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Social and Behavioral Sciences Commons™
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- Personnel selection (13)
- Validity (10)
- Assessment center (9)
- Situational judgment test (8)
- Situational judgment tests (7)
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- Emotional intelligence (6)
- Personality (6)
- Assessment centers (5)
- Contextualization (5)
- Adverse impact (4)
- Creativity (4)
- Criterion-related validity (4)
- Mindfulness (4)
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- Selection (4)
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- Construct-related validity (3)
- Decision making (3)
- Emotions (3)
- Employee selection (3)
- Innovation (3)
- Meta-analysis (3)
- Motivation (3)
- Negotiation (3)
- Selection decisions (3)
- Selection design (3)
- Work-family conflict (3)
- Adaptability (2)
- Anger (2)
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Articles 121 - 150 of 200
Full-Text Articles in Social and Behavioral Sciences
The Instrumental And Symbolic Dimensions Of Organisations' Image As An Employer: A Large-Scale Field Study On Employer Branding In Turkey, Greet Van Hoye, Turker Bas, Saartje Cromheecke, Filip Lievens
The Instrumental And Symbolic Dimensions Of Organisations' Image As An Employer: A Large-Scale Field Study On Employer Branding In Turkey, Greet Van Hoye, Turker Bas, Saartje Cromheecke, Filip Lievens
Research Collection Lee Kong Chian School Of Business
Research on recruitment and employer branding has typically been situated in Western countries with predominantly individualistic cultures. The present study investigates the instrumental-symbolic framework for studying organisations' image and attraction as an employer in a non-Western collectivistic culture. In a large nationwide sample of Turkish university students, both instrumental (working conditions) and symbolic image dimensions (competence) were positively related to organisational attractiveness. Moreover, symbolic traits explained significant incremental variance beyond instrumental attributes and accounted for a greater amount of predictable variance. In addition, organisations were better differentiated from each other on the basis of symbolic image dimensions (sincerity and innovativeness) …
Emotion Regulation In Workgroups: The Roles Of Demographic Diversity And Relational Work Context, Eugene Kim, Devasheesh P. Bhave, Theresa M. Glomb
Emotion Regulation In Workgroups: The Roles Of Demographic Diversity And Relational Work Context, Eugene Kim, Devasheesh P. Bhave, Theresa M. Glomb
Research Collection Lee Kong Chian School Of Business
Drawing on the social identity perspective, we investigate the cross-level relationship between demographic diversity in workgroups and emotion regulation. We propose that age, racial, and gender diversity in workgroups relate positively to emotion regulation because of demography-related in-group/out-group dynamics. We also examine the moderating role of the relational work context, specifically task interdependence and social interaction, on the relationship between demographic diversity and emotion regulation. Results from a sample of 2,072 employees in 274 workgroups indicate that working in a group with greater age diversity is positively related to an employee's emotion regulation. Results suggest the operation of the age …
Alternative Predictors For Dealing With The Diversity-Validity Dilemma In Personnel Selection: The Constructed Response Multimedia Test, Britt De Soete, Filip Lievens, Janneke Oostrom, Lena Westerveld
Alternative Predictors For Dealing With The Diversity-Validity Dilemma In Personnel Selection: The Constructed Response Multimedia Test, Britt De Soete, Filip Lievens, Janneke Oostrom, Lena Westerveld
Research Collection Lee Kong Chian School Of Business
In the context of the diversity-validity dilemma in personnel selection, the present field study compared ethnic subgroup differences on an innovative constructed response multimedia test to other commonly used selection instruments. Applicants (N=245, 27% ethnic minorities) for entry-level police jobs completed a constructed response multimedia test, cognitive ability test, language proficiency test, personality inventory, structured interview, and role play. Results demonstrated minor ethnic subgroup differences on constructed response multimedia test scores as compared to other instruments. Constructed response multimedia test scores were related to the selection decision, and no evidence for predictive bias was found. Subgroup differences were also examined …
Changing Things Up In Recruitment: Effects Of A 'Strange' Recruitment Medium On Applicant Pool Quantity And Quality, Saartje Cromheecke, Greet Van Hoye, Filip Lievens
Changing Things Up In Recruitment: Effects Of A 'Strange' Recruitment Medium On Applicant Pool Quantity And Quality, Saartje Cromheecke, Greet Van Hoye, Filip Lievens
Research Collection Lee Kong Chian School Of Business
In a field experiment, we investigated the impact of a 'strange' recruitment medium on the quantity and quality of the applicant pool. Recruiting through an unusual medium (i.e., postcard) was associated with higher applicant pool quantity, as compared to a more frequently used medium (i.e., e-mail). With respect to quality, applicants recruited through the strange medium were higher educated. A follow-up questionnaire confirmed that the media were perceived to differ in strangeness, not in media richness or credibility. These results suggest that 'changing things up' in recruitment by employing strange recruitment media can positively affect key recruitment outcomes.
