bluuebunny/crossref_metadata_2025_split huggingface dataset:
The four horsemen of power at the bargaining table
Authors: Galinsky Adam D. , Schaerer Michael , Magee Joe C. 
Published: March 2017

PurposeThis paper aims to identify and discuss four major sources of power in negotiations.FindingsThe four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents.Practical implicationsThe paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes.Originality/valueThe paper provides a parsimonious definition of power in negotiations, identifies the four major sources of negotiator powers and highlights two pathways by which power affects negotiation outcomes.
Goal-oriented balancing: happy–happy negotiations beyond win–win situations
Authors: Åge Lars-Johan , Eklinder-Frick Jens 
Published: March 2017

PurposeThis paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes.Design/methodology/approachTo produce a general and conceptual theory of negotiation, the grounded theory methodology is deployed.FindingsThe core process in this model is dubbed “goal-oriented balancing” and describes how he negotiator is continuously balancing opposing, and seemingly contrasting, forces in a situation specific and dynamic manner to reach agreements. Based on these findings, this study also suggests a concept to describe negotiations that is focused on collaboration and that is not an oxymoron as is the concept of “win–win”.Practical implicationsThis conceptual model can be used by managers and practitioners to navigate in a negotiation process.Originality/valueThis is the first grounded theory study in negotiation research and attempt to describe negotiation processes as dynamic events in which different dimensions are managed simultaneously.
Negotiating with work friends: examining gender differences in team negotiations
Authors: Herbst Uta , Dotan Hilla , Stöhr Sina 
Published: March 2017

PurposeThis study aims to investigate whether a team of females negotiates differently than a team of males, and whether (workplace) friendship moderates the relationship between single-gender team composition and negotiation outcomes.Design/methodology/approachThe authors used two laboratory studies and paired 216 MBA students into single-gender teams of friends and non-friends, and then engaged them in several dyadic multi-issue negotiations.FindingsThe results show that on average, male teams of non-friends reached significantly better outcomes than female teams of non-friends. However, and interestingly, female teams of friends perform equally to male teams of friends.Research limitations/implicationsThe authors contribute both to the negotiations and the workplace friendship literature because very little research has examined negotiation among friends at work and in particular team negotiations. In addition, the authors also contribute to the literature on gender differences in negotiations because existing research has rarely examined the differences between all-male and all-female teams and especially the relationship between same-sex teams and their effects on negotiation outcomes.Practical implicationsThis research has clear implications to managers with regard to team composition. Specifically, a winning all-female team should not be changed!Originality/valueThis is the first study to examine the relationship between workplace friendship, gender and negotiation outcomes.
All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package
Authors: Herbst Uta , Kemmerling Birte , Neale Margaret Ann 
Published: March 2017

PurposeWhile industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations.Design/methodology/approachThe authors conducted and analyzed negotiation simulations with 676 students from 2 public universities.FindingsThe authors’ results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer.Originality/valuePast research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.
Does intellectual capital allow improving innovation performance? A quantitative analysis in the SME context
Authors: Agostini Lara , Nosella Anna , Filippini Roberto 
Published: March 2017

PurposeThe purpose of this paper is to investigate the association between the strength of intellectual capital (IC) and small- and medium-sized enterprise (SME) innovation performance.Design/methodology/approachPrimary data of 150 SMEs belonging to manufacturing medium-high tech industries were collected through a survey. The methodology consists of a confirmatory factor analysis and a cluster analysis, complemented by at-test, to assess whether there is a significant difference in terms of innovation performance of SMEs characterized by a different strength of IC.FindingsOverall, the findings show that SMEs of the sample can be divided into two groups characterized by a different strength of IC, and those SMEs disclosing a higher strength of IC, in terms of human capital, innovation capital and relational capital, exhibit a significantly higher radical and incremental innovation performance.Practical implicationsThe present study provides SME entrepreneurs and managers with an empirical evidence that possessing strong IC in its three dimensions seems to help SMEs reinforce their ability to generate both radical and incremental innovation. This calls that SME entrepreneurs and managers need to identify and effectively manage IC in order to strengthen and effectively leverage their investments on IC.Originality/valueThis study is particularly relevant because, instead of focusing on single categories of IC as previous studies mainly do, it adopts an overarching perspective of the dimensions of IC and their impact on both radical and incremental innovation performance. Moreover, it focuses on the SME context which has been less investigated than large firms within the domain of IC.
Structured literature review about intellectual capital and innovation
Authors: Buenechea-Elberdin Marta 
Published: March 2017

