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How suspicion mitigates the effect of influence tactics

Oza, Shweta S.; Srivastava, Joydeep; Koukova, Nevena T. - In: Organizational Behavior and Human Decision Processes 112 (2010) 1, pp. 1-10

This research examines the role of suspicion in moderating the effect of psychological factors on satisfaction with bargaining outcomes. A suspicious mindset is induced by activating persuasion knowledge or the extent to which bargainers have knowledge about a psychological factor and recognize...

Persistent link: https://www.econbiz.de/10008522583

The Role of Inferences in Sequential Bargaining with One-Sided Incomplete Information: Some Experimental Evidence

Srivastava, Joydeep - In: Organizational Behavior and Human Decision Processes 85 (2001) 1, pp. 166-187

Persistent link: https://www.econbiz.de/10005348634

Cues and Components in Multiattribute Evaluation

Connolly, Terry; Srivastava, Joydeep - In: Organizational Behavior and Human Decision Processes 64 (1995) 2, pp. 219-228

Persistent link: https://www.econbiz.de/10005431052

The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions

Valenzuela, Ana; Srivastava, Joydeep; Lee, Seonsu - In: Organizational Behavior and Human Decision Processes 96 (2005) 1, pp. 72-88

Persistent link: https://www.econbiz.de/10005318919

Do Ranks Suffice? A Comparison of Alternative Weighting Approaches in Value Elicitation

Srivastava, Joydeep; Connolly, Terry; Beach, Lee Roy - In: Organizational Behavior and Human Decision Processes 63 (1995) 1, pp. 112-116

Persistent link: https://www.econbiz.de/10005197235

Center-of-inattention: Position biases in decision-making

Raghubir, Priya; Valenzuela, Ana - In: Organizational Behavior and Human Decision Processes 99 (2006) 1, pp. 66-80

Persistent link: https://www.econbiz.de/10005348367