Satisfaction Pursuing Approach And Avoidance Goals: Effects Of Regulatory Fit And Individual Temperaments, Guihyun Grace Park, Linn Van Dyne, Daniel R. Ilgen
Satisfaction Pursuing Approach And Avoidance Goals: Effects Of Regulatory Fit And Individual Temperaments, Guihyun Grace Park, Linn Van Dyne, Daniel R. Ilgen
Research Collection School of Social Sciences
Going beyond previous studies on satisfaction in pursuing approach versus avoidance goals, the current study is the first to examine individual satisfaction in pursuing approach and avoidance goals as determined by regulatory fit between type of goal and type of strategy. Specifically, the present study shows that people with approach goals have greater satisfaction when they use an approach strategy rather than an avoidance strategy. People with avoidance goals have greater satisfaction when they use an avoidance strategy rather than an approach strategy. In addition, we explored how individual differences in the Behavioral Activation System and the Behavioral Inhibition System …
Do Candidate Reactions Relate To Job Performance Or Affect Criterion-Related Validity? A Multistudy Investigation Of Relations Among Reactions, Selection Test Scores, And Job Performance, Julie Mccarthy, Chad H. Van Iddekinge, Filip Lievens, Mavis Mei-Chuan Kung, Evan F. Sinar, Michael A. Campion
Do Candidate Reactions Relate To Job Performance Or Affect Criterion-Related Validity? A Multistudy Investigation Of Relations Among Reactions, Selection Test Scores, And Job Performance, Julie Mccarthy, Chad H. Van Iddekinge, Filip Lievens, Mavis Mei-Chuan Kung, Evan F. Sinar, Michael A. Campion
Research Collection Lee Kong Chian School Of Business
Considerable evidence suggests that how candidates react to selection procedures can affect their test performance and their attitudes toward the hiring organization (e.g., recommending the firm to others). However, very few studies of candidate reactions have examined one of the outcomes organizations care most about: job performance. We attempt to address this gap by developing and testing a conceptual framework that delineates whether and how candidate reactions might influence job performance. We accomplish this objective using data from 4 studies (total N = 6,480), 6 selection procedures (personality tests, job knowledge tests, cognitive ability tests, work samples, situational judgment tests, …
Advancing Our Understanding Of Team Motivation: Integrating Conceptual Approaches And Content Areas, Guihyun Grace Park, Matthias Spitzmuller, Richard P. Deshon
Advancing Our Understanding Of Team Motivation: Integrating Conceptual Approaches And Content Areas, Guihyun Grace Park, Matthias Spitzmuller, Richard P. Deshon
Research Collection School of Social Sciences
Although research on team motivation has been one of the fastest growing research domains in organizational science, progress in this domain has been hampered by a lack of integrative reviews. Thus, we develop a theoretical framework in this article to summarize and discuss different conceptual approaches to team motivation for the following six content areas: team design, team needs, team goals, team self-regulation, team efficacy, and team affect. Our framework organizes previous research according to two dimensions. First, we assess the degree of interdependence between team members’ motivational states, differentiating between models that conceptualize team motivation as functionally equivalent to …
Pay Satisfaction And Work-Family Conflict Across Time, Devasheesh P. Bhave, Amit Kramer, Theresa M. Glomb
Pay Satisfaction And Work-Family Conflict Across Time, Devasheesh P. Bhave, Amit Kramer, Theresa M. Glomb
Research Collection Lee Kong Chian School Of Business
On the basis of justice and exchange theories, the authors propose that employees offset their levels of work–family conflict (WFC) with their levels of pay satisfaction. Results based on two waves of data indicate that pay satisfaction has a negative relationship with WFC after controlling for actual pay and other work-related and family-related variables. Analysis of pay satisfaction dimensions reveals that satisfaction with benefits and pay structure are negatively related to WFC, whereas satisfaction with pay level and pay raise are not. Number of dependents and level of education moderate the relationship between pay satisfaction and WFC; specifically, having more …
