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Maybe it's right, maybe it's wrong : structural and social determinants of deception in negotiation
Olekalns, Mara; Horan, Christopher J.; Smith, Philip L. - In: Journal of business ethics : JOBE 122 (2014) 1, pp. 89-102
Persistent link: https://www.econbiz.de/10010393214
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Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation
Olekalns, Mara; Smith, Philip - In: Journal of Business Ethics 85 (2009) 3, pp. 347-365
Persistent link: https://www.econbiz.de/10005719822
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Loose with the Truth: Predicting Deception in Negotiation
Olekalns, Mara; Smith, Philip - In: Journal of Business Ethics 76 (2007) 2, pp. 225-238
Persistent link: https://www.econbiz.de/10005810596
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The power to reward vs. the power to punish : the influence of power framing on individual-level exploration
Evans, Jonathan B.; Schilke, Oliver - In: Organization science 35 (2024) 1, pp. 346-363
Persistent link: https://www.econbiz.de/10014474773
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Self-other decision making and loss aversion
Polman, Evan - In: Organizational behavior and human decision processes : … 119 (2012) 2, pp. 141-150
Persistent link: https://www.econbiz.de/10009655538
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Who says there's a problem? : preferences on the sending and receiving of prohibitive voice
MacMillan, Karen; Hurst, Charlice; Kelley, Ken; Howell, Jane - In: Human relations : towards the integration of the social … 73 (2020) 8, pp. 1049-1076
Persistent link: https://www.econbiz.de/10012260855
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Self–other decision making and loss aversion
Polman, Evan - In: Organizational Behavior and Human Decision Processes 119 (2012) 2, pp. 141-150
4a), regulatory focus (Study 4b), degree of information seeking (Study 4c), omission bias (Study 4d), and power (Study 4 …
Persistent link: https://www.econbiz.de/10010580434
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Ekonomska teorija na raskrižju ili put u megakapitalizam
Stojanov, Dragoljub; Jakovac, Pavle - In: Ekonomija : časopis za ekonomsku teoriju i politiku 19 (2013) 2, pp. 311-333
Persistent link: https://www.econbiz.de/10009745020
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The dual-process model of similarity in cause-related marketing : how taxonomic versus thematic partnerships reduce skepticism and increase purchase willingness
Mendini, Monica; Peter, Paula C.; Gibbert, Michael - In: Journal of business research : JBR 91 (2018), pp. 195-204
Persistent link: https://www.econbiz.de/10011902927
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Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orient...
Hartmann, Nathaniel; Plouffe, Christopher R.; Kohsuwan, … - In: Industrial marketing management : the international … 87 (2020), pp. 31-46
Persistent link: https://www.econbiz.de/10012285128