When an organization’s output declines due to either internal changes or changes in its external environment, it needs to adapt. In order to evaluate the effectiveness of different adaptation strategies on organizational performance, an organizational model composed of individual models of a five stage interacting decision maker was designed using an object oriented design approach and implemen...

This research investigated gender differences in the overlooked context of individual adoption and sustained usage of technology in the workplace using the theory of planned behavior (TPB). User reactions and technology usage behavior were studied over a 5-month period among 355 workers being introduced to a new software technology application. When compared to women’s decisions, the decisions ...

One of the more disturbing yet important findings in the social sciences is the observation that alternative tasks result in different expressed preferences among choice alternatives. We examine this problem not from the perspective of an individual making personal decisions, but from the perspective of an agent trying to follow the known values of a principal. In two studies, we train people t...

Previous research has demonstrated that judgmental anchoring effects—the assimilation of a numeric estimate to a previously considered standard—are semantic in nature. They result because the semantic knowledge about the target object that is activated during the comparison with the anchor influences the absolute judgment. In addition to this semantic influence, the numeric anchor value itself ...

Affective influences abound in groups. In this article we propose an organizing model for understanding these affective influences and their effects on group life. We begin with individuallevel affective characteristics that members bring to their groups: moods, emotions, sentiments, and emotional intelligence. These affective characteristics then combine to form a group’s affective composition...

This article introduces the study of frame choice in negotiation. Here, the selection of a procedural frame is treated as a dependent variable—a choice that bargainers make in addition to determining their offers. The empirical focus of the article is on whether, when given a choice between two alternative versions of the ultimatum bargaining game, negotiators choose the description that maximi...

The management team of Memorial Medical Center must make a decision regarding the continuation of one of its outpatient clinics. To provide better community service, MMC developed three outpatient clinics throughout a large metropolitan area. Over the past several years, one of the clinics has consistently been a financial loser. The losses have grown even as the costs of maintaining the clinic...

Prior evaluations are frequently challenged and need to be revised. We propose that an important determinant of such revisions is the degree to which the challenge provides an opportunity to compare the target against a competitor. Whenever a challenge offers an opportunity, the information contained in the challene will carry a disproportionate weight in the revised judgments. We call this pro...

Past research paints a mixed picture of rationales in negotiations: Some findings suggest rationales might help, whereas others suggest they may have little effect or backfire. Here, we distinguish between two kinds of rationales buyers commonly employ – constraint rationales (referring to one’s own limited resources) and disparagement rationales (involving critiques of the negotiated object) –...