Organizational Behavior and Human Decision Processes最新文献

{"title":"The power and peril of first offers in negotiations: a conceptual, meta-analytic, and experimental synthesis","authors":"Hannes M. Petrowsky ,&nbsp;Lea Boecker ,&nbsp;Yannik A. Escher ,&nbsp;Marie-Lena Frech ,&nbsp;Malte Friese ,&nbsp;Adam D. Galinsky ,&nbsp;Brian Gunia ,&nbsp;Alice J. Lee ,&nbsp;Michael Schaerer ,&nbsp;Martin Schweinsberg ,&nbsp;Meikel Soliman ,&nbsp;Roderick Swaab ,&nbsp;Eve S. Troll ,&nbsp;Marcel Weber ,&nbsp;David D. Loschelder","doi":"10.1016/j.obhdp.2025.104448","DOIUrl":"10.1016/j.obhdp.2025.104448","url":null,"abstract":"<div><div>Is it advantageous to make the first offer and to do so ambitiously? Although initial studies suggested clear advantages across cultures and contexts, recent findings have challenged the robustness of this first-mover advantage. A preregistered meta-analysis of 374 effects from 90 studies (Study 1; <em>N</em> = 16,334) revealed three beneficial effects of making the first offer: (a) a general first-mover advantage (<em>g</em> = 0.42, <em>m</em> = 80), (b) a positive correlation between first-offer magnitude and agreement value (<em>r</em> = 0.62, <em>g</em> = 1.56, <em>m</em> = 53), and (c) an advantage of ambitious (vs. moderate) first offers on agreement value (<em>g</em> = 1.14, <em>m</em> = 187). The meta-analysis also identified two detrimental outcomes of ambitious first offers: (d) fewer deals (i.e., more impasses; <em>g</em> = −0.42, <em>m</em> = 13) and (e) worse subjective value experienced by recipients (<em>g</em> = −0.40, <em>m</em> = 41). Two preregistered experiments (Study 2a-2b; <em>N</em> = 2,121) replicated both the beneficial and detrimental meta-analytic effects and simultaneously tested multiple psychological mechanisms driving these effects. Across the experiments, selective accessibility drove the effect of first-offer magnitude on counteroffers, while anger drove the effects on impasses and subjective value. Across both the meta-analysis and the experiments, negotiation complexity moderated both the beneficial and detrimental effects of first offers; as the number and type of issues (i.e., complexity) increased, the effects of first offers became smaller, and the mechanisms changed. Overall, the current meta-analysis and experiments collectively illuminate the direction, size, psychological pathways, and boundaries of first-offer effects in negotiations.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"191 ","pages":"Article 104448"},"PeriodicalIF":3.8,"publicationDate":"2025-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145098996","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The idea endorser’s dilemma: How status dynamics disincentivize creative idea endorsement","authors":"Wayne Johnson ,&nbsp;Brian J. Lucas","doi":"10.1016/j.obhdp.2025.104439","DOIUrl":"10.1016/j.obhdp.2025.104439","url":null,"abstract":"<div><div>Employees’ creative ideas often require managerial endorsement to be implemented. It is therefore important to understand factors that impact managers’ willingness to endorse their employees’ creative ideas. We investigate the role of social status dynamics and test two main hypotheses. First, we find managers lose more status for endorsing an idea that fails than they gain for endorsing an idea that succeeds (asymmetric status change hypothesis). Second, we find managers’ status gain for endorsing an idea that succeeds is smaller than the idea generating employee’s status gain, producing a status distance loss (status distance hypothesis). We characterize these findings as the <em>idea endorser’s dilemma</em>. Study 1 tested these hypotheses and Studies 2A-B tested boundary conditions of perceiver role and idea creativity. Study 3 investigated an attribution search mechanism, finding that the status change patterns were attenuated by a prompt that drew attention to the manager’s contributions. Study 4 found that managers are intuitively aware of these status dynamics and anticipate not only no status loss for rejecting an idea, but also a status distance gain over the employee whose idea they rejected. We discuss implications for creativity research and for implementing creative ideas in organizations.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"190 ","pages":"Article 104439"},"PeriodicalIF":3.8,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144723347","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Not all workplace gossip is equal: A moral-emotions perspective on how gossip type shapes recipients’ reactions to gossipers","authors":"Rui Zhong ,&nbsp;Stephen H. Lee ,&nbsp;Yingxin Deng","doi":"10.1016/j.obhdp.2025.104440","DOIUrl":"10.1016/j.obhdp.2025.104440","url":null,"abstract":"<div><div>Existing research has presented mixed perspectives and evidence on how gossip recipients react to gossipers. Our work reconciles these discrepancies by proposing that the answer depends on the type of workplace gossip the recipient receives and the moral emotion each type generates. Building on <span><span>Lee and Barnes’ (2021)</span></span> typology—which distinguishes between two types of negative gossip (i.e., derogation-based and protection-based) and two types of positive gossip (i.e., endorsement-based and communion-based)—and drawing on moral emotion theory, we argue that the four types of workplace gossip lead recipients to exhibit divergent responses toward the gossiper by eliciting different moral emotions. Specifically, we hypothesize that derogation-based gossip leads to avoidant behavior through moral disgust, protection-based gossip leads to helping behavior through gratitude, endorsement-based gossip leads to endorsement emulation through moral elevation, and communion-based gossip leads to socializing behavior through companionate love. To test these hypotheses, we first developed measures following a pre-registered procedure to capture the receipt of the four types of workplace gossip with three separate samples of employees. We then conducted three pre-registered studies using complementary methods: a multi-wave survey study, a recall-based experiment, and a scenario-based experiment. The results fully supported our hypotheses. We conclude by discussing the theoretical and practical implications of our findings.