond traits. In Study 2 (N = 121), we found that Affiliation and Power predicted supervisor-rated CWB. Our findings thus suggest to also consider implicit motives as personality determinants of CWB.
Kin Ties And The Performance Of New Firms: A Structural Approach, Gokhan Ertug, Reddi Kotha, Peter Hedstrom
Kin Ties And The Performance Of New Firms: A Structural Approach, Gokhan Ertug, Reddi Kotha, Peter Hedstrom
Research Collection Lee Kong Chian School Of Business
Kin ties are all but ubiquitous in new firms. However, their effects on performance are not straightforward, because they may provide new firms with advantages (enhanced coordination and cooperation) as well as disadvantages (reduced diversity, nepotism concerns, and the possible spillover of personal conflict). As kin ties may have both positive and negative implications for performance, a contingency approach to the performance of new firms is valuable. We develop such an approach by relating different structural configurations of kin ties – whether they are between founders, between founders and employees, and between employees – to the performance of new firms. …
What's On Job Seekers' Social Media Sites? A Content Analysis And Effects Of Structure On Recruiter Judgments And Predictive Validity, Liwen Zhang, Chad H. Van Iddekinge, John D. Arnold, Philip L. Roth, Filip Lievens, Stephen E. Lanivich, Samantha L. Jordan
What's On Job Seekers' Social Media Sites? A Content Analysis And Effects Of Structure On Recruiter Judgments And Predictive Validity, Liwen Zhang, Chad H. Van Iddekinge, John D. Arnold, Philip L. Roth, Filip Lievens, Stephen E. Lanivich, Samantha L. Jordan
Research Collection Lee Kong Chian School Of Business
Many organizational representatives review social media (SM) information (e.g., Facebook, Twitter) when recruiting and assessing job applicants. Despite this, very little empirical data exist concerning the SM information available to organizations or whether assessments of such information are a valid predictor of work outcomes. This multi-study investigation examines several critical issues in this emerging area. In Study 1, we conducted a content analysis of job seekers’ Facebook sites (n = 266) and found that these sites often provide demographic variables that U.S. employment laws typically prohibit organizations from using when making personnel decisions (e.g., age, ethnicity, religion), as well as …
Outcomes Of An Expert Survey: Are Singapore’S Manufacturing Small And Medium Enterprises Ready To Embrace Industry 4.0, Gopalakrishnan Surianarayanan, Thomas Menkhoff
Outcomes Of An Expert Survey: Are Singapore’S Manufacturing Small And Medium Enterprises Ready To Embrace Industry 4.0, Gopalakrishnan Surianarayanan, Thomas Menkhoff
Research Collection Lee Kong Chian School Of Business
Industry 4.0 encompasses adopting opportunities from end-to-end digitalisation with connected computers and increasingly autonomous automation systems equipped with intelligent machine learning algorithms that control the robotics without much input from humans. Smart manufacturing technologies (a part of the smart industry, an extension of Industry 4.0 initiatives and implementation) involve automating various processes. It aims to connect various units in real-time while enhancing profitability by reducing costs, increasing labour productivity, and improving overall efficiency. The impetus for our paper is the assumption that the adoption of smart manufacturing technologies such as advanced robotics, cyber-physical systems, or the Internet of Things (IoT) …
When And Why Narcissists Exhibit Greater Hindsight Bias And Less Perceived Learning, Satoris S. Howes, Edgar E. Kausel, Alexander T. Jackson, Jochen Reb
When And Why Narcissists Exhibit Greater Hindsight Bias And Less Perceived Learning, Satoris S. Howes, Edgar E. Kausel, Alexander T. Jackson, Jochen Reb
Research Collection Lee Kong Chian School Of Business
The present research sought to examine the impact of narcissism, prediction accuracy, and should counterfactual thinking—which includes thoughts such as “I should have done something different”—on hindsight bias (the tendency to exaggerate in hindsight what one knew in foresight) and perceived learning. To test these effects, we conducted four studies (total n = 727). First, in Study 1 we examined a moderated mediation model, in which should counterfactual thinking mediates the relation between narcissism and hindsight bias, and this mediation is moderated by prediction accuracy such that the relationship is negative when predictions are accurate and positive when predictions are …
Personnel Selection: A Longstanding Story Of Impact At The Individual, Firm, And Societal Level, Filip Lievens, Paul R. Sackett, Charlene Zhang
