Despite the importance that effective leader communication of visions, value-laden messages, and goals seems to have in leadership, we know very little about which leader behavior is conducive to effective persuasive communication of desired end states. The current research highlights leader...

Previous research has produced contradictory findings about the impact of challenge stressors on individual and team creativity. Based on the challenge–hindrance stressors framework (LePine, Podsakoff, & LePine, 2005) and on regulatory focus theory (Higgins, 1997), we argue that the effect of...

In eight studies, we tested the prediction that making choices for others involves less loss aversion than making choices for the self. We found that loss aversion is significantly lessened among people choosing for others in scenarios describing riskless choice (Study 1), gambling (Studies 2...

Negotiators often bargain on behalf of constituents to whom they feel accountable. We argue that prior evidence for the superior outcomes of promotion-focused (vs. prevention-focused) negotiators may not hold when negotiators perceive high accountability to a third party. In two studies, we...