PurposeThe purpose of this paper is to review and critique the literature dealing with the relationship between intellectual capital (IC) and innovation, and to outline the future of this research field.Design/methodology/approachStructured literature review (SLR).FindingsThe relationship between IC and innovation has been examined in great detail; however, much remains to be understood regarding the way of approaching and conceptualising both IC and innovation according to the current business environment. Moreover, academic literature on the IC-innovation relationship shows a disconnection between academia, and both business practice and policy-making, in this research domain.Research limitations/implicationsSince the study was developed by one person, the results could be influenced by her subjective interpretation. In addition, only journal articles published between 2006 and 2015 have been examined.Originality/valueThis paper contributes to IC literature by providing a unique SLR of the IC-innovation field of research. The paper points to pathways for future research in the IC-innovation domain.
Developing a change approach for the transition to a high performance organization
Authors: de Waal André , Heijtel Ivo 
Published: March 2017

Purpose
The purpose of this study is to help managers in their constant quest to create and implement new sources of competitive advantage and ways to achieve sustainable high performance to become a high performance organization (HPO) – defined as an organization that achieves financial and non-financial results that are exceedingly better than those of its peer group over a period of five years or more to by focusing in a disciplined way on issues of genuine importance to the organization. One way to become an HPO is by applying the HPO Framework, which has been validated in multiple countries and shown to indeed help organizations to improve their performance. However, a change approach for implementing the HPO Framework that is valid in different contexts has not been developed to date. Such an approach is important as change initiatives suffer from a high failure rate.

Design/methodology/approach
The goal of this research was to identify an appropriate change approach for implementing the HPO Framework. A theoretical framework for an HPO change initiative was constructed, which subsequently was tested at an organization undergoing a transformation to become an HPO.

Findings
The results show that the theoretical approach in practice was indeed useful at the case company. A continuous rate of change is needed to implement a corporate-wide change strategy that will enable the organization to constantly adapt to the demands of its business environment. The scale of the transformation differs for each HPO change initiative, depending on the results of the HPO diagnosis. Directly after the HPO diagnosis and at the beginning of the HPO transformation, a planned approach predominates; conversely, while maintaining the HPO, the emergent approach predominates.

Research limitations/implications
This study is relevant by enabling managers to learn the essentials of a change approach for creating an HPO in the present-day business environment. Based on these essentials, managers can start to develop a change approach that is appropriate for creating their own HPO.

Originality/value
The theoretical relevance of this paper is that, although much literature exists concerning approaches for organizational change initiatives, no change approaches specifically designed for creating an HPO can be found in the literature. This paper provides such an approach.
Performance analysis of agile manufacturing: a case study on an Indian auto component manufacturer
Authors: Potdar Pavan Kumar , Routroy Srikanta 
Published: March 2017

Purpose
The purpose of this paper is to develop a set of key performance indicators (KPIs) for agile manufacturing (AM) and to propose a methodology for its performance evaluation.

Design/methodology/approach
The proposed methodology was developed using fuzzy analytic hierarchy process (FAHP) and performance value analysis (PVA) to evaluate and analyze the AM performance. The FAHP is applied to determine the importance of KPIs, and PVA is used to evaluate AM performance.

Findings
The proposed methodology is applied to an Indian auto component manufacturer, and it is observed that there is an improvement of performance along the timeline.

Research limitations/implications
The proposed approach is generic in nature and can be applied to different agile business environments for performance evaluation.

Practical implications
This study provides insights into the AM performance evaluation. The managers can establish the impact of each significant area (SA) on AM and each KPI on its corresponding SA by capturing their manufacturing environments.

