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Organizational Behavior and Theory

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Full-Text Articles in Labor Relations

Organizational Performance In Services, Rosemary Batt, Virginia Doellgast Aug 2017

Organizational Performance In Services, Rosemary Batt, Virginia Doellgast

Virginia Doellgast

The question of performance in service activities and occupations is important for several reasons. First, over two-thirds of employment in advanced economies is in service activities. Second, productivity growth in services is historically low, lagging far behind manufacturing, and as a result, wages in production-level service jobs remain low. In addition, labor costs in service activities are often over 50% of total costs, whereas in manufacturing they have fallen to less than 25% of costs. This raises the question of whether management practices that have improved performance in manufacturing, such as investment in the skills and training of the workforce, …

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Metatheory And Friendly Competition In Theory Growth: The Case Of Power Processes In Bargaining, Edward J. Lawler, Rebecca Ford Aug 2017

Metatheory And Friendly Competition In Theory Growth: The Case Of Power Processes In Bargaining, Edward J. Lawler, Rebecca Ford

Edward J Lawler

[Excerpt] This paper analyzes the theoretical development taking place in a program of research on power processes in bargaining (see Bacharach and Lawler 1976, 1980, 1981a, 1981b; Lawler and Bacharach 1976, 1979, 1987; Lawler, Ford, and Blegen 1988; Lawler and Yoon 1990; Lawler 1986, 1992). The theoretical program takes as its starting point a situation where individuals, groups, organizations, or even societies with conflicting interests voluntarily enter into explicit bargaining. Explicit (as opposed to tacit) bargaining assumes the mutual acknowledgment of negotiations, conflicting issues along which compromise is possible, and open lines of communication through which parties can exchange offers …

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Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler Aug 2017

Power Dependence And Power Paradoxes In Bargaining, Samuel B. Bacharach, Edward J. Lawler

Edward J Lawler

[Excerpt] What this article (and our larger program of work) is designed to demonstrate is that these very simple ideas represent a particularly suitable starting point for understanding the power struggle between parties who regularly engage in negotiation. Specifically, in this article we show that the approach contains certain paradoxes regarding the acquisition and use of power in an ongoing bargaining relationship. The dependence framework treats the ongoing relationship as a power struggle in which each party tries to maneuver itself into a favorable power position.

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Introduction To A Special Issue On Inequality In The Workplace (“What Works?), Pamela S. Tolbert, Emilio J. Castilla Jul 2017

Introduction To A Special Issue On Inequality In The Workplace (“What Works?), Pamela S. Tolbert, Emilio J. Castilla

Pamela S Tolbert

[Excerpt] While overt expressions of racial and gender bias in U.S. workplaces have declined markedly since the passage of the original Civil Rights Act and the creation of the Equal Employment Opportunity Commission a half century ago (Eagly and Chaiken 1993; Schuman, Steeh, Bobo, and Krysan 1997; Dobbin 2009), a steady stream of research indicates that powerful, if more covert forms of bias persist in contemporary workplaces (Greenwald and Banaji 1995; Pager, Western, and Bonikowski 2009; England 2010; Heilman 2012). In line with this research, high rates of individual and class-based lawsuits alleging racial and gender discrimination suggest that many …

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Power Processes In Bargaining, Edward J. Lawler Jul 2017

Power Processes In Bargaining, Edward J. Lawler

Edward J Lawler

This is a theoretical article that integrates and extends a particular program of work on power in bargaining relationships. Power is conceptualized as a structurally based capability, and power use as tactical action falling within either conciliatory or hostile categories. The core propositions are (1) the greater the total amount of power in a relationship, the greater the use of conciliatory tactics and the lower the use of hostile tactics; and (2) an unequal power relationship fosters more use of hostile tactics and less use of conciliatory tactics than an equal power relationship. Distinct research on power dependence and bilateral …

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Time Pressure And The Development Of Integrative Agreements In Bilateral Negotiations, Peter J. D. Carnevale, Edward J. Lawler Jul 2017

Time Pressure And The Development Of Integrative Agreements In Bilateral Negotiations, Peter J. D. Carnevale, Edward J. Lawler

Edward J Lawler

A laboratory experiment examined the effects of time pressure on the process and outcome of integrative bargaining. Time pressure was operationalized in terms of the amount of time available to negotiate. As hypothesized, high time pressure produced nonagreements and poor negotiation outcomes only when negotiators adopted an individualistic orientation; when negotiators adopted a cooperative orientation, they achieved high outcomes regardless of time pressure. In combination with an individualistic orientation, time pressure produced greater competitiveness, firm negotiator aspirations, and reduced information exchange. In combination with a cooperative orientation, time pressure produced greater cooperativeness and lower negotiator aspirations. The main findings were …