Situation Assessment As An Ignored Factor In The Behavioral Consistency Paradigm Underlying The Validity Of Personnel Selection Procedures, Anne Jansen, Klaus G. Melchers, Filip Lievens, Martin Kleinmann, Michael Brandli, Laura Fraefel, Cornelius J. Konig
Situation Assessment As An Ignored Factor In The Behavioral Consistency Paradigm Underlying The Validity Of Personnel Selection Procedures, Anne Jansen, Klaus G. Melchers, Filip Lievens, Martin Kleinmann, Michael Brandli, Laura Fraefel, Cornelius J. Konig
Research Collection Lee Kong Chian School Of Business
This study contributes to the literature on why selection procedures that are based on the behavioral consistency logic (e. g., structured interviews and assessment centers) are valid predictors of job performance. We rely on interactionist theories to propose that individual differences in assessing situational demands explain true variance in performance in selection procedures and on the job. Results from 124 individuals in a simulated selection process showed that the assessment of situational demands was related to both selection and job performance. Individual differences in assessing situational demands also contributed to the criterion-related validity of assessment center and structured interview ratings, …
Adjusting Medical School Admission: Assessing Interpersonal Skills Using Situational Judgement Tests, Filip Lievens
Adjusting Medical School Admission: Assessing Interpersonal Skills Using Situational Judgement Tests, Filip Lievens
Research Collection Lee Kong Chian School Of Business
Context: Todays formal medical school admission systems often include only cognitively oriented tests, although most medical school curricula emphasise both cognitive and non-cognitive factors. Situational judgement tests (SJTs) may represent an innovative approach to the formal measurement of interpersonal skills in large groups of candidates in medical school admission processes. This study examined the validity of interpersonal video-based SJTs in relation to a variety of outcome measures. Methods: This study used a longitudinal and multiple-cohort design to examine anonymised medical school admissions and medical education data. It focused on data for the Flemish medical school admission examination between 1999 and …
Validity Evidence For The Situational Judgment Test Paradigm In Emotional Intelligence Measurement, Nele Libbrecht, Filip Lievens
Validity Evidence For The Situational Judgment Test Paradigm In Emotional Intelligence Measurement, Nele Libbrecht, Filip Lievens
Research Collection Lee Kong Chian School Of Business
To date, various measurement approaches have been proposed to assess emotional intelligence (EI). Recently, two new EI tests have been developed based on the situational judgment test (SJT) paradigm: the Situational Test of Emotional Understanding (STEU) and the Situational Test of Emotion Management (STEM). Initial attempts have been made to examine the construct-related validity of these new tests; we extend these findings by placing the tests in a broad nomological network. To this end, 850 undergraduate students completed a personality inventory, a cognitive ability test, a self-report EI test, a performance-based EI measure, the STEU, and the STEM. The SJT-based …
The Importance Of Employee Well-Being, William Tov, David Chan
The Importance Of Employee Well-Being, William Tov, David Chan
Research Collection School of Social Sciences
No abstract provided.
A Critical Review Of Research And Publication Trends In The Field Of Industrial And Organizational Psychology, Filip Lievens, Frederik Anseel
A Critical Review Of Research And Publication Trends In The Field Of Industrial And Organizational Psychology, Filip Lievens, Frederik Anseel
Research Collection Lee Kong Chian School Of Business
The aim of this article consists of critically reviewing research and publication trends in the field of industrial and organizational psychology. The focus is on four trends: (1) the extreme importance of theory, (2) the loss of the identity of industrial and organizational psychology, (3) the cumbersome nature of the review process, and (4) the deficient reporting of methodology and results in light of replication research. After each trend recommendations are made to turn the situation around. We also hope that this article might generate the necessary discussion about these four trends.
