In this research, we investigate the behavior of Cronbach's coefficient alpha and its new standard error. We systematically analyze the effects of sample size, scale length, strength of item intercorrelations, and scale dimensionality. We demonstrate the beneficial effects of sample size on...

This article introduces network analysis as a supplement to current research on the process of negotiations. We briefly review the literature on negotiations involving third parties, and argue that to understand fully the dynamics of dispute resolution, it is important to examine processes in...

A bipartite graph, in which the nodes (or actors in a social network) are partitioned into two sets, can be studied using recent statistical models for dyadic interactions. These models, which are loglinear for the probabilities of dyadic choices or interactions, allow not only arcs or...

Two key issues in business-to-business (B2B) sales force management are (1) how much a given sales job should be compensated (pay level) and (2) how much of the compensation should be fixed versus variable (pay structure). The authors examine the paychecks drawn by people in more than 14,000...

Kraemer and Jacklin (1979) proposed a method of analysis of univariate dyadic social interactions or relational data, and Mendoza and Graziano (1982) extended this method to multivariate relations. Their approach is based on an analysis-of- variance-type model that contains parameters...

Social interaction data record the intensity of the relationship, or frequency of interaction, between two individual actors. Recent methods for analysing such data have treated these relational variables as continuous. A more appropriate method, described here, views these dyadic interactions...

Auctions have been studied extensively as an economic marketplace. The economist's focus is on modeling final sales prices, but the processes that give rise to those outcomes are rarely studied in great detail. This research is intended to provide that complementary perspective. We show how the...

The marketing literature provides a solid understanding of auctions regarding final sales prices and many aspects of the processes that unfold to result in those outcomes. This research complements those perspectives by first presenting a new bidder behavior model that shows the role of emergent...

Some behavioral researchers occasionally wish to conduct a median split on a continuous variable and use the result in subsequent modeling to facilitate analytic ease and communication clarity. Traditionally, this practice of dichotomization has been criticized for the resulting loss of...

In this rebuttal, we discuss the comments of Rucker, McShane, & Preacher (2015) and McClelland, Lynch, Irwin, Spiller, & Fitzsimons (2015). Both commentaries raise interesting points, and although both teams clearly put a lot of work into their papers, the bottom line is this: our research sets...