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Structural Power And Emotional Processes In Negotiation: A Social Exchange Approach, Edward J. Lawler, Jeongkoo Yoon Jul 2017

Structural Power And Emotional Processes In Negotiation: A Social Exchange Approach, Edward J. Lawler, Jeongkoo Yoon

Edward J Lawler

This chapter focuses in the abstract on when and how repeated negotiations between the same actors foster positive feelings or emotions and, in turn, an affective commitment to their relationship. However, we have in mind applications to pivotal dyads within organizations and also to the emergence of "friction” or "stickiness” in market relations. Implicit in the idea that negotiations in pivotal dyads shape institutional patterns is the notion that repeated negotiations between the same two actors are likely to become more than instrumental ways for the particular actors to get work done. We suggest a simple process by which dyadic …

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Resolving Conflict Through Explicit Bargaining, Elizabeth Heger Boyle, Edward J. Lawler Jul 2017

Resolving Conflict Through Explicit Bargaining, Elizabeth Heger Boyle, Edward J. Lawler

Edward J Lawler

This article analyzes the impact of conciliatory initiatives on conflict resolution in two-party bargaining. It specifically develops and tests a theory of unilateral initiatives derived from Osgood's (1962) notion of Graduated and Reciprocated Initiatives in Tension Reduction (GRIT). The major propositions of the theory indicate that, given a pattern of mutual resistance or hostility, unilateral initiatives and tit-for-tat retaliation in response to punitive action will produce more conciliation and less hostility by an opponent. To test the theory, a bargaining setting was created in a laboratory experiment in which parties exchanged offers and counteroffers on an issue across a number …

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Bargaining Toughness: A Qualification Of Level-Of-Aspiration And Reciprocity Hypotheses, Edward J. Lawler, Bruce K. Macmurray Jul 2017

Bargaining Toughness: A Qualification Of Level-Of-Aspiration And Reciprocity Hypotheses, Edward J. Lawler, Bruce K. Macmurray

Edward J Lawler

This research examined the interaction of initial bargaining stance and later concession strategy in dyadic bargaining. Experimental procedures pitted subjects against a programmed opponent and manipulated three variables: initial stance of the opponent across the first two bargaining rounds (tough vs. soft), deadlock vs. no deadlock, and subsequent concession strategy (tough, matching, soft). The results revealed that: (a) with a tough initial stance, a matching strategy produced greater yielding than tough or soft strategies; while in the context of a soft initial stance, a tough concession strategy produced more yielding than a matching or soft concession strategy; and (b) a …

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Comparison Of Dependence And Punitive Forms Of Power, Edward J. Lawler, Samuel B. Bacharach Jul 2017

Comparison Of Dependence And Punitive Forms Of Power, Edward J. Lawler, Samuel B. Bacharach

Edward J Lawler

This paper deals with the impact of power on tactical action in conflict. The theory and research is organized around two conceptual distinctions: one between power based on dependence versus punitive capability, and the other between relative power (i.e., power difference) and "total power" in a relationship (i.e., across actors). The paper will argue that these distinctions are important on both theoretical and empirical grounds. Theoretically, they are important to explicate the connection between conceptions of power that stress the coercive foundation of power (Bierstedt 1950; Tedeschi, Schlenker & Bonoma 1973) and those that treat power as dependence (Bacharach & …

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Introduction: Bringing Jobs Back In: Toward A New Multi-Level Approach To The Study Of Work And Organizations, M. Diane Burton, Lisa E. Cohen, Michael Lounsbury Oct 2016

Introduction: Bringing Jobs Back In: Toward A New Multi-Level Approach To The Study Of Work And Organizations, M. Diane Burton, Lisa E. Cohen, Michael Lounsbury

M. Diane Burton

In this paper, we call for renewed attention to the structure and structuring of work within and between organizations. We argue that a multi-level approach, with jobs as a core analytic construct, is a way to draw connections among economic sociology, organizational sociology, the sociology of work and occupations, labor studies and stratification and address the important problems of both increasing inequality and declining economic productivity.