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"190 ","pages":"Article 104440"},"PeriodicalIF":3.8,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144895479","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Reviewer’s PACT: A guide and commitment to high-quality reviewing","authors":"Michael D. Baer","doi":"10.1016/j.obhdp.2025.104450","DOIUrl":"10.1016/j.obhdp.2025.104450","url":null,"abstract":"","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"190 ","pages":"Article 104450"},"PeriodicalIF":3.8,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144932165","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"When less confident forecasts signal more expertise","authors":"Mauricio Palmeira,&nbsp;Timothy Heath","doi":"10.1016/j.obhdp.2025.104431","DOIUrl":"10.1016/j.obhdp.2025.104431","url":null,"abstract":"<div><div>The confidence heuristic indicates that people infer greater expertise from forecasters who express higher confidence. In the present research, we identify two key conditions under which this heuristic breaks down and even reverses. First, we find that cognitive reflection plays a moderating role: less reflective thinkers (as measured by the Cognitive Reflection Test; <span><span>Frederick 2005</span></span>) interpret high confidence as a sign of expertise, whereas more reflective thinkers tend to view it as a signal of incompetence—unless contextual cues suggest high situational certainty. We demonstrate this reversal in both evaluations of a single forecaster and choices between forecasters. Second, we show that when advisors make multiple predictions, variability in their expressed confidence serves as an additional cue to expertise. As a result, advisors can even appear more expert by lowering their average confidence while increasing the variability. We provide evidence for these effects across diverse domains, including financial advice, product performance, and sports outcomes.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"190 ","pages":"Article 104431"},"PeriodicalIF":3.4,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144633357","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The double-edged sword of endorsing external ideas: Juggling competitive advantage and organizational compatibility concerns","authors":"Rebekah SungEun Hong ,&nbsp;Vijaya Venkataramani ,&nbsp;Mengxi Yang","doi":"10.1016/j.obhdp.2025.104417","DOIUrl":"10.1016/j.obhdp.2025.104417","url":null,"abstract":"<div><div>In spurring employee innovation, organizations often encourage employees to seek creative ideas from external sources. However, research findings on managers’ receptivity to external ideas are mixed. While some work suggests that managers are favorable towards external ideas, other studies indicate that they often exhibit a “not-invented-here” syndrome, a negative attitude towards external ideas. Drawing from Dynamic Capabilities Theory and integrating it with the managerial creativity endorsement literature, we develop a dual-pathway model that argues that there are competing considerations managers face when evaluating external creative ideas. Using a field experiment as well as multiple lab studies, we show that managers consider both the risk of being outcompeted by other organizations if they do <em>not</em> adopt these ideas, as well as the risk of incompatibility with existing systems within their organization if they <em>do</em> implement them. While the former makes managers more receptive to external ideas, the latter risk makes them averse to implementing them. We further demonstrate managers’ perceptions of technological turbulence in the environment as a crucial boundary condition that amplifies the tension between these risks. We discuss the theoretical and practical implications of our findings.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"189 ","pages":"Article 104417"},"PeriodicalIF":3.4,"publicationDate":"2025-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144137887","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Opening up about money: The unexpected benefits of personal financial disclosure","authors":"Matt Meister,&nbsp;Joe J. Gladstone,&nbsp;Emily N. Garbinsky","doi":"10.1016/j.obhdp.2025.104430","DOIUrl":"10.1016/j.obhdp.2025.104430","url":null,"abstract":"<div><div>Financial anxiety is a pervasive societal problem affecting mental health, physical well-being, and performance at work. This research investigates whether disclosing personal financial information to others can alleviate this anxiety. Through a multi-method approach encompassing longitudinal experiments, large-scale surveys, and natural language processing of online discussions, we provide converging evidence that repeatedly talking about money can significantly reduce financial anxiety. Our findings highlight perceived financial control as a key mechanism driving this effect. Consistent with this process, financial anxiety declines most when people share more controllable aspects of their finances, such as budgeting and spending, and when they share online, where asynchronous editable disclosure increases feelings of control. These findings identify financial disclosure as a low-cost, scalable strategy for enhancing financial well-being.