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Communication Media Matters : Role Differences in Negotiation Behavior and Social Outcomes

Suppes, Alexandra; Mor, Shira; Morris, Michael - 2011

Forty-four EMBA students were randomly assigned to negotiate in either a face-to-face condition or a voice-only condition in an integrative negotiation task— New Recruits (Neale, 1987). We found that candidates in the voice-only condition had less interest in future negotiations than...

Persistent link: https://www.econbiz.de/10014194781

Order in product customization decisions

Levav, Jonathan; Heitmann, Mark; Herrmann, Andreas; … - In: MSI reports : working paper series (2008) 2, pp. 27-42

Persistent link: https://www.econbiz.de/10003779712

Gender differences in mate selection : evidence from s apeed dating experiment

Fisman, Raymond; Iyengar, Sheena S.; Kamenica, Emir; … - In: The quarterly journal of economics 121 (2006) 2, pp. 673-698

Persistent link: https://www.econbiz.de/10003337105

Managers' theories of subordinates : a cross-cultural examination of manager perceptions of motivation and appraisal of performance

DeVoe, Sanford E.; Iyengar, Sheena S. - 2009

Persistent link: https://www.econbiz.de/10003835641

Tragic choices : autonomy and emotional responses to medical decisions

Botti, Simona; Orfali, Kristina; Iyengar, Sheena S. - In: Journal of consumer research : JCR ; an … 36 (2009/10) 3, pp. 337-352

Persistent link: https://www.econbiz.de/10003895648

Defined contribution pension plans : determinants of participation and contributions rates

Huberman, Gur; Iyengar, Sheena S.; Jiang, Wei - In: Journal of financial services research : JFSR 31 (2007) 1, pp. 1-32

Persistent link: https://www.econbiz.de/10003490289

Allocating resources fairly among group members : the medium of exchange matters

DeVoe, Stanford E.; Iyengar, Sheena S. - In: Fairness and groups, (pp. 159-181). 2010

Persistent link: https://www.econbiz.de/10003979680

Racial preferences in dating

Fisman, Raymond; Iyengar, Sheena S.; Kamenica, Emir; … - In: The review of economic studies 75 (2008) 1, pp. 117-132

Persistent link: https://www.econbiz.de/10003618100

Order in product customization decisions : evidence from field experiments

Levav, Jonathan; Heitmann, Mark; Herrmann, Andreas; … - In: Journal of political economy 118 (2010) 2, pp. 274-299

Persistent link: https://www.econbiz.de/10008650455

Perceiving freedom givers : effects of granting decision latitude on personality and leadership perceptions

Chua, Roy Y. J.; Iyengar, Sheena - In: The leadership quarterly : LQ ; an international … 22 (2011) 5, pp. 863-880

Persistent link: https://www.econbiz.de/10009378632