Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes

Intra-team conflict within core selling teams can shape team outcomes. Using congruency theory, we propose how conflict responses impact the relational distance between individuals in a core selling team, creating positive/negative team outcomes. Our framework suggests managers may improve team outcomes by monitoring sales team members' responses to conflict, encouraging internal cognitive voice behaviors, and intervening in teams not using internal cognitive voice behaviors when relational or process conflict exists. Our model helps explain the paradox in which an individual who is part of a “winning” team (one achieving its team goals) may still choose to exit the team.     

Interpersonal Justice,Relational Conflict,and Commitment to Change: The Moderating Role of Social Interaction

Drawing from Conservation of Resources theory, this study examines the hitherto unexplored mediating role of relational conflict in the link between interpersonal justice and commitment to change, as well as how social interaction might moderate this mediating effect. Data were captured from employees directly affected by a large‐scale restructuring in a European‐based organisation. The analyses show that interpersonal justice positively affects commitment to change and that relationship conflict fully mediates the relationship. Further, social interaction moderates both the interpersonal justice–relational conflict and the relational conflict–commitment to change relationships, such that they get invigorated at higher levels of social interaction. The findings also reveal that the indirect effect of interpersonal justice on commitment to change, through relational conflict, is more pronounced at higher levels of social interaction, in support of a moderated mediation effect. These findings have significant implications for research and practice.     

A longitudinal analysis of financial loss,anxiety, destructive conflict,and relational maintenance

This study examined how destructive conflict behavior and relational maintenance behavior are linked to financial loss in adult romantic relationships. Based on conservation of resources (COR) theory, it was hypothesized that financial loss indirectly (through anxiety) predicts increased destructive conflict behavior and decreased relational maintenance behavior. Across three waves of data, results indicated that financial loss significantly predicted passive‐destructive conflict behavior (i.e., neglect) through anxiety. Financial loss did not, however, directly or indirectly predict active‐destructive conflict behavior (i.e., exit). Financial loss negatively predicted relational maintenance behavior, but that effect was found only from Wave 1 to Wave 2 and was not mediated by anxiety. Overall, results support COR theory and identify some of the specific relational consequences of financial difficulty.     

Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of relational capital. Previous research has provided only indirect empirical support for this theory. The present study fills this gap by demonstrating the divergent effects of egalitarianism on economic efficiency and relational capital in negotiation. Dyads engaged in a simulated employment negotiation among strangers within a company that was described as either egalitarian or hierarchical. As hypothesized, dyads assigned to the egalitarian condition reached less efficient economic outcomes yet had higher relational capital than dyads assigned to the hierarchical condition. Negotiations occurring between females resulted in lower joint economic outcomes than negotiations occurring between males. Results are consistent with the theory of relational self-construal in negotiation.     

Sensory curation: theorizing media use for sensory regulation and implications for family media conflict

ABSTRACT

Media sensory curation theory, introduced here, complements theories of informational, emotional, and relational media gratifications. Sensory curation theory conceptualizes media devices as tools people use to help maintain sensory regulation by simultaneously capturing and curbing sensory input within built and natural environments. This article explicates the theory and introduces the Child and Adult Media Sensory Curation Inventories (MediaSCIs), separate measures of child and adult media sensory behaviors and preferences. A survey of 789 parents and adult caregivers of children ages 3 to 14 revealed moderate to strong correlations between general sensory processing and media sensory curation, validating the MediaSCIs. Controlling usage time, child media sensory curation strongly predicted problematic child media use and moderately predicted adult–child media conflict, which was four times as frequent among adult–child pairs with high MediaSCI scores than with low MediaSCI scores.     

Relational peer victimization and psychosocial adjustment: The mediating role of best friendship qualities

With a sample of 414 tenth‐grade students (53% girls) from the Northeastern United States, the unique mediating roles that different dimensions of best friendship quality play in linking relational victimization and psychosocial maladjustment were examined. For both boys and girls, relational victimization was found to predict higher levels of internalizing behaviors directly and through partial mediation by greater conflict and weaker feelings of help within adolescents' best friendships. Increased conflict also partially mediated the association between relational victimization and higher levels of externalizing behaviors. Together, the results provide support for the significance of broader peer group functioning on both dyadic relationships and individual functioning.     

Divided groups need leadership: A study of the effectiveness of collective identity,dual identity,and intergroup relational identity rhetoric

Reducing intergroup conflict is a significant leadership challenge. Leaders can alleviate conflict by promoting a collective, dual, or intergroup relational identity, but they should avoid provoking subgroup identity distinctiveness threat. Drawing on intergroup leadership theory, we conducted an experiment (N = 184) examining evaluations of a leader who promoted a dual, collective, or intergroup relational identity under low or high subgroup identity distinctiveness threat. We hypothesized that identity distinctiveness threat would improve evaluations of a leader promoting an intergroup relational identity, and worsen evaluations of a leader promoting a collective identity. Although a leader promoting a dual identity is typically preferred to one promoting a collective identity, we expected a leader promoting dual identity to receive worse evaluations than a leader promoting an intergroup relational identity. These hypotheses were supported, providing additional support for intergroup leadership theory and demonstrating the utility of employing intergroup relational identity rhetoric.     