Personnel Selection: A Longstanding Story Of Impact At The Individual, Firm, And Societal Level, Filip Lievens, Paul R. Sackett, Charlene Zhang
Research Collection Lee Kong Chian School Of Business
This paper discusses how and why the field of personnel selection has made a long-lasting mark in work and organizational psychology. We start by outlining the importance and relevance of the well-established analytical framework (criterion-related validity, incremental validity, utility) for examining the impact of selection at the individual (job performance) level. We also document the substantive criterion-related validities of most common selection procedures on the basis of cumulative meta-analytic research. Next, we review more recent research that investigated the impact of selection at the more macro organizational (firm performance) level. We show that the positive relationship between selection and performance …
Stakeholder Preservation Or Appropriation? The Influence Of Target Csr On Market Reactions To Acquisition Announcements, Li Tong, Heli Wang, Jun Xia
Stakeholder Preservation Or Appropriation? The Influence Of Target Csr On Market Reactions To Acquisition Announcements, Li Tong, Heli Wang, Jun Xia
Research Collection Lee Kong Chian School Of Business
This study examines how target corporate social responsibility (CSR) affects the economic gains for acquirers, as reflected in market reaction to acquisition announcement, from two distinct perspectives: stakeholder preservation versus stakeholder appropriation. The stakeholder preservation perspective suggests that positive market reaction to an acquisition stems from potential new value creation by honoring implicit contracts and maintaining good relationships with target stakeholders. By contrast, the stakeholder appropriation perspective posits that positive market reaction is primarily derived through wealth transfer to acquirers by defaulting on implicit contracts with target stakeholders. Using a dataset of acquisitions in the US, we find that target …
The Attractiveness Advantage At Work: A Cross-Disciplinary Integrative Review, Kelly A Nault, Marko Pitesa, Stefan Thau
The Attractiveness Advantage At Work: A Cross-Disciplinary Integrative Review, Kelly A Nault, Marko Pitesa, Stefan Thau
Research Collection Lee Kong Chian School Of Business
Compared with people of average attractiveness, the highly attractive earn roughly 20 percent more and are recommended for promotion more frequently. The dominant view of this “attractiveness advantage” is one of taste-based discrimination, whereby attractive individuals are preferred without justification in economic productivity. We conduct a comprehensive review of research on attractiveness discrimination, finding relatively more evidence that this phenomenon constitutes, to some extent, statistical (as opposed to solely taste-based) discrimination, in which decision makers assume that attractive people are more competent and discriminate based on instrumental motives. We then review research that speaks to whether decision makers might be …
Minding The Gap: Asymmetric Effects Of Pay Dispersion On Stakeholder Engagement In Corporate Environmental (Ir)Responsibility, Ying Zhang, Li Tong, Ji Li
Minding The Gap: Asymmetric Effects Of Pay Dispersion On Stakeholder Engagement In Corporate Environmental (Ir)Responsibility, Ying Zhang, Li Tong, Ji Li
Research Collection Lee Kong Chian School Of Business
How does pay dispersion affect corporate environmental performance? Building on the tournament effect and equity perspective, we theorize that vertical pay dispersion and horizontal pay dispersion can impinge on corporate environmental performance. We develop the theoretical argument that vertical pay dispersion is negatively related to corporate environmental responsibility (CER) and positively related to corporate environmental irresponsibility (CEIR) due to the tournament competition among executives, and that horizontal pay dispersion is negatively related to CER and positively related to CEIR due to the unjust sense among executives. We then delve into the asymmetric effects of vertical pay dispersion and horizontal pay …
Restore Your Sense Of Control — Despite The Pandemic, Eric M. Anicich, Trevor A. Foulk, Merrick R. Osborne, Jake Gale, Michael Schaerer
Restore Your Sense Of Control — Despite The Pandemic, Eric M. Anicich, Trevor A. Foulk, Merrick R. Osborne, Jake Gale, Michael Schaerer
Research Collection Lee Kong Chian School Of Business
The coronavirus pandemic has wrought unprecedented levels of personal and professional upheaval upon many employees. It may irrevocably transform how we work, communicate, eat, shop, date, and travel. Clearly, these are not “normal” times. And yet, society continues to move forward.
