Personality has been one of the most-studied factors in negotiation research, yet only inconsistent evidence has been provided for its impact on negotiation behaviors and outcomes. This paper proposes a mental model of personality and negotiation by integrating cognitive and social factors into the examination of negotiation processes. Testable propositions are then put forward before future re...

While portfolios are increasingly used to assess competence, the validity of such portfolio-based assessments has hitherto remained unconfirmed. The purpose of the present research is therefore to further our understanding of how assessors form judgments when interpreting the complex data included in a competency-based portfolio. Eighteen assessors appraised one of three competency-based mock p...

We investigated students’ use of Newton’s second law in mechanics and electromagnetism contexts by interviewing students in a two-semester calculusbased physics course. We observed that students’ responses are consistent with three mental models, Newtonian, Aristotelian, and a hybrid model formed with elements of the first two models. These models appeared in mechanics contexts and were transfe...

This project involves developing a reading comprehension curriculum based on the Construction-Integration model (Kintsch, 1998) and implementing a pilot efficacy study in middle-school classrooms. The curriculum (BRAVO) explicitly defines the cognitive processes involved in skilled reading, teaching students how to establish local and global text coherence and use background knowledge to create...

Political reforms can be understood as the reconfiguration of formal institutions. The rational choice of formal institutions is the core topic of the New Institutional Economics research program. While bounded rationality is a core assumption of the New Institutional Economics and the reason for suboptimal behavior there, additional reference is made to the individual aspiration to intraperson...

We examine a novel approach to coordination, namely stigmergic coordination, that is, coordination mediated by changes to a shared work product. Stigmergy stands in contrast to the two coordination approaches identified in the existing literature on coordination, explicit coordination, based on direct communication through discussion page or user talk pages, and implicit coordination, based on ...

In this paper we provide a conceptual approach to modelling value propositions. We argue that rigorous modelling in an ontological style could improve several aspects of business. Modelling and mapping value propositions helps better understanding the value a company wants to offer its customers and makes it communicable between various stakeholders. Using a common language (ontology) in defini...

We report three experiments corroborating a prediction of the theory of mental models about reasoning. In realistic problems deriving from those used in the Graduate Record Examination (GRE), logically untrained individuals are able to cope better with conditional assertions, which have only a single explicit mental model, than with disjunctive assertions, which have multiple explicit mental mo...

In order to validate suitable methods for investigating learning processes, we are currently conducting a case study, exploring the mental models of novice students in the field of object oriented modeling and programming. Until now we have asked the students of an introductory course of lessons to draw concept maps at three points of time. Additionally we conducted a small exam, where the stud...

Market analysts and marketing strategists stress understanding the fundamental dynamics of a market but how deeply do they think about the interplay of such fundamentals and what frameworks do they use in such thinking? How do business schools teach managers to think this way? The premise of this paper is that in their strategizing, senior marketing executives, boards of directors, consultants ...