The Effects Of Coaching On Situational Judgment Tests In High-Stakes Selection, Filip Lievens, Tine Buyse, Paul R. Sackett, Brian S. Connelly
The Effects Of Coaching On Situational Judgment Tests In High-Stakes Selection, Filip Lievens, Tine Buyse, Paul R. Sackett, Brian S. Connelly
Research Collection Lee Kong Chian School Of Business
Although the evidence for the use of situational judgment tests (SJTs) in high-stakes testing has been generally promising, questions have been raised regarding the potential coachability of SJTs. This study reports the first examination of the effects of coaching on SJT scores in an operational high-stakes setting. We contrast findings from a simple comparison of SJT scores for coached and uncoached participants (posttest only) with three different approaches to deal with the effects of self-selection into coaching programs, namely using a pretest as a covariate and using two different forms of propensity score-based matching using a wide range of variables …
Strength In Adversity: The Influence Of Psychological Capital On Job Search, Don J. Q. Chen, Vivien K. G. Lim
Strength In Adversity: The Influence Of Psychological Capital On Job Search, Don J. Q. Chen, Vivien K. G. Lim
Research Collection Lee Kong Chian School Of Business
This study examined the influence of psychological capital on job search among displaced employees. On the basis of a sample of 179 retrenched professionals, managers, executives, and technicians, we found that psychological capital (self-efficacy, hope, optimism, and resilience) was positively related with displaced employees' level of perceived employability, a coping resource. Perceived employability was positively related with problem-focused and symptom-focused coping strategies. Whereas problem-focused coping was positively related with preparatory and active job search, symptom-focused coping strategy was not. The relationship between psychological capital and preparatory and active job search was mediated by perceived employability and problem-focused coping. Implications of …
Building Situational Stimuli In Assessment Center Exercises: Do Specific Exercise Instructions And Role-Player Prompts Increase The Observability Of Behavior?, Eveline Schollaert, Filip Lievens
Building Situational Stimuli In Assessment Center Exercises: Do Specific Exercise Instructions And Role-Player Prompts Increase The Observability Of Behavior?, Eveline Schollaert, Filip Lievens
Research Collection Lee Kong Chian School Of Business
Little is known about how assessment center exercises might be designed to better elicit job-relevant behavior. This study uses trait activation theory as a theoretical lens for increasing the number of behaviors that can be observed in assessment centers. Two standardized exercise stimuli (specific exercise instructions and role-player prompts) are proposed, and their effects on the observability of candidate behavior are examined. Results showed a significant effect of role-player prompts in increasing both the general number of behavioral observations and the number of behavioral observations related to three out of four dimensions. Specific exercise instructions did not have effects on …
Dealing With The Threats Inherent In Unproctored Internet Testing Of Cognitive Ability: Results From A Large-Scale Operational Test Program, Filip Lievens, Eugene Burke
Dealing With The Threats Inherent In Unproctored Internet Testing Of Cognitive Ability: Results From A Large-Scale Operational Test Program, Filip Lievens, Eugene Burke
Research Collection Lee Kong Chian School Of Business
There is little information available about operational systems of unproctored Internet testing (UIT) of cognitive ability and how they deal with the threats inherent in UIT. This descriptive study provides a much-needed empirical examination of a large-scale operational UIT system of cognitive ability that implemented test design and verification testing for increasing test security and honest responding. Test security evaluations showed item exposure and test overlap rates were acceptable. Aberrant score evaluations revealed that negative score change (higher unproctored scores than proctored ones) was negligible. Implications for UIT research are discussed.
The Validity And Incremental Validity Of Knowledge Tests, Low-Fidelity Simulations, And High-Fidelity Simulations For Predicting Job Performance In Advanced-Level High-Stakes Selection, Filip Lievens, Fiona Patterson
The Validity And Incremental Validity Of Knowledge Tests, Low-Fidelity Simulations, And High-Fidelity Simulations For Predicting Job Performance In Advanced-Level High-Stakes Selection, Filip Lievens, Fiona Patterson
Research Collection Lee Kong Chian School Of Business
In high-stakes selection among candidates with considerable domain-specific knowledge and experience, investigations of whether high-fidelity simulations (assessment centers; ACs) have incremental validity over low-fidelity simulations (situational judgment tests; SJTs) are lacking. Therefore, this article integrates research on the validity of knowledge tests, low-fidelity simulations, and high-fidelity simulations in advanced-level high-stakes settings. A model and hypotheses of how these 3 predictors work in combination to predict job performance were developed. In a sample of 196 applicants, all 3 predictors were significantly related to job performance. Both the SJT and the AC had incremental validity over the knowledge test. Moreover, the AC …
Designing Pareto-Optimal Selection Systems: Formalizing The Decisions Required For Selection System Development, Wilfried De Corte, Paul R. Sackett, Filip Lievens
Designing Pareto-Optimal Selection Systems: Formalizing The Decisions Required For Selection System Development, Wilfried De Corte, Paul R. Sackett, Filip Lievens
Research Collection Lee Kong Chian School Of Business
The article presents an analytic method for designing Pareto-optimal selection systems where the applicants belong to a mixture of candidate populations. The method is useful in both applied and research settings. In an applied context, the present method is the first to assist the selection practitioner when deciding on 6 major selection design issues: (1) the predictor subset, (2) the selection rule, (3) the selection staging, (4) the predictor sequencing, (5) the predictor weighting, and (6) the stage retention decision issue. From a research perspective, the method offers a unique opportunity for studying the impact and relative importance of different …
To Succeed In Life And Business, Adapt And Fail Productively, Singapore Management University
To Succeed In Life And Business, Adapt And Fail Productively, Singapore Management University
Perspectives@SMU
Most people don't make very much of their bread toasters. These small but hardy metal boxes often come at low prices (from $7) and are not terribly difficult to operate. All in all, this is not the best example of a sophisticated, complicated or inventive home appliance.
