Now showing items 1-20 of 134

    • A Helping Hand is Hard at Work: Help-Seekers’ Underestimation of Helpers’ Effort 

      Newark, Daniel A.; Bohns, Vanessa K.; Flynn, Francis J. (2016-01-01)
      Whether people seek help depends on their estimations of both the likelihood and the value of getting it. Although past research has carefully examined how accurately help-seekers predict whether their help requests will ...
    • A New Theory of Group Solidarity 

      Markovsky, Barry; Lawler, Edward J. (1994-01-01)
      This paper examines previous conceptualizations of group solidarity and related concepts in the sociological and social psychological literatures. After identifying ambiguities in previous usages, we define solidarity in ...
    • A Voice is Worth a Thousand Words: The Implications of the Micro-Coding of Social Signals in Speech for Trust Research 

      Waber, Benjamin; Williams, Michele; Carroll, John; Pentland, Alex (2012-01-01)
      While self-report measures are often highly reliable for field research on trust (Mayer and Davis, 1999), subjects often cannot complete surveys during real time interactions. In contrast, the social signals that are ...
    • Acquiring and Applying Knowledge in Transnational Teams: The Roles of Cosmopolitans and Locals 

      Haas, Martine R. (2006-03-01)
      "This paper examines the roles of cosmopolitans and locals in transnational teams that work on knowledge-intensive projects. I propose that cosmopolitan and local team members can help their teams to acquire and apply ...
    • Affect, Emotion and Emotion Regulation in the Workplace: Feelings and Attitudinal Restructuring 

      Williams, Michele (2015-01-01)
      [Excerpt] Almost 40 years after publishing A Behavioral Theory of Labor Negotiations in 1965, the fields of negotiations and organizational behavior experienced an “affective revolution” (Barsade, Brief and Spataro 2003). ...
    • Alternative Employment Arrangements 

      Marler, Janet H.; Tolbert, Pamela S.; Milkovich, George T. (2003-01-01)
      [Excerpt] Part-time work, temporary work, independent contracting, and self-employment have experienced unprecedented increases in the last several decades. These employment arrangements characterize approximately 25-30 ...
    • An Affect Theory of Social Exchange 

      Lawler, Edward J. (2001-09-01)
      This article develops a theory that explains how and when emotions, produced by social exchange, generate stronger or weaker ties to relations, groups, or networks. It is argued that social exchange produces positive or ...
    • Are Social Prediction Errors Universal? Predicting Compliance with a Direct Request across Cultures 

      Bohns, Vanessa K.; Handgraaf, Michael J. J.; Sun, Jianmin; Aaldering, Hillie; Mao, Changguo; Logg, Jennifer (2011-01-01)
      Previous research conducted in the United States has demonstrated that help-seekers fail to appreciate the embarrassment and awkwardness (i.e., social costs) targets would experience by saying “no" to a request for help. ...
    • Ask in Person: You’re Less Persuasive Than You Think Over Email 

      Mahdi Roghanizad, M.; Bohns, Vanessa K. (2016-01-01)
      Research has found people underestimate the likelihood strangers will comply with their direct requests (Bohns, 2016; Flynn & Lake, 2008). Here we argue this “underestimation- of-compliance effect” may be limited to requests ...
    • Aspirations to Manage: A Comparison of Engineering Students and Working Engineers 

      Rynes, Sara L.; Tolbert, Pamela S.; Strausser, Pamela G. (1988-01-01)
      Many, perhaps most, individuals who are trained as engineers eventually become managers. However, the reasons for this occupational transition are unclear. The present study examines the occupational aspirations (technical ...
    • Bargaining and Influence in Conflict Situations 

      Lawler, Edward J.; Ford, Rebecca (1995-01-01)
      [Excerpt] This chapter examines bargaining as an influence process through which actors attempt to resolve a social conflict. Conflict occurs when two or more interdependent actors have incompatible preferences and perceive ...
    • Bargaining Toughness: A Qualification of Level-of-Aspiration and Reciprocity Hypotheses 

      Lawler, Edward J.; MacMurray, Bruce K. (1980-01-01)
      This research examined the interaction of initial bargaining stance and later concession strategy in dyadic bargaining. Experimental procedures pitted subjects against a programmed opponent and manipulated three variables: ...
    • Being Trusted: How Team Generational Age Diversity Promotes and Undermines Trust in Cross-Boundary Relationships 

      Williams, Michele (2015-01-01)
      We examine how demographic context influences the trust that boundary spanners experience in their dyadic relationships with clients. Because of the salience of age as a demographic characteristic as well as the increasing ...
    • Bias in White: A Longitudinal Natural Experiment Measuring Changes in Discrimination 

      Rubineau, Brian; Kang, Yoon (2012-01-01)
      Many professions are plagued by disparities in service delivery. Racial disparities in policing, mortgage lending, and healthcare are some notable examples. Because disparities can result from a myriad of mechanisms, ...
    • Bilateral Deterrence and Conflict Spiral: A Theoretical Analysis 

      Lawler, Edward J. (1986-01-01)
      The major question addressed by this paper is: When each actor in a conflict or bargaining relationship has a power capability, how does the level of power capability in the relationship affect the likelihood of actors ...
    • Bringing Emotions into Social Exchange Theory 

      Lawler, Edward J.; Thye, Shane R. (1999-01-01)
      We analyze and review how research on emotion and emotional phenomena can elaborate and improve contemporary social exchange theory. After identifying six approaches from the psychology and sociology of emotion, we illustrate ...
    • Building and Rebuilding Trust: Why Perspective Taking Matters 

      Williams, Michele (2012-01-01)
      [Excerpt] There is growing interest surrounding the function of perspective taking in social interactions and organizational life. In this chapter, I examine the role of perspective taking in trust building and trust repair. ...
    • Can Confidence Come Too Soon? Collective Efficacy, Conflict and Group Performance over Time 

      Goncalo, Jack; Polman, Evan; Maslach, Christina (2010-05-19)
      Groups with a strong sense of collective efficacy set more challenging goals, persist in the face of difficulty, and are ultimately more likely to succeed than groups who do not share this belief. Given the many advantages ...
    • Clergy Authority and Friendship with Parishioners 

      Hammond, Phillip E.; Gedricks, Albert; Lawler, Edward J.; Turner, Louise Allen (1972-04-01)
      [Excerpt] Without challenging the general truth of the observation, one can nevertheless note considerable variation in the friendliness of clergymen. Is that variation owing simply to "personality" differences, or are ...
    • Collective Bargaining 

      Doellgast, Virginia; Benassi, Chiara (2014-01-01)
      [Excerpt] In this chapter, we first present an overview of different forms of collective bargaining, looking at how institutions and models differ across countries. This is the basis for a review of research examining the ...