A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard...

Reference price theories have dominated research into how consumers evaluate prices and make price-based choices. Given the widespread acceptance of reference price theories, it is notable that so little consideration has been given to what happens when the central assumption of these theories...

Reference price theories have dominated research into how consumers evaluate prices and make price-based choices. Given the widespread acceptance of reference price theories, it is notable that so little consideration has been given to what happens when the central assumption of these theories...

The human psyche is equipped with the capacity to solve problems using different mental states or mindsets.Different mindsets can lead to different judgment and decision making styles, each associated with its own perspective and biases. To change perspective, people can, and often do, switch...

This research finds that how a firm conveys a food’s organic nature through an organic label impacts consumers’ evaluation of that food. Consistent with previous research, adding organic labels to foods is detrimental to evaluations of vice (but not virtue) foods, but simple changes to the...

In this research, the authors develop a theory for why people act opportunistically when the stakes (i.e., payoffs) are low. Transaction cost theory suggests that opportunistic behavior is more likely under high stakes conditions. The authors identify rapport as an important moderator of this...