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"189 ","pages":"Article 104430"},"PeriodicalIF":3.4,"publicationDate":"2025-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144572490","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"When sellers care about caretakers: Seller attachment shapes who gets to the bargaining table","authors":"Alice J. Lee ,&nbsp;Daniel R. Ames","doi":"10.1016/j.obhdp.2025.104420","DOIUrl":"10.1016/j.obhdp.2025.104420","url":null,"abstract":"<div><div>Negotiation research has often emphasized the active bargaining phase (including offers, concessions, and settlements), paying less attention to the preceding processes that bring parties together. This paper investigates how sellers’ emotional attachment to their possessions influences the negotiation “sales funnel”—the process through which sellers engage and sort through the field of potential buyers to determine which ones “get to the table” and to whom they ultimately sell. We propose that sellers with higher attachment assign greater importance to a buyer’s caretaking attributes (e.g., intentions to care for and preserve the possession) and devote more time and effort to seeking out such buyers. Across four preregistered studies involving over 1,500 participants, we examined whether attachment led to such “caretaker effects” in real-world transactions and a controlled experiment. Study 1 surveyed recent sellers from online marketplaces, finding that those with higher attachment invested more effort in vetting buyers and weighing buyer caretaking attributes more heavily in their decisions. Studies 2 and 3 examined home sales, with surveys of recent home sellers and real estate agents replicating the caretaker effects in high-stakes transactions. Study 4 experimentally manipulated seller attachment in a novel simulated inbox paradigm, establishing a causal link between attachment and search/engagement behavior. Together, our findings go beyond the traditional emphasis of “how much” in negotiation research to focus instead on the “who,” demonstrating that seller attachment shapes the negotiation process by influencing how sellers search for, engage with, and select potential buyers.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"189 ","pages":"Article 104420"},"PeriodicalIF":3.4,"publicationDate":"2025-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144549317","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Triangulating decision-making via choices, eye fixations, and reaching trajectories","authors":"Geoffrey Fisher","doi":"10.1016/j.obhdp.2025.104421","DOIUrl":"10.1016/j.obhdp.2025.104421","url":null,"abstract":"<div><div>People often face choices that involve tradeoffs over time or under uncertainty. While these decisions have been widely studied, most research focuses on the final choice rather than the process leading to it. In this paper, we combine two process-tracing tools, eye-tracking and mouse cursor tracking, to observe how decisions unfold in real time. Across two incentive-compatible experiments, we find that both visual attention and mouse movements predict choice, and together they provide complementary, non-overlapping insights. These tools also reveal how seemingly minor factors, such as where information appears on a computer screen, can influence decisions. By capturing the dynamics of the decision-making process, this approach offers valuable implications for organizations aiming to better understand, predict, or shape behavior.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"189 ","pages":"Article 104421"},"PeriodicalIF":3.4,"publicationDate":"2025-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144307389","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Gender and social entrepreneurship fundraising: A mission drift perspective","authors":"Yanhua Bird ,&nbsp;Junchao (Jason) Li ,&nbsp;Yiying Zhu ,&nbsp;Zhenyu Liao","doi":"10.1016/j.obhdp.2025.104407","DOIUrl":"10.1016/j.obhdp.2025.104407","url":null,"abstract":"<div><div>An increasing number of entrepreneurs are pursuing social welfare goals using viable revenue-generating business models to sustain operations—a practice known as social entrepreneurship. In this research, we highlight that such a hybrid model of entrepreneurship raises funders’ concerns over mission drift (i.e., entrepreneurs prioritizing financial gain at the expense of social missions) and examine how these concerns create a unique gender disparity in social venture fundraising. Integrating the mission drift literature and social role theory, we posit that female entrepreneurs are better positioned to alleviate funders’ concerns over mission drift as they are perceived as having stronger prosocial motivation. As a result, they will garner more financial support for their early-stage hybrid social ventures relative to their male counterparts. We further propose that this female advantage may diminish when social entrepreneurs have nonprofit work experience that signals their commitment to social missions. Findings from archival field data of 262 social crowdfunding campaigns (Study 1) and two preregistered experiments (Studies 2 and 3) provide rigorous empirical evidence for the proposed gender effect on social entrepreneurial fundraising and its underlying mechanisms. However, the findings on the moderating effects of nonprofit work experience across studies remain inconclusive. This research sheds light on how the hybrid nature of social enterprises recalibrates evaluations and gender dynamics in fundraising, thereby providing a more nuanced understanding of gender and entrepreneurial financing.</div></div>","PeriodicalId":48442,"journal":{"name":"Organizational Behavior and Human Decision Processes","volume":"188 ","pages":"Article 104407"},"PeriodicalIF":3.4,"publicationDate":"2025-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143873280","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}