Scaling Big In India: Leveraging Behavioral Science To Help Feed Millions, Gita V. Johar, Shilpa Madan, K. Ganesh
Scaling Big In India: Leveraging Behavioral Science To Help Feed Millions, Gita V. Johar, Shilpa Madan, K. Ganesh
Research Collection Lee Kong Chian School Of Business
A look at how a community kitchen initiative in India used insights from behavioral science to rapidly scale its services, delivering 4.5 million meals to homeless migrant workers even as the country instituted the world’s largest lockdown to combat COVID-19.
Effects Of Situation Descriptions On The Construct-Related Validity Of Construct-Driven Situational Judgment Tests, Philipp Christopher Schaepers, Jan-Philipp Freudenstein, Patrick Mussel, Filip Lievens, Stefan Krumm
Effects Of Situation Descriptions On The Construct-Related Validity Of Construct-Driven Situational Judgment Tests, Philipp Christopher Schaepers, Jan-Philipp Freudenstein, Patrick Mussel, Filip Lievens, Stefan Krumm
Research Collection Lee Kong Chian School Of Business
Despite the common belief that situation descriptions in SJTs are central to the measurement of targeted constructs, recent studies demonstrated that omitting situation descriptions had only minor effects on SJT performance and validity. However, these results might be due to the fact that traditional SJTs often fail to assess well-defined constructs. So, we aimed to examine the relationships between construct-driven SJT scores with and without situations and self- and peer-rated personality dimensions (N = 158). Results revealed almost no difference in construct-related validity between both versions. The conscientiousness facet emerged as the only exception, for which the SJT scores without …
Power To The People? The Limits Of Equality-Based Involvement In Managing Strategic Change, Daniel Z. Mack
Power To The People? The Limits Of Equality-Based Involvement In Managing Strategic Change, Daniel Z. Mack
Research Collection Lee Kong Chian School Of Business
Existing research has highlighted the importance of involving a wide representation of organizational members in the strategic change process to manage it effectively. We conducted a real-time inductive study of a strategic change at an organization in the hotel industry. Our findings suggest that the equality-based involvement – designed to promote equal opportunities for voice among employees – unintendedly undermined the implementation of strategic change. Although wide organizational involvement provided frontline employees with greater voice and autonomy, it also instilled greater fear in middle managers due to more escalating complaints to top management and newly created constraints in middle managers’ …
Robustness, Sensitivity And Sampling Variability Of Pareto-Optimal Selection System Solutions To Address The Quality-Diversity Trade-Off, Wilfried De Corte, Paul Sackett, Filip Lievens
Robustness, Sensitivity And Sampling Variability Of Pareto-Optimal Selection System Solutions To Address The Quality-Diversity Trade-Off, Wilfried De Corte, Paul Sackett, Filip Lievens
Research Collection Lee Kong Chian School Of Business
In case that both the goals of selection quality and diversity are important, a selection system is Pareto-optimal (PO) when its implementation is expected to result in an optimal balance between the levels achieved with respect to both these goals. The study addresses the critical issue whether PO systems, as computed from calibration conditions, continue to perform well when applied to a large variety of different validation selection situations. To address the key issue, we introduce two new measures for gauging the achievement of these designs and conduct a large simulation study in which we manipulate 10 factors (related to …
Individuals Responses To Economic Cycles: Organizational Relevance And A Multilevel Theoretical Integration, Nina Sirola
Individuals Responses To Economic Cycles: Organizational Relevance And A Multilevel Theoretical Integration, Nina Sirola
Research Collection Lee Kong Chian School Of Business
The state of the economy represents a concern for individuals and shapes their behavior in profound ways. The current review of studies on how individuals respond to economic cycles reveals that organizational relevance of such responses has often not been considered, and the literature is characterized by a variety of seemingly disconnected explanations for how and why individuals respond to the perceived state of the economy. I develop a theoretical framework that systematizes the literature and accounts for the seemingly disparate findings, highlighting the underlying functionality of such responses for individuals. I then integrate the literature on individual responses to …
Getting Back To The “New Normal”: Autonomy Restoration During A Global Pandemic, Eric M. Anicich, Trevor A. Foulk, Merrick R. Osborne, Jake Gale, Michael Schaerer
Getting Back To The “New Normal”: Autonomy Restoration During A Global Pandemic, Eric M. Anicich, Trevor A. Foulk, Merrick R. Osborne, Jake Gale, Michael Schaerer
Research Collection Lee Kong Chian School Of Business
