In this research, we compared and contrasted the effects of managers’ interpersonal level guanxi practice and group level guanxi practice on employees’ procedural justice perceptions. Results indicated that interpersonal guanxi practice was associated with increased employee fairness...

We develop a three-dimensional concept of supervisor-subordinate guanxi. This concept includes affective attachment, personal-life inclusion, and deference to supervisor. Based on this concept, we conducted three studies to develop and validate a three-dimensional supervisor-subordinate guanxi...

Two studies (one cross-sectional and one longitudinal) examine the effects that job negotiation interactional justice perceptions created in the recruitment process have on an employee’s turnover intentions. The findings indicate a long-term impact of the interactional justice perceptions...

Barack Obama, the first Black-American president, has been widely heralded as a role model for Black- Americans because he inspires hope. The current study was conducted to assess whether, beyond simply inspiring hope, this ‘‘Obama Effect” has a concrete positive influence on...

This study examined real world sales negotiations. We collected data in collaboration with a large Taiwanese eyeglasses company. Our data showed that the higher the first offers (made from either side) the higher the store profit for the final deal, but this effect was lessened when the had a...

This study examined the extent to which employees experience collective shame and guilt for the wrongful acts by their companies, and the potential effects of these emotions on turnover intention and organizational citizenship behaviors. The study context was a real industry-wide PR crisis in...

Negotiation teams are widely used to negotiate on behalf of organizations, yet relatively little is known about how they overcome the challenges posed by within team dynamics to create a sound across-the-table team bargaining strategy. This paper presents a two phase analysis of accounts of...