Expecting More in Relationships – Implications of Relational Entitlement

Abstract

Sense of relational entitlement refers to what individuals’ believe they “should” expect from their romantic partner. When expectations are both unrealistic and not met by one’s partner, there is a potential for adverse consequences. Researchers surveyed 195 female participants between the ages 18-60. The study examined the influence of one’s sense of relational entitlement with varying conflict strategies. The findings revealed that extreme forms of one’s sense of relational entitlement was associated with conflict strategies like verbal aggression, and control & domination. Thus, one’s sense of relational entitlement appears to play a significant role in how individuals handle conflict.     

The Unique Influences of Parental Divorce and Parental Conflict on Emerging Adults in Romantic Relationships

Parental divorce and parental conflict influence children across multiple domains, including risk of divorce in their own marriages. However, parental conflict and divorce, both separately and the interaction between the two, have not often been studied in premarital relationships, especially when considering possible mechanisms mediating these effects. In a large sample of emerging adults (N = 353), we show that when the most plausible mediating mechanisms are simultaneously considered, only relational commitment mediates the influence of parental conflict on outcomes. Parental conflict in the absence of divorce was associated with less commitment and, in turn, less relationship satisfaction and stability in emerging adult children’s romantic relationships, whereas parental conflict was unrelated to outcomes for children whose parents divorced. Implications for theory and preventive interventions are discussed.     

Knocking on the Outgroup's Door: Seeking Outgroup Help Under Conditions of Task or Relational Conflict

Three studies investigated the willingness to seek help from another group in situations where collaborative goals are undermined by task or relational conflicts between the groups. Compared to task conflict, relational conflict was argued to trigger a striving for more autonomy. The results from three experiments (N = 82, N = 65, and N = 62) supported the prediction that relational conflict, compared to task conflict, promotes more help avoidance, in particular avoidance of dependency-oriented help (a full solution). As expected, no difference was found for the willingness to seek autonomy-oriented help (a hint) from the other group.     

The Dynamic Nature of Goals and Message Production as Revealed in a Sequential Analysis of Conflict Interactions

Although message‐production theories often assume that goals behave dynamically to direct communication behavior, few studies consider the interconnectedness of goals and behavior throughout interactions. Here, the interrelationship of communication goals and tactics was examined through a sequential analysis of 47 conflict interactions between close friends or dating partners. It was posited that for both the initiators and resistors in a conflict, the importance of relational or other‐identity goals would be associated with the use of integrative tactics and the importance of instrumental or self‐identity goals would be related to the use of distributive tactics. We examined these predictions within and across partners. Analyses indicated that for both conflict initiators and resistors, the importance of a combination self/instrumental goal predicted the use of distributive tactics and the importance of an other‐identity goal lead to partner‐oriented tactics. For resistors, the importance of an instrumental goal was associated with the use of distributive tactics and the importance of a combination identity/relational goal was aligned with issue‐oriented tactics as well. Across partners, several significant patterns between one partner’s use of distributive or integrative tactics and the other partner’s goals were observed. Implications of the results for understanding conflict and message production are discussed.     

Effects of Relationship Values and Goal Interdependence on Guanxi Between Foreign Managers and Chinese Employees1

Foreign managers are advised to develop effective relationships with Chinese employees who as collectivists are thought to value relationships, particularly guanxi, with their leaders. However, foreign managers typically do not have the background and prior experiences typically used to develop guanxi in China. In an experiment with 120 participants in South China, Chinese employees with foreign managers who communicated that they wanted a relationship (compared to no relationship) with them concluded that they interacted better and had little relational and task conflict. Chinese employees who discussed their views within a cooperative (compared to competitive) context helped their leader, productively integrated their diverse views into the decision, and concluded that they had little relational and task conflict.     

A Model of the Perceived Competence of Conflict Strategies

This study examines how strategic communication is linked to specific relational features. We hypothesize that perceptions of a communicator's competence mediate the effects of conflict strategies on the relational outcomes measured by trust, control mutuality, intimacy, and satisfaction. The components of competence were specific and general appropriateness, effectiveness, and global competence; these were included in LISREL analyses to investigate How the variables conflict, competence, and relational outcomes were linked. Participants reported on their partners’ conflict strategies, their own perceptions of the partner's competence, and relational variables. The results reveal that integrative strategies were positively linked to competence, whereas distributive and avoidant strategies were negatively linked to competence. The results support the view that competence perceptions mediate the link between conflict messages and relational outcomes.     

