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现实生活中的谈判通常发生在特定的社会情境中, 谈判者也总在扮演着某种角色。本研究探索了买卖交易谈判中谈判者角色影响谈判结果的作用机制。研究提出了一个关于谈判者角色诱发框架效应的理论模型, 然后通过两个模拟谈判实验对这一模型进行验证。实验1表明, 买家知觉到的馅饼大于卖家知觉到的馅饼, 且谈判者知觉到的馅饼在谈判者角色与谈判者绩效间起部分中介作用。实验2发现, 即使保留买家与卖家的角色标签, 如果剥离了金钱作为交易介质这一重要特征, 两个谈判角色知觉到的馅饼也没有差异。研究揭示了谈判者角色影响谈判结果的作用机制, 对谈判者如何利用情境因素取得更好的谈判结果具有实践意义。 相似文献
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694.
《The Journal of social psychology》2012,152(4):527-529
Abstract The authors examined the effects of social support and self-control in a representative sample of 300 older adults in high-density households in an urban area of Agra City, India. The authors administered the Social Support Questionnaire (I. G. Sarason, H. M. Levine, R. B. Basham, &; B. R. Sarason, 1983) and the Self-Control Schedule (M. Rosenbaum, 1980) to form a 2 (age group: young-old vs. old-old) × 2 (social support: high vs. low) × 2 (self-control: high vs. low) factorial design. Scores on the Life Attitude Profile (G. T. Recker &; E. J. Peacock, 1981) and the Perceived Control Scale (P. Nayyar, 1993) were the dependent variables. The authors hypothesized that social support and self-control would act as moderators for a more positive attitude toward life and increased perceived control. The results supported the predictions: Social support and self-control in interaction with age reduced the crowding stress of high density and enhanced the older participants' perceived control and positive attitudes toward life. 相似文献
695.
《The Journal of social psychology》2012,152(6):648-676
ABSTRACT The present study integrates social exchange, role theory, and climate research to suggest that employees who have contact with customers (“contact employees”) will reciprocate felt obligations of high-quality employment relationships (i.e., perceived organizational support [POS]). They do this by expanding their role in ways that are consistent with contextual behavioral expectations. A longitudinal survey of 1,387 contact employees and 666 supervisors in a large supermarket chain in Taiwan demonstrated that the positive relationship between POS and service-oriented organizational citizenship behavior (SOCB) role definitions was strengthened by service climate. In summary, organizational support resulted in expanded SOCB role definitions within a strong service climate, while this relationship was much weaker and not significant in weak service climate. I discuss theoretical and managerial implications through this empirical examination. 相似文献
696.
《The Journal of social psychology》2012,152(5):553-554
Abstract Social influence and social power were examined in two studies. In Study 1, samples of U.S. students who had been presented with randomly ordered lists of 13 influence tactics and power bases predicted the likelihood that an influence agent would use the tactics or power bases, for seven status-differentiated, hypothetical relationships. Lower status agents were perceived to use influence tactics, and higher status agents were perceived to use power bases. In Study 2, female students were assigned either a supervisory role or a subordinate role. The participants in the supervisory and subordinate roles identified power bases or influence tactics that had been rated by the participants in Study 1 as commonly used by higher or lower status influence agents, respectively. The results of the present study seem to support the notion that social influence and social power are separate strategies. 相似文献
697.
This study analyzed the relations of two dimensions of moral cognition (i.e., acceptance of moral transgression and moral disengagement) and two forms of status in the peer group (i.e., social preference and perceived popularity) with bullying and defending among 235 primary‐school children and 305 middle‐school early adolescents. Social status was tested as a moderator of the associations between moral cognition and bullying and defending. Participants completed self‐reports assessing the two dimensions of moral cognition and peer nominations for status, bullying, and defending. Both acceptance of moral transgression and moral disengagement were associated to bullying among early adolescents only, whereas in childhood moral disengagement was linked to defending among girls. Social status moderated the associations between morality dimensions and bullying and defending. The moderating effects of status were discussed considering status as a magnifying lens for the relations between individual characteristics and social behavior. The results were also discussed with reference to age and gender differences in the associations. Aggr. Behav. 38:456‐468, 2012. © 2012 Wiley Periodicals, Inc. 相似文献
698.
Oriane Sarrasin Eva G. T. Green Nicole Fasel Oliver Christ Christian Staerklé Alain Clémence 《Political psychology》2012,33(5):659-681
Public opposition to antiracism laws—an expression of prejudice toward immigrants—is widespread in Switzerland as well as in other European countries. Using data from the European Social Survey 2002 (N = 1,711), the present study examined across Swiss municipalities individual and contextual predictors of opposition to such laws and of two well‐established antecedents of prejudice: perceived threat and intergroup contact. The study extends multilevel research on immigration attitudes by investigating the role of the ideological climate prevailing in municipalities (conservative vs. progressive), in addition to structural features of municipalities. Controlling for individual‐level determinants, stronger opposition to antiracism laws was found in more conservative municipalities, while the proportion of immigrants was positively related to intergroup contact. Furthermore, in conservative municipalities with a low proportion of immigrants, fewer intergroup contacts were reported. In line with prior research, intergroup contact decreased prejudiced policy stances through a reduction of perceived threat. Overall, this study highlights the need to include normative and ideological features of local contexts in the analysis of public reactions toward immigrants. 相似文献
699.
Anu Yijälä Jan‐Erik Lönnqvist Inga Jasinskaja‐Lahti Markku Verkasalo 《Journal of community & applied social psychology》2012,22(2):95-110
This study examined the role of value patterns of potential migrants from Russia to Finland (N = 229) in predicting expectations of post‐migration socio‐cultural adaptation. Furthermore, the fit between migrants' personal values and the values they expect to encounter in the new home country (i.e. perceived value congruence) was hypothesized to predict anticipated socio‐cultural adaptation (ASCA). The study took into account perceived cultural distance variables as well as socio‐demographic controls traditionally related to adaptation outcomes among migrants. According to the results, familiarity with the host country (i.e., the number of Finnish friends/relatives in Finland), the openness to change value and perceived value congruence significantly predicted potential migrants' ASCA. When using four sub‐scales (interpersonal relations, cognitive understanding, impersonal perils and bureaucracy) of the ASCA‐scale, a more complex picture emerged. The results suggest that future work should include values, particularly perceived value congruence, in the analysis of the cultural fit hypothesis, as well as find better means of supporting immigrant adjustment starting at the pre‐migration stage. Copyright © 2011 John Wiley & Sons, Ltd. 相似文献
700.
Based on Cheng's differential leadership theory, we investigated the relationship between a subordinate's loyalty to a supervisor (SLS) and the supervisor's benevolent leadership in Chinese organizations. We also explored two moderators of this relationship, the supervisor's altruistic personality and perceived organizational support (POS). Using survey research, we collected data from supervisor‐subordinate dyads in Taiwan and made 167 valid observations. The results showed that SLS positively relates to the supervisor's benevolent behaviours; however, this relationship is diminished by the supervisor's altruistic personality and POS. That is, when the supervisor has a high level of altruistic personality or POS, the association of SLS with the supervisor's benevolent leadership is weaker. 相似文献