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“Why Didn’T You Just Ask?” Underestimating The Discomfort Of Help-Seeking, Vanessa K. Bohns, Francis J. Flynn Apr 2016

“Why Didn’T You Just Ask?” Underestimating The Discomfort Of Help-Seeking, Vanessa K. Bohns, Francis J. Flynn

Vanessa K. Bohns

Across four studies we demonstrate that people in a position to provide help tend to underestimate the role that embarrassment plays in decisions about whether or not to ask for help. As a result, potential helpers may overestimate the likelihood that people will ask for help (Studies 1 and 2). Further, helpers may be less inclined to allocate resources to underutilized support programs than help-seekers because they are less likely to attribute low levels of use to help-seekers’ concerns with embarrassment (Study 3). Finally, helpers may misjudge the most effective means of encouraging help-seeking behavior - emphasizing the practical benefits …

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For A Dollar, Would You…? How (We Think) Money Affects Compliance With Our Requests, Vanessa K. Bohns, Daniel A. Newark, Amy Z. Xu Apr 2016

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 …

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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 Apr 2016

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 …

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Once Bitten, Twice Shy: The Effect Of A Past Refusal On Expectations Of Future Compliance, Daniel A. Newark, Francis J. Flynn, Vanessa K. Bohns Apr 2016

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 …

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If You Need Help, Just Ask: Underestimating Compliance With Direct Requests For Help, Francis J. Flynn, Vanessa K. Bohns Apr 2016

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 …

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(Mis)Understanding Our Influence Over Others: A Review Of The Underestimation-Of-Compliance Effect, Vanessa K. Bohns Apr 2016

(Mis)Understanding Our Influence Over Others: A Review Of The Underestimation-Of-Compliance Effect, Vanessa K. Bohns

Vanessa K. Bohns

I review a burgeoning program of research examining people’s perceptions of their influence over others. This research demonstrates that people are overly pessimistic about their ability to get others to comply with their requests. Participants in our studies have asked more than 14,000 strangers a variety of requests. We find that participants underestimate the likelihood that the people they approach will comply with their requests. This error is robust (it persists across various samples and requests) and substantial (on average, requesters underestimate compliance by 48%). We find that this error results from requesters’ failure to appreciate the awkwardness of saying …

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It Hurts When I Do This (Or You Do That): Posture And Pain Tolerance, Vanessa K. Bohns, Scott Wiltermuth Apr 2016

It Hurts When I Do This (Or You Do That): Posture And Pain Tolerance, Vanessa K. Bohns, Scott Wiltermuth

Vanessa K. Bohns

Recent research (Carney, Cuddy, & Yap, 2010) has shown that adopting a powerful pose changes people's hormonal levels and increases their propensity to take risks in the same ways that possessing actual power does. In the current research, we explore whether adopting physical postures associated with power, or simply interacting with others who adopt these postures, can similarly influence sensitivity to pain. We conducted two experiments. In Experiment 1, participants who adopted dominant poses displayed higher pain thresholds than those who adopted submissive or neutral poses. These findings were not explained by semantic priming. In Experiment 2, we manipulated power …

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The Impact Of Family Economic Structure On Dual-Earners’ Career And Family Satisfaction, Ronit Waismel-Manor, Asaf Levanon, Pamela S. Tolbert Apr 2016

The Impact Of Family Economic Structure On Dual-Earners’ Career And Family Satisfaction, Ronit Waismel-Manor, Asaf Levanon, Pamela S. Tolbert

Pamela S Tolbert

The present study builds on the explanatory power of the “doing gender” perspective to understand the effects of family economic structure on the family and career satisfaction of husbands and wives. Using data from a two-panel, couple-level survey of full-time employed middle-class families in the Northeastern United States, we find that when wives’ earnings increase relative to their husbands’, their career satisfaction significantly increases whereas their husbands’ is significantly depressed. In contrast, family economic structure has little effect on women’ and men’s level of family satisfaction, although we find a significant reduction in family satisfaction among couples who have recently …

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Empathy Gaps Between Helpers And Help-Seekers: Implications For Cooperation, Vanessa K. Bohns, Francis J. Flynn Apr 2016

Empathy Gaps Between Helpers And Help-Seekers: Implications For Cooperation, Vanessa K. Bohns, Francis J. Flynn

Vanessa K. Bohns

Help-seekers and potential helpers often experience an “empathy gap” – an inability to understand each other’s unique perspectives. Both parties are concerned about their reputation, self-esteem, and relationships, but these concerns differ in ways that lead to misinterpretation of the other party’s actions, and, in turn, missed opportunities for cooperation. In this article, we review research that describes the role-specific concerns of helpers and help-seekers. We then review studies of emotional perspective-taking, which can help explain why help-seekers and helpers often experience empathy gaps. We go on to discuss recent work that illustrates the consequences of empathy gaps between helpers …