We investigate the psychological recovery process of full-time employees during the two-week period at the onset of the Coronavirus pandemic (COVID-19). Past research suggests that recovery processes start after stressors abate and can take months or years to unfold. In contrast, we build on autonomy restoration theory to suggest that recovery of impaired autonomy starts immediately even as a stressor is ongoing. Using growth curve modeling, we examined the temporal trajectories of two manifestations of impaired autonomy—powerlessness and (lack of) authenticity—to test whether recovery began as the pandemic unfolded. We tested our predictions using a unique experience-sampling dataset collected over …
The Profile Of The ‘Good Judge’ In Hrm: A Systematic Review And Agenda For Future Research, François S. De Kock, Filip Lievens, Marise P. Born
The Profile Of The ‘Good Judge’ In Hrm: A Systematic Review And Agenda For Future Research, François S. De Kock, Filip Lievens, Marise P. Born
Research Collection Lee Kong Chian School Of Business
In light of the pivotal importance of judgments and ratings in human resource management (HRM) settings, a better understanding of the individual differences associated with being a good judge is sorely needed. This review provides an overview of individual difference characteristics that have been associated with the accurate judges in HRM. We review empirical findings over >80 years to identify what we know and do not know about the individual difference correlates of being an accurate judge. Overall, findings suggest that judges' cognitive factors show stronger and more consistent relationships with rating accuracy than personality-related factors. Specific intelligences in the …
It's Lonely At The Bottom (Too): The Effects Of Experienced Powerlessness On Social Closeness And Disengagement, Trevor A. Foulk, Irene E. De Pater, Michael Schaerer, Christilene Du Plessis, Randy Lee, Amir Erez
It's Lonely At The Bottom (Too): The Effects Of Experienced Powerlessness On Social Closeness And Disengagement, Trevor A. Foulk, Irene E. De Pater, Michael Schaerer, Christilene Du Plessis, Randy Lee, Amir Erez
Research Collection Lee Kong Chian School Of Business
Although powerlessness is a pervasive experience for employees, prior social power research has predominantly focused on consequences of powerfulness. This has led to contradictory predictions for how experienced powerlessness influences employees’ social perceptions and behaviors. To resolve this theoretical tension, we build on Social Distance Theory (Magee & Smith, 2013) to develop a theoretical model suggesting that experienced powerlessness reduces social closeness and subsequently causes social disengagement behaviors both at work (reduced helping, increased interaction avoidance) and at home (increased withdrawal). Our model also elucidates the processes that cause powerlessness to reduce social closeness, demonstrating that employees’ affiliation motive and …
Across The Great Divides: Gender Dynamics Influence How Intercultural Conflict Helps Or Hurts Creative Collaboration, Roy Y. J. Chua, Mengzi Jin
Across The Great Divides: Gender Dynamics Influence How Intercultural Conflict Helps Or Hurts Creative Collaboration, Roy Y. J. Chua, Mengzi Jin
Research Collection Lee Kong Chian School Of Business
Collaborating across cultures can potentially increase creativity due to access to diverse ideas and perspectives, but this benefit is not always realized. One reason is that the conflict that arises in intercultural creative collaboration is a double-edged sword and how it is managed matters. In this research, we examine how the gender of collaborating dyads influences the link between intercultural conflict (task and relationship) and creative collaboration effectiveness. Through two studies (a laboratory study and a field survey), we found that intercultural task conflict has a negative effect on creative collaboration in men dyads but a positive effect on creative …
Power And Negotiation: Review Of Current Evidence And Future Directions, Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I. Swaab
Power And Negotiation: Review Of Current Evidence And Future Directions, Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
This review synthesizes the impact of power on individual and joint negotiation performance. Although power generally has positive effects on negotiators’ individual performance (value claiming), recent work suggests that more power is not always beneficial. Taking a dyadic perspective, we also find mixed evidence for how power affects joint performance (value creation); some studies show that equal-power dyads create more value than unequal-power dyads, but others find the opposite. We identify the source of power, power distribution, and competitiveness as critical moderators of this relationship. Finally, we suggest that future research should move beyond studying alternatives in dyadic deal-making, identify …
Transparency And Fairness In Organizational Decisions: An Experimental Investigation Using The Paired Ultimatum Game, Jared Nai, Reddi Kotha, Phanish Puranam
Transparency And Fairness In Organizational Decisions: An Experimental Investigation Using The Paired Ultimatum Game, Jared Nai, Reddi Kotha, Phanish Puranam