Mixture Latent Markov Modeling: Identifying And Predicting Unobserved Heterogeneity In Longitudinal Qualitative Status Change, Mo Wang, David Chan
Mixture Latent Markov Modeling: Identifying And Predicting Unobserved Heterogeneity In Longitudinal Qualitative Status Change, Mo Wang, David Chan
Research Collection School of Social Sciences
There are many areas of organizational research where we may be concerned with subgroup differences in status change profiles. The purpose of this article is to illustrate, using a real data set on retirees' postretirement employment statuses (PES), how mixture latent Markov modeling may be applied to substantive research in organizational settings to identify population subgroups with varying status change profiles and examine their correlates, by modeling unobserved heterogeneity in longitudinal qualitative changes. Steps in the modeling process are highlighted and limitations, cautions, recommendations, and extensions of the technique are discussed.
The Use Of Role-Player Prompts In Assessment Center Exercises, Eveline Schollaert, Filip Lievens
The Use Of Role-Player Prompts In Assessment Center Exercises, Eveline Schollaert, Filip Lievens
Research Collection Lee Kong Chian School Of Business
So far, a substantial amount of assessment center (AC) studies have aimed to improve the quality of the AC method by focusing on the assessors. However, systematic studies about the role-player in AC exercises are nonexistent. This is surprising as the role-player might serve as a key figure for consistently evoking job-relevant behavior across candidates. Therefore, this study focused on the 'role' of role-players in ACs. We examined the effects of instructing role-players to use prompts among 233 candidates. Results suggest that role-players are able to use prompts and that their negative impact on candidates' reactions is negligible. In addition, …
A Macro Perspective To Micro Issues, Devasheesh P. Bhave, Stephane Brutus
A Macro Perspective To Micro Issues, Devasheesh P. Bhave, Stephane Brutus
Research Collection Lee Kong Chian School Of Business
Comments on an article by Elaine D. Pulakos and Ryan S. O'Leary. The authors argue that bringing the focus on the relationship between the manager and the employee will mend performance management. We concur with the broad assessment that an excessive focus on technical improvements in performance management systems is misplaced and that implementation issues plague performance management. But we believe that poor implementation is an operational challenge not because of the practice itself but rather on account of misalignment. They also allude to a consideration of alignment. They also glosses over the issue of internal alignment or the fact …
Collective Intelligence Ratio: Measurement Of Real-Time Multimodal Interactions In Team Projects, Paul Kim, Donghwan Lee, Youngjo Lee, Chuan Huang, Tamas Makany
Collective Intelligence Ratio: Measurement Of Real-Time Multimodal Interactions In Team Projects, Paul Kim, Donghwan Lee, Youngjo Lee, Chuan Huang, Tamas Makany
Research Collection Lee Kong Chian School Of Business
PurposeWith a team interaction analysis model, the authors sought to identify a varying range of individual and collective intellectual behaviors in a series of communicative intents particularly expressed with multimodal interaction methods. In this paper, the authors aim to present a new construct (i.e. collective intelligence ratio (CIR)) which refers to a numeric indicator representing the degree of intelligence of a team in which each team member demonstrates an individual intelligence ratio (IR) specific to a team goal.Design/methodology/approachThe authors analyzed multimodal team interaction data linked to communicative intents with a Poisson‐hierarchical generalized linear model (HGLM).FindingsThe study found evidence of a …
Longitudinal Assessment Of Changes In Job Performance And Work Attitudes: Conceptual And Methodological Issues, David Chan
Research Collection School of Social Sciences
No abstract provided.