Relational aggression in marriage

Drawing from developmental theories of relational aggression, this article reports on a study designed to identify if spouses use relationally aggressive tactics when dealing with conflict in their marriage and the association of these behaviors with marital outcomes. Using a sample of 336 married couples (672 spouses), results revealed that the majority of couples reported that relationally aggressive behaviors, such as social sabotage and love withdrawal, were a part of their marital dynamics, at least to some degree. Gender comparisons of partner reports of their spouse's behavior revealed that wives were significantly more likely to be relationally aggressive than husbands. Structural equation modeling demonstrated that relational aggression is associated with lower levels of marital quality and greater marital instability for both husbands and wives. Implications are drawn for the use of relational aggression theory in the future study of couple conflict and marital aggression Aggr. Behav. 36:315–329, 2010. © 2010 Wiley‐Liss, Inc.     

Bridging the Gap: Does Closure to Efficient Causation Entail Quantum-Like Attributes?

This paper explores the similarities between the conceptual structure of quantum theory and relational biology as developed within the Rashevsky-Rosen-Louie school of theoretical biology. With this aim, generalized quantum theory and the abstract formalism of (M,R)-systems are briefly presented. In particular, the notion of organizational invariance and relational identity are formalized mathematically and a particular example is given. Several quantum-like attributes of Rosen’s complex systems such as complementarity and nonseparability are discussed. Taken together, this work emphasizes the possible role of self-referentiality and impredicativity in quantum theory.     

Relational Conversation: Meaningful Communication as a Therapeutic Intervention

The author makes a distinction between communication that deepens a relationship and communication that resolves conflict. An approach to therapy, relational conversation, is presented in which meaningful conversation is designed to increase relational fortitude and promote a consistent level of intentional and loving connection. The approach is based on the body of literature that supports the theory that good communication is important to good relating.     

“Man Is a Wolf to Man”: Disorders of Dehumanization in Psychoanalysis

A key component of dehumanization is the loss of personal credibility experienced by victims whose trauma and abuse have gone unwitnessed or unconfirmed. The scant or doubtful attention to victimization in orthodox psychoanalytic theory, where the late introduction of the destructive instinct favored analysis of the predator, has only underscored the victim's anonymity—a conspicuous shortcoming in our time of genocide and crimes against humanity. Yet victimization, as illustrated in this paper's case material, reveals relational conflict as compelling as classical intrapsychic conflict: between urges to keep silent or to speak and between concealment and habituation to human abandonment or reparative search for witness. What therapeutic neutrality is to psychic reality, therapeutic witness is to the recovery of social reality and one's right to live in it.     

We Can Make It Better: “We” Moderates the Relationship Between a Compromising Style in Interpersonal Conflict and Well-Being

Compromising is considered a useful strategy for solving interpersonal conflicts. However, compromising, which includes accommodating and sacrificing, may also lead to anxiety and depression. Therefore, the current study focused on a moderating mechanism between compromising and psychological health. Based on self-expansion theory, we hypothesized that the more individuals have a relational focus (i.e., a greater use of “we”) while narrating their compromising experiences, the better psychological health they will experience. Two hundred sixty-one participants from National Taiwan University (mean age = 20.40, 53.26 % male, 46.74 % female), wrote about an experience of conflict with their parents and completed a package of questionnaires to measure their conflict management style and psychological health. The frequency of the “we” pronoun was considered an index of relational focus. As predicted, the results from a hierarchical multiple regression demonstrated that “we” moderated the effect of compromising style on well-being. Specifically, the relationship between compromising and psychological well-being were strengthened for individuals who had more relational focus. Thus, although a compromising style helps solve interpersonal conflicts, it does not necessarily increase individuals’ well-being. How individuals anchor their experiences are more important.     

Evaluations of relational aggression as a function of relationship type and conflict setting

The present study examined influences on girls' evaluations of relational aggression situations. Second‐, third‐, fifth‐, and sixth‐grade girls evaluated four relational aggression conflict scenarios in terms of attributions of aggressor's intentions, evaluator's behavioral response, evaluator's affective state, and how likely the situation was to actually occur. Girls evaluated intentions of a best friend more positively, reported being more mad at an enemy, and perceived conflict to be more likely to occur with an enemy than a best friend. Aggressor intentions in direct conflict scenarios (aggressor said something mean to evaluator) were perceived as more negative than aggressor intentions in indirect conflict scenarios (aggressor said something mean about evaluator to another peer). Younger girls reported intentions of their enemy as being more positive than did older girls. Further, older girls reported intentions of their best friend as being more positive than intentions of their enemy. Older girls also were more accurate in conceptualizing variations in the conflict setting (direct, indirect) and responding in a context‐consistent manner. Findings are discussed in terms of the social‐relational and social‐situational processes that influence children's evaluations of relational aggression and how the current study extends previous research on relational aggression. Aggr. Behav. 26:179–191, 2000. © 2000 Wiley‐Liss, Inc.     

Ethics and Relationship: From Risk Management to Relational Engagement

In this article, the underlying assumptions of the current ACA Code of Ethics ( 2014a ) are examined as they are embedded in historical and cultural contexts. A relational ethic situated within relational‐cultural theory that provides an alternative framework for understanding ethics in a relational and compassionate way is presented.