Originality/value
Although many issues related to AM have been widely researched, only a few studies have been carried out to quantify, analyze and evaluate the AM performance in the Indian manufacturing environment. The proposed model has the ability to capture the performance of AM along the KPIs to draw fruitful conclusions.
Examining the role of 5S practices as a facilitator of business excellence in manufacturing organizations
Authors: Randhawa Jugraj Singh , Ahuja Inderpreet Singh 
Published: March 2017

PurposeThe purpose of this study is to evaluate the role of 5S initiatives as a facilitator of accruing business excellence in the manufacturing organizations.Design/methodology/approachThe study involves empirical investigation of 92 manufacturing organizations to evaluate the contributions of 5S initiatives toward accruing business performance excellence in the respondent organizations. The study involves nine significant stimulants for 5S implementation and seven crucial performance parameters leading to realization of business excellence in manufacturing organizations.FindingsThe results clearly indicate close association between the significant nine stimulants for 5S implementation and seven crucial business excellence performance parameters. The study also establishes that 5S initiatives can significantly facilitate achievement of business excellence in the manufacturing organizations.Originality/valueThe study deploys various statistical and validation techniques to evaluate the contributions of effective 5S approach as a facilitator for accruing business excellence in manufacturing organizations.
Social eWOM: does it affect the brand attitude and purchase intention of brands?
Authors: Kudeshia Chetna , Kumar Amresh 
Published: March 2017

Purpose
The purpose of this paper is to examine how user-generated positive social electronic word-of-mouth (eWOM) via Facebook affects brand attitude and, consequently, influences purchase intention of smartphones. The spending patterns of consumers, particularly decision-makers, have been affected to a substantial degree by the strong presence of brands on the web. eWOM, one among the shape of net product reviews, exercises extensive influence not only on the consumers’ attitude towards the brand but also impacts their buying intentions.

Design/methodology/approach
A survey-based empirical study was conducted to examine the influence of social eWOM on brand attitude and purchase intention of consumers. Structural equation modeling (SEM) was applied using data collected from 311 respondents comprising users of Facebook.

Findings
The research established that user-generated positive eWOM on social networking site, Facebook significantly influences brand attitude and purchase intention of consumer electronics.

Research limitations/implications
The data set used for the study limits generalizing of results, as the data are not representative across industries or across all social media applications. The study provides a useful and interesting insight into the theory and practice of eWOM. It shows how social eWOM, an emerging communication tool, not only helps twenty-first century marketers in reaching customers, but how it also plays a vital role in affecting brand attitude and purchase intention of products.

Originality/value
This paper provides useful and valuable insights into the relationship between social eWOM, brand attitude and purchase intention of consumer electronics, an area that largely remains unexplored. The study can also be replicated for other products or services for future research.
Exploring the implications of the influence of organisational culture on work-life balance practices
Authors: Adisa Toyin Ajibade , Mordi Chima , Osabutey Ellis L.C. 
Published: March 2017

Purpose
Whilst significant evidence of western work-life balance (WLB) challenges exists, studies that explore Sub-Saharan Africa (SSA) are scarce. The purpose of this paper is to explore how organisational culture in Nigerian medical organisations influences doctors’ WLB and examine the implications of supportive and unsupportive cultures on doctors’ WLB.

Design/methodology/approach
The paper uses qualitative data gleaned from semi-structured interviews of 60 medical doctors across the six geo-political zones of Nigeria in order to elicit WLB challenges within the context of organisational culture.

Findings
The findings show that organisational culture strongly influences employees’ abilities to use WLB policies. Unsupportive culture resulting from a lack of support from managers, supervisors, and colleagues together with long working hours influenced by shift work patterns, a required physical presence in the workplace, and organisational time expectations exacerbate the challenges that Nigerian medical doctors face in coping with work demands and non-work-related responsibilities. The findings emphasise how ICT and institutions also influence WLB.

Originality/value
The paper addresses the underresearched SSA context of WLB and emphasises how human resource management policies and practices are influenced by the complex interaction of organisational, cultural, and institutional settings.
Simulating geophysical models through fractal algorithms
Authors: De Stefano Michele 
Published: March 2017

ABSTRACTI present an algorithm, borrowed from the computer graphics industry, that is able to efficiently and effectively simulate pseudo‐realistic topographies and three‐dimensional geophysical models. It has been widely exploited in the movie industry for generating artificial landscapes and for simulating the surface of planets. The geophysical applications are manifold: simulation for testing inversion algorithms, interpolation, and upscaling are only some of the possibilities.
Temperature‐mediated local adaptation alters the symbiotic function in arbuscular mycorrhiza
Authors: Yang Rong , Cai Xiaobu , Li Xiaolin , Christie Peter , Zhang Junling , Gai Jingping 
Published: March 2017