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Underestimating Our Influence Over Others’ Unethical Behavior And Decisions, Vanessa K. Bohns, M. Mahdi Roghaniziad, Amy Z. Xu Mar 2016

Underestimating Our Influence Over Others’ Unethical Behavior And Decisions, Vanessa K. Bohns, M. Mahdi Roghaniziad, Amy Z. Xu

Vanessa K. Bohns

We examined the psychology of “instigators,” i.e., people who surround an unethical act and influence the wrongdoer (the “actor”) without directly committing the act themselves. In four studies, we found that instigators of unethical acts underestimated their influence over actors. In Studies 1 and 2, university students enlisted other students to commit a “white lie” (Study 1) or commit a small act of vandalism (Study 2) after making predictions about how easy it would be to get their fellow students to do so. In Studies 3 and 4, online samples of participants responded to hypothetical vignettes, e.g., about buying children …

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Guilt By Design: Structuring Organizations To Elicit Guilt As An Affective Reaction To Failure, Vanessa K. Bohns, Francis K. Flynn Mar 2016

Guilt By Design: Structuring Organizations To Elicit Guilt As An Affective Reaction To Failure, Vanessa K. Bohns, Francis K. Flynn

Vanessa K. Bohns

In this article, we outline a model of how organizations can effectively shape employees’ affective reactions to failure. We do not suggest that organizations eliminate the experience of negative affect following performance failures—instead, we propose that they encourage a more constructive form of negative affect (guilt) instead of a destructive one (shame). We argue that guilt responses prompt employees to take corrective action in response to mistakes, while shame responses are likely to elicit more detrimental effects of negative affect. Further, we suggest that organizations can play a role in influencing employees’ discrete emotional reactions to the benefit of both …

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Opposites Fit: Regulatory Focus Complementarity And Relationship Well-Being, Vanessa K. Bohns, Gale M. Lucas, Daniel C. Molden, Eli J. Finkel, Michael K. Coolsen, Madoka Kumashiro, Caryl E. Rusbult, E. Tory Higgins Mar 2016

Opposites Fit: Regulatory Focus Complementarity And Relationship Well-Being, Vanessa K. Bohns, Gale M. Lucas, Daniel C. Molden, Eli J. Finkel, Michael K. Coolsen, Madoka Kumashiro, Caryl E. Rusbult, E. Tory Higgins

Vanessa K. Bohns

Two studies of romantic couples examined the circumstances under which complementary goal-pursuit strategies (specifically, the pairing of a relationship partner who prefers to pursue goals eagerly with a relationship partner who prefers to pursue goals vigilantly) lead to positive relationship outcomes. As hypothesized, couples who reported higher levels of goal congruence (Study 1) or greater self-other overlap (Study 2) benefited from complementary regulatory focus orientations. We suggest that such benefits stem from the advantages provided by the availability of both eager and vigilant strategic preferences, which allow complementary couples to “divide and conquer” goal pursuits as a unit so that …

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Implicit Theories Of Attraction, Vanessa K. Bohns, Abigail A. Scholer, Uzma Rehman Mar 2016

Implicit Theories Of Attraction, Vanessa K. Bohns, Abigail A. Scholer, Uzma Rehman

Vanessa K. Bohns

Sexual satisfaction is an important component of relationship well-being within romantic relationships. Yet, relatively little is known about the psychological factors that predict responses to the inevitable sexual challenges couples face. Four studies provide evidence that implicit theories of sexual attraction as either fixed or malleable predict responses to sexual challenges. In Studies 1 and 2, individual differences in these beliefs predicted (above and beyond other implicit theories, relationship beliefs, and measures of sexual desire) perceptions of success for a relationship lacking sexual chemistry. In Study 3, these beliefs predicted actual relationship outcomes in committed couples. Finally, in Study 4, …

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Regulatory Focus And Interdependent Economic Decision-Making, Jun Gu, Vanessa K. Bohns, Geoffrey J. Leonardelli Mar 2016

Regulatory Focus And Interdependent Economic Decision-Making, Jun Gu, Vanessa K. Bohns, Geoffrey J. Leonardelli