Research Collection Lee Kong Chian School Of Business
Organizations often keep secret their decisions about what employees receive (e.g., salary, budgets, benefits) to manage fairness concerns. We propose that this can be counterproductive because of a mechanism we call the “escalation of deservingness under secrecy”, where the existence of peers can inflate one’s own sense of deservingness, even when the actual allocations to peers are unknown. Building on the ultimatum game, we developed a Paired Ultimatum Game (PUG) in which a player and a peer respondent engage with the same offeror simultaneously but with no direct competition between respondents. Across three experiments- a live interaction study as well …
A Dynamic Account Of Self-Efficacy In Entrepreneurship, Michael M. Gielnik, Ronald Bledow, Miriam S. Stark
A Dynamic Account Of Self-Efficacy In Entrepreneurship, Michael M. Gielnik, Ronald Bledow, Miriam S. Stark
Research Collection Lee Kong Chian School Of Business
We present a dynamic account of self-efficacy in entrepreneurship that integrates social–cognitive and control theory. According to our dynamic account, variability in self-efficacy energizes action because it involves self-motivation and discrepancy perception as competing motivational processes. We argue that variability and the average level in self-efficacy nascent entrepreneurs display over time support the enactment of entrepreneurial intentions and predict business ownership. The proposed positive effect of variability further implies an inverted u-shaped relationship between self-efficacy at a single point in time and business ownership. To test these hypotheses, we repeatedly assessed entrepreneurial self-efficacy of nascent African entrepreneurs during a 12-week …
Equality In The Workplace, Siow-Heng Ong
Equality In The Workplace, Siow-Heng Ong
Research Collection Lee Kong Chian School Of Business
No abstract provided.
Mindfulness Arrives At Work: Deepening Our Understanding Of Mindfulness In Organizations, Jochen Reb, Tammy Allen, Timothy J. Vogus
Mindfulness Arrives At Work: Deepening Our Understanding Of Mindfulness In Organizations, Jochen Reb, Tammy Allen, Timothy J. Vogus
Research Collection Lee Kong Chian School Of Business
Mindfulness has become an increasingly popular practice and in parallel scholarly research has grown considerably. However, the study of mindfulness at work remains limited and motivates this special issue on “Mindfulness at Work: Pushing Theoretical and Empirical Boundaries.” In this introduction to the special issue we offer a brief initial grounding in the literature on mindfulness at work and in organizations. We then turn attention to how the six articles in this special issue advance this nascent field. We use both as a point of departure for considering the benefits and limits of mindfulness in organizations as well as the …
It Won’T Be Business As Usual After Covid-19, Arnoud De Meyer
It Won’T Be Business As Usual After Covid-19, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
As customer behaviours change, they will reshape business models in the post-coronavirus world.
Multiple Speed Assessments: Theory, Practice, And Research Evidence, Christoph N. Herde, Filip Lievens
Multiple Speed Assessments: Theory, Practice, And Research Evidence, Christoph N. Herde, Filip Lievens
Research Collection Lee Kong Chian School Of Business
This paper presents Multiple Speed Assessments as an umbrella term to encompass a variety of approaches that include multiple (e.g., 20), short (e.g., 3 min), and often integrated interpersonal simulations to elicit overt behavior in a standardized way across participants. Multiple Speed Assessments can be used to get insight into the behavioral repertoire of a target person in situations sampled from a predefined target domain and their intraindividual variability across these situations. This paper outlines the characteristics and theoretical basis of Multiple Speed Assessments. We also discuss various already existing examples of Multiple Speed Assessments (Objective Structured Clinical Examinations, Multiple …
Win-Win In Distributive Negotiations: The Economic And Relational Benefits Of Strategic Offer Framing, Michael Schaerer, Martin Schweinsberg, Nico Thornley, Roderick I. Swaab
Win-Win In Distributive Negotiations: The Economic And Relational Benefits Of Strategic Offer Framing, Michael Schaerer, Martin Schweinsberg, Nico Thornley, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
In distributive negotiations, people often feel that they have to choose between maximizing their economic outcomes (claiming more value) or improving their relational outcomes (having a satisfied opponent). The present research proposes a conversational strategy that can help negotiators achieve both. Specifically, we show that using an offer framing strategy that shifts offer recipients’ attention to their reservation price (e.g., “How does my offer compare to your minimum price?”) leads to both (a) an assimilation effect whereby recipients make more favorable counteroffers (economic benefit) as well as (b) a contrast effect whereby recipients feel more satisfied with the negotiation (relational …