How are effects of social motive affected by asymmetric power dispersion in a three-person negotiation, and does this effect differ between groups of friends and strangers? It was hypothesized that...Show moreHow are effects of social motive affected by asymmetric power dispersion in a three-person negotiation, and does this effect differ between groups of friends and strangers? It was hypothesized that pro-social groups would reach the highest joint outcomes with a leader operating under an unanimity decision rule, followed by groups with a dictator, followed groups without a boss. A pro-self group with a dictator was thought to reach the lowest joint outcomes, followed by one with a leader, followed one without a boss. It was furthermore hypothesized that the effects of a pro-self motive would be stronger in a group of strangers, and the effects of a pro-social motive were thought to be stronger in a group of friends. Results of the three-person Aloha Beach Club negotiation game supported only the hypotheses about the amplifying effect of power differences on social motive.Show less
In recent decades, there has been an increased scholarly interest in negotiation, both on distributive and integrative bargaining. The latter is characterized by the expansion of the resource pool...Show moreIn recent decades, there has been an increased scholarly interest in negotiation, both on distributive and integrative bargaining. The latter is characterized by the expansion of the resource pool or pie, in a way that both negotiators benefit from the outcome. The resource pool is only expanded when negotiators manage to create value by finding alternative solutions to issues that increase the joint gain of both parties. In this study, we used a two-person roleplay negotiation conducted face-to-face in an informal setting (N = 95) to explore the influence of alcohol and order of presented issues on joint gain. We find no systematic differences within the alcohol conditions and order conditions on joint gain. While some of the possible patterns we find are not conclusive yet, further research could yield interesting results.Show less
Group negotiations are an important aspect of social interactions and can be strongly influenced by familiarity, social motive and power differences between involved parties. A pro-social motive...Show moreGroup negotiations are an important aspect of social interactions and can be strongly influenced by familiarity, social motive and power differences between involved parties. A pro-social motive was associated with more concern for the needs of others. Powerful individuals in the asymmetric power conditions were expected to have more influence on the outcome. Friends were expected to have more integrative results compared with strangers. Additionally, groups that trusted each other were expected to reach higher joint outcomes by openly sharing information. The results of a three-person online negotiation exercise supported a crucial role of trust. Groups that trust each other reached higher joint outcomes for all experimental conditions. The integrative potential of the outcome was not influenced by the groups consisting of friends or strangers. Pro-social motive groups reached more integrative outcome for groups of friends and stranger alike. Furthermore, participants that were given more power had more influence on the outcome of the negotiation. Contradicting our expectations, strangers showed more concern for a fair and considerate negotiation process.Show less
This study examines the effect of brand morality and brand competence on explicit and implicit brand attitude and whether identification mediates this effect. The study has a two (morality: low x...Show moreThis study examines the effect of brand morality and brand competence on explicit and implicit brand attitude and whether identification mediates this effect. The study has a two (morality: low x high) by two (competence: low x high) factorial experimental between-subjects design. The experiment was conducted with the Qualtrics Domain of Leiden University. The results of four ANOVA’s showed that both brand morality and brand competence affect consumers’ explicit and implicit brand attitude, with a larger effect of brand morality. The first regression analysis showed that identification influences the effect of both brand morality and brand competence on explicit brand attitude, with a slightly larger effect of brand morality. The second regression analysis showed that identification influences the effect of brand competence on implicit brand attitude but does not influence the effect of brand morality on implicit brand attitude. Theoretical and practical implications, limitations, and suggestions for further research are discussed.Show less