Vanessa K. Bohns

Traditional theories of self-interest cannot predict when individuals pursue relative and absolute economic outcomes in interdependent decision-making, but we argue that regulatory focus (Higgins, 1997) can. We propose that a concern with security (prevention focus) motivates concerns with social status, leading to the regulation of relative economic outcomes, but a concern with growth (promotion focus) motivates the maximization of opportunities, leading to a focus on absolute outcomes. Two studies supported our predictions; regardless of prosocial or proself motivations, a promotion focus yielded greater concern with absolute outcomes, but a prevention focus yielded greater concern with relative outcomes. Also, Study 3 …

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Underestimating Our Influence Over Others At Work, Vanessa K. Bohns, Francis J. Flynn Mar 2016

Underestimating Our Influence Over Others At Work, Vanessa K. Bohns, Francis J. Flynn

Vanessa K. Bohns

Employees at all organizational levels have influence over their subordinates, their colleagues, and even their bosses. But are they aware of this influence? We present evidence suggesting that employees are constrained by cognitive biases that lead them to underestimate their influence over others in the workplace. As a result of this underestimation of influence, employees may be reluctant to spearhead organizational change, discount their own role in subordinates’ performance failures, and fail to speak up in the face of wrongdoing. In addition to reviewing evidence for this bias, we propose five moderators that, when present, may reverse or attenuate the …

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Liking The Same Things, But Doing Things Differently: Outcome Versus Compatibility In Partner Preferences For Joint Tasks, Vanessa K. Bohns, E. Tory Higgins Mar 2016

Liking The Same Things, But Doing Things Differently: Outcome Versus Compatibility In Partner Preferences For Joint Tasks, Vanessa K. Bohns, E. Tory Higgins

Vanessa K. Bohns

We propose a distinction between two types of interpersonal compatibility in determining partner preferences for joint tasks: outcome compatibility and strategic compatibility. We argue that these two types of compatibility correspond to preferences for similar and complementary task partners, respectively. Five studies support this distinction. A pilot study demonstrates that established scales for measuring attitudes and values (variables associated with similarity effects) capture more information about desired outcomes, whereas established scales for measuring dominance (the variable most widely associated with complementarity effects) capture more information about desired strategies. Studies 1a and 1b demonstrate that framing the same variable as either …

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The Role Of Leader Emotion Management In Leader-Member Exchange And Follower Outcomes, Laura M. Little, Janaki Gooty, Michele Williams Jan 2016

The Role Of Leader Emotion Management In Leader-Member Exchange And Follower Outcomes, Laura M. Little, Janaki Gooty, Michele Williams

Michele Williams

Drawing upon social exchange and emotion regulation theories, we develop and test a model of four specific leader behaviors directed at managing followers’ negative emotions. These leader interpersonal emotion management (IEM) strategies are posited to affect followers’ organizational citizenship behaviors performed within interpersonal relationships (OCBIs) and job satisfaction via follower perceptions of the quality of the leader-follower exchange relationship. In contrast to most current cognitive-transactional views of social exchange, here we posit that some, but not all, leader emotion management behaviors promote and strengthen the leader-member exchange (LMX) relationship. Specifically, we contend that followers’ perception of problem-focused leader emotion-management strategies …

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Building And Rebuilding Trust: Why Perspective Taking Matters, Michele Williams Nov 2015

Building And Rebuilding Trust: Why Perspective Taking Matters, Michele Williams

Michele Williams

[Excerpt] There is growing interest surrounding the function of perspective taking in social interactions and organizational life. In this chapter, I examine the role of perspective taking in trust building and trust repair. Whereas some researchers focus on the ability of perspective taking to elicit sympathy, concern, and cooperative behavior (Batson, Turk, Shaw, & Klein, 1995; Parker, Atkins, & Axtell, 2008; Parker & Axtell, 2001), others focus on the strategic impact of perspective taking (Epley, Caruso, & Bazerman, 2006; Galinsky, Maddux, Gilin & White, 2008; Galinsky & Mussweiler, 2001). I build on both streams of research by examining work that …

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Perspective Taking Building Positive Interpersonal Connections And Trustworthiness One Interaction At A Time, Michele Williams Nov 2015

Perspective Taking Building Positive Interpersonal Connections And Trustworthiness One Interaction At A Time, Michele Williams

Michele Williams

There is growing interest in the role of perspective taking in organizations. Perspective taking has been linked to enhanced interpersonal understanding and the strengthening of social bonds. In this chapter, I integrate research from sociology, communications, and psychology to provide insight into why, when, and how perspective taking facilitates the relational resources of positive connections and trustworthy actions. I introduce the importance of a three-dimensional view of perspective taking for building relational resources and present data validating this conceptualization. I conclude with directions for future research.

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