Relational Risk and Its Personal Correlates in Strategic Alliances

In this study we focus on the perception of one particular type of risk in the context of strategic alliances—relational risk. Perceived relational risk refers to the degree to which decision makers are concerned with the partner's opportunistic behavior in cooperative efforts. We develop a measure of relational risk in strategic alliances, and empirically examine some of its personal correlates. Based on a survey of senior executives of corporations and MBA students, we found partial support for the principal hypothesis that the perception of relational risk for prospective strategic alliances is related to an individual's age and trust in people.     

Drawing the line: How the workplace shapes the naming of sexual harassment

Although sexual harassment naming – the process by which individuals identify and label experiences as sexual harassment – is key to tackling the problem of workplace sexual harassment, extant research focused on individual differences has explained a limited amount of variance in individuals’ propensity to name. We push this research in a new direction, drawing on institutional theory and strategic human resource management to identify workplace contextual factors that influence individuals’ propensity to name sexual harassment. Surveying 408 employed adults, we find that current employment in an industry with a high prevalence of sexual harassment reduces individuals’ likelihood of identifying scenarios as sexual harassment. Further, prior work experience in highly sexually harassing industries has a lasting negative effect on individuals’ propensity to name. In contrast, we show that individuals’ propensity to identify sexual harassment is greater when they perceive that their organization has implemented more HR practices supporting a climate for naming and that these HR practices can actually reduce the negative effect of current employment in a highly sexually harassing industry. Critically, by demonstrating that changing industry norms or adopting specific HR practices can shift individual naming of sexual harassment, we offer new avenues for sexual harassment prevention.     

From selling to managing strategic customers - a competency analysis

An increasing number of companies select strategic customers, who are then treated differently from standard customers. Thus, the customer-facing function has been divided into two separate functions: traditional selling and strategic account management. This article seeks to provide a comprehensive overview that compares the competencies of salespeople with the competencies of strategic account managers. The article's objective is to highlight a competency path that can lead salespeople to transition successfully into strategic account managers. Leveraging the two distinct competency classifications, we identify the key skills that traditional salespeople must be trained in or “unlearn” to successfully transition. From a theoretical perspective, this article bridges the gap between the literature on sales and the literature on strategic account management and pinpoints the major differences between those two customer-facing dimensions. From a managerial perspective, the article helps practitioners draw a competency grid to assess both salespeople's ability to succeed in their role transition and the training required to support this transition.     

Feeling happy and (over)confident: the role of positive affect in metacognitive processes

The relationship between affect and metacognitive processes has been largely overlooked in both the affect and the metacognition literatures. While at the core of many affect-cognition theories is the notion that positive affective states lead people to be more confident, few studies systematically investigated how positive affect influences confidence and strategic behaviour. In two experiments, when participants were free to control answer interval to general knowledge questions (e.g. question: “in what year”, answer: “it was between 1970 and 1985”), participants induced with positive affect outperformed participants in a neutral affect condition. However, in Experiment 1 positive affect participants showed larger overconfidence than neutral affect participants. In Experiment 2, enhanced salience of social cues eliminated this overconfidence disadvantage of positive affect relative to neutral affect participants, without compromising their enhanced performance. Notably, in both experiments, positive affect led to compromised social norms regarding the answers’ informativeness. Implications for both affect and metacognition are discussed.     

Lay perceptions of interrogation techniques: Identifying the role of Belief in a Just World and Right Wing Authoritarianism

False confessions due to overtly coercive interrogation techniques have led to the development of more ethically‐minded alternative techniques. Several studies have surveyed the public about their perceptions of confession‐oriented techniques (e.g., Leo & Liu, 2009 ), although none have examined the use of information gathering and strategic interviewing techniques or individual differences in such perceptions. Thus, the current study assessed public perceptions of a wide variety of techniques by recruiting a total of 332 participants. Results indicated that our participants would rather risk releasing a guilty person than convicting an innocent. Overall, confession‐oriented techniques were rated the least acceptable and effective across participants. However, perceptions of these techniques varied as a function of Belief in a Just World (BJW; Lipkus, 1991 ) and Right Wing Authoritarianism (RWA; Zakrisson, 2005 ). Specifically, those higher in these two individual differences found confession‐oriented techniques to be both more acceptable and effective than those scoring lower on these measures. The results speak to the importance of individual differences and the potential for such differences to bias juror decision‐making when interrogation evidence is at stake.     

Healthy Conflict in an Era of Intractability

The essay responds to four critical essays by Rosemary Kellison, Ebrahim Moosa, Joseph Winters, and Martin Kavka on the author’s recent book, Healthy Conflict in Contemporary American Society: From Enemy to Adversary (2018). Parts 1 and 2 work in tandem to further develop my accounts of strategic empathy and agonistic political friendship. I defend these accounts against criticisms that my argument for moral imagination obligates oppressed people to empathize with their oppressors. I argue, further, that healthy conflict can be motivated by a kind of “secular” love. This enables my position to immanently critique and mediate the claims that one must either love (agapically) one’s opponent in order to engage them in “healthy conflict,” on one hand, or that one must vanquish, exclude, or “cancel” one’s opponent, on the other. In Part 3, I demonstrate how my account mediates the challenge of an alleged standing opposition between moral imagination and socio-theoretical critique. I defend a methodologically pragmatist account of immanent prophetic criticism, resistance, and conflict transformation. Finally, I respond to one critic’s vindication of a strong enemy/adversary opposition that takes up the case of white supremacist violence in the U.S. I argue that the time horizon for healthy conflict must be simultaneously immediate and also long-term, provided that such engagements remain socio-critically self-reflexive and seek to cultivate transformational responses.     

Ordering the alternatives of a strategic plan for Valencia (Spain)

In this article we present an evaluation of the initiatives involved in a Strategic Plan for Valencia City (Spain) by applying a method to assist Multi‐Criteria Decision‐Making. The complexity of the case lies in the size of the problem, 47 alternatives and 10 criteria, as well as the need to reach a consensus on the final result. The method followed, which has been named PRES Multi‐expert, can be generalized and applied to other complex cases. Thirteen experts have participated in the process, representing different political and social groups of the City, a group of analysts, formed by three lecturers from the Polytechnic University of Valencia, and a consultant, representing the City Hall of Valencia. The PRES algorithm was used to order the alternatives developed in 1992 by Gómez‐Senent at this University. In this article we highlight the advantages of applying the Multi‐Criteria Decision‐Making Aid techniques and the importance of following a procedure to select the criteria, pondering on them and evaluating the alternatives. This procedure ensures that the parties interested in or affected by the decision take part in deciding what measures to adopt. The Multi‐expert PRES method facilitates this participation and can be adapted to different types of problems. Copyright © 2001 John Wiley & Sons, Ltd.