SummaryVariation in the symbiotic function of arbuscular mycorrhizal fungi (AM fungi) has been demonstrated among distinct biotic and abiotic interactions. However, there is little knowledge on how local temperature conditions influence the functional divergence of AM symbionts in alpine ecosystems. Here, we conduct a reciprocal inoculation experiment to explore the three‐way interactions among plants, AM fungal inoculum and temperature at sites of contrasting elevation. Evidence of local adaptation of plant growth was found only under low temperature conditions, with no consistent local versus foreign effect found in AM fungal performance. The origin of either the plant or the inoculum relative to the temperature was important in explaining symbiotic function. Specifically, when inoculum and temperature were sympatric but allopatric to the plant, poor adaptation by the plant to the novel environment was clearly found under both temperature conditions. Further analysis found that the symbiotic function was inversely related to fungal diversity under high temperature conditions. These results suggest that local adaptation represents a powerful factor in the establishment of novel combinations of plant, inoculum and temperature, and confirms the importance of taking into account both biotic and abiotic interactions in the prediction of the response of symbionts to global environmental change.
Intergenerational Educational Mobility in Hong Kong: Are Immigrants More Mobile than Natives?
Authors: Lam Kit‐Chun , Liu Pak‐Wai 
Published: March 2017

AbstractWe characterize intergenerational educational mobility by the percentage of children who have more schooling than their parents, and the change in the relative probability of the children attending university across their parents’ schooling levels. In Hong Kong, immigrant children are very upward mobile; their percentage of upward mobility has caught up with that of the children of the Hong Kong‐born parents. Hong Kong‐born children of immigrant parents are also more mobile than the children of Hong Kong born parents. Even though parental educational background remains important for university attendance, immigrant children experience higher mobility than Hong Kong‐born children in terms of access to university education.
Growth of probiotic bacteria and characteristics of fermented milk containing fruit matrices
Authors: Barat Abdullah , Ozcan Tulay 
Published: March 2017

In this study, probiotic fermented milk beverages with black mulberry (MFM), red grape (GFM) and cornelian cherry (CFM) were produced. The viable cell counts of Streptococcus thermophilus, Lactobacillus delbrueckii subsp. bulgaricus, Lactobacillus acidophilus and Bifidobacterium lactis were detected within the recommended biotherapeutic levels (>106 log cfu/mL) as a measure of the potential prebiotic effects of the components present in fruit‐based probiotic fermented milk. Variations in the pH, the syneresis and the colour values of the different milks were determined to be significantly different (P < 0.01). The value of the total antioxidant capacity in CFM samples was higher due to the high levels of ascorbic acid and total phenolic compounds. GFM samples had a more favourable taste than the other milks, despite similar overall sensory scores for all the fruit‐based fermented milks. We concluded the probiotic fermented milk drinks produced with black mulberry, red grape and cornelian cherry had high levels of probiotic bacteria and maintained their therapeutic activity during storage. Therefore, fermented milks incorporated with fruit matrices may be an alternative dairy product to deliver probiotic bacteria.
Who Is “Misleading” Whom in Real Estate Transactions?
Authors: Xie Jia 
Published: March 2017

AbstractThe observation that real estate agents sell their clients' homes cheaper and faster than their own homes has been well identified in the literature and interpreted as evidence of an agency problem originated from information asymmetry. This article studies whether this well‐known result holds true for all types of agents and clients, and whether information asymmetry is the full story. By using the Multiple Listing Service (MLS) data from Indiana, we find that, after controlling for observables, mainly homes owned by institutional clients are sold cheaper and faster than agent‐owned homes, and the differences are mainly driven by less and moderately experienced agents. Besides information asymmetry, we also find evidence of motivation heterogeneity—institutions themselves are very motivated to sell, and therefore are willing to sell cheaper in order to sell faster.
What Have We Learned About Earnings Management? Integrating Discontinuity Evidence
Authors: Burgstahler David , Chuk Elizabeth 
Published: March 2017

AbstractThe accounting literature includes numerous examples of discontinuities at prominent benchmarks that are widely interpreted as evidence that earnings are managed to meet those benchmarks. However, there are a few examples where discontinuities do not exist, which are sometimes interpreted as inconsistent with earnings management. Alternative explanations for discontinuities have also been suggested. This paper reviews, evaluates, and integrates the available evidence and concludes that the theory that earnings are managed to meet benchmarks provides the simplest and most complete explanation for the body of discontinuity‐related evidence.