Do Individual Differences In Perceiving Situational Demands Moderate The Relationship Between Personality And Assessment Center Dimension Ratings?, Anne Jansen, Filip Lievens, Martin Kleinmann
Do Individual Differences In Perceiving Situational Demands Moderate The Relationship Between Personality And Assessment Center Dimension Ratings?, Anne Jansen, Filip Lievens, Martin Kleinmann
Research Collection Lee Kong Chian School Of Business
This study contributes to research on assessment centers' (AC) external construct-related validity by investigating a potential moderator of the relationship between personality and AC dimension ratings. On the basis of recent insights in person-situation contingencies we hypothesized that individual differences in people's perception of situational demands moderate the relationship between personality and conceptually related AC dimension ratings. The hypotheses were tested with 108 individuals in two leaderless group discussion exercises. Results confirmed the hypotheses for two of the three traits (i.e., Agreeableness and Conscientiousness). In particular, people high on these traits who identified the situational demands received higher AC dimension …
Applicant Versus Employee Scores On Self-Report Emotional Intelligence Measures, Filip Lievens, Ute-Christine Klehe, Nele Libbrecht
Applicant Versus Employee Scores On Self-Report Emotional Intelligence Measures, Filip Lievens, Ute-Christine Klehe, Nele Libbrecht
Research Collection Lee Kong Chian School Of Business
There exists growing interest to assess applicants' emotional intelligence (EI) via self-report trait-based measures of EI as part of the selection process. However, some studies that experimentally manipulated applicant conditions have cautioned that in these conditions use of self-report measures for assessing EI might lead to considerably higher scores than current norm scores suggest. So far, no studies have scrutinized self-reported EI scores among a sample of actual job applicants. Therefore, this study compares the scores of actual applicants at a large ICT organization (n = 109) on a well-known self-report measure of EI to the scores of employees already …
Autonomy In The Workplace: An Essential Ingredient To Employee Engagement And Well-Being In Every Culture, Marylène Gagne, Devasheesh P. Bhave
Autonomy In The Workplace: An Essential Ingredient To Employee Engagement And Well-Being In Every Culture, Marylène Gagne, Devasheesh P. Bhave
Research Collection Lee Kong Chian School Of Business
The nature of organizational life requires questioning the role of worker autonomy. An impressive amount of management research has been devoted to autonomy issues in organizations. Autonomy is at the forefront of research on job design and the management of employees. Therefore, we review evidence in the area of job design and management practices that deeply affect worker autonomy. Throughout this discussion, we evaluate the cross-cultural applicability of research and practice and offer future directions based on self-determination theory.
Measurement Equivalence Of The Wong And Law Emotional Intelligence Scale Across Self And Other Ratings, Nele Libbrecht, Filip Lievens, Eveline Schollaert
Measurement Equivalence Of The Wong And Law Emotional Intelligence Scale Across Self And Other Ratings, Nele Libbrecht, Filip Lievens, Eveline Schollaert
Research Collection Lee Kong Chian School Of Business
There exist a variety of measurement instruments for assessing emotional intelligence (EI). One approach is the use of other reports wherein knowledgeable informants indicate how well the scale items describe the assessed person's behavior. In other reports, the same EI scales are typically used as in self-reports. However, it is not known whether the measurement structure underlying EI ratings is equivalent across self and other ratings. In this study, the measurement equivalence of an extant EI measure (Wong and Law Emotional Intelligence Scale [WLEIS]) across self and other ratings was tested. Using multiple group confirmatory factor analysis, the authors conducted …
Reading Your Counterpart: The Benefit Of Emotion Recognition Accuracy For Effectiveness In Negotiation, Hillary Anger Elferbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik
Reading Your Counterpart: The Benefit Of Emotion Recognition Accuracy For Effectiveness In Negotiation, Hillary Anger Elferbein, Maw Der Foo, Judith White, Hwee Hoon Tan, Voon Chuan Aik
Research Collection Lee Kong Chian School Of Business
Using meta-analysis, we find a consistent positive correlation between emotion recognition accuracy (ERA) and goal-oriented performance. However, this existing research relies primarily on subjective perceptions of performance. The current study tested the impact of ERA on objective performance in a mixed-motive buyer-seller negotiation exercise. Greater recognition of posed facial expressions predicted better objective outcomes for participants from Singapore playing the role of seller, both in terms of creating value and claiming a greater share for themselves. The present study is distinct from past research on the effects of individual differences on negotiation outcomes in that it uses a performance-based test …