Journal of Managerial Issues; JMI

The Role of Agent Negotiation Behaviors in Buyer-Supplier Relationships

In the buyer-supplier relationship literature, firm-level factors such as dependence and relational norms are often linked to opportunism and relationship continuance. The role of the decision-making agent in such relationships is usually ignored. In this study, we investigate the role of agent negotiation characteristics in buyer-supplier relationships. Through an experimental research approach, we find that after controlling for two major firm-level factors, dependence and relational norms,...

The Moderating Effect of Communication Network Centrality On Motive to Perform Interpersonal Citizenship

This study integrated social network analysis (SNA) techniques with psychological measures to examine the interactive relationships of social network centrality and individual motive on the performance of interpersonal citizenship behavior (ICB) . Hypotheses were tested among a sample of 141 employees of a manufacturing and sales firm. Consistent with a social exchange perspective, positive pro-social and organizational concern motives were not moderated by an employee's centrality in organiz...

Egoism and Commitment: A Multidimensional Approach to Understanding Sustained Volunteering*

Agencies that depend on volunteers for delivery of services often find attracting and retaining those volunteers to be particularly challenging. The volunteer research shows that successful recruiting and retention programs are based, in part, on: (1) understanding why people volunteer and (2) developing volunteer commitment to their agency. A common theme in the volunteerism literature is whether or not individuals' predispositions to altruism and egoism can predict their decisions regarding...

Extending the Group Engagement Model: An Examination of the Interactive Effects of Prestige, Respect, and Employee Role Identity

Using an extended view of social identity theory, the group engagement model (Tyler and Blader, 2003) suggests individuals not only evaluate the status of their organization (i.e., prestige), but also their own status within the organization (i.e., respect) . We present the results of a research report that tests the hypothesis that the relationship between the two status variables and organizational identification depends upon individual differences in role identity (i.e., cosmopolitan/local...

Adapting Human and Social Capital to Impact Performance: Some Empirical Findings From the U.S. Personal Banking Sector*

Building on a dynamic resource-based perspective, this article explores how firms alter their human and social capital in a changing environment. Using a business-level of analysis, a sample of 135 personal banking units is examined to assess the impact of these changes (or lack thereof) on the units' performance. Our results indicate that changing only human or social capital while ignoring the other yields mixed per- formance results. However, simultaneously improving both human and social ...

Successful Project Sponsor Behaviors During Project Initiation: An Empirical Investigation

While there are likely specific tasks carried out by a project sponsor that are associated with the successful completion of a project, very little research exists that attempts to identify and/or validate such tasks. The current study examines empirically behaviors associated with the role of a project sponsor during the initiating stage of a project. In addition to identifying and validating these behaviors, we also test their effects on established project outcomes. Results provide an impo...

Using a Repeated-Measures Approach to Validating Personality Tests in Small Samples: A Feasibility Study with Implications for Small Businesses*

Small businesses are limited in their ability to validate selection tests using criterion-related validation, given the small sample sizes available and consequent reduction in statistical power. Such businesses often rely on synthetic validation, validity generalization, or content validity strategies. This study examined the feasibility of increasing statistical power for criterion-related validation in small sample sizes by using a repeated-measures design to increase test reliability, and...