Cultural advice

The Australian National University acknowledges, celebrates and pays our respects to the Ngunnawal and Ngambri people of the Canberra region and to all First Nations Australians on whose traditional lands we meet and work, and whose cultures are among the oldest continuing cultures in human history.

Aboriginal and Torres Strait Islander peoples are advised that ANU Library collections may include images, names, voices, and other representations of deceased persons.

Material in the collection may contain terms, language or views that reflect the period in which the item was created and may be considered inappropriate today.

The effect of negotiators’ role, leadership tone and social value orientation on expected transfer prices: additional evidence

Simple item page
dc.contributor.authorChong, Vincent
dc.contributor.authorLoy, Chanel
dc.contributor.authorWang, Isabel. Z
dc.contributor.authorWoodliff, David
dc.date.accessioned2023-03-13T22:41:55Z
dc.date.issued2021
dc.date.updated2021-12-26T07:19:24Z
dc.description.abstractThis study examines the efect of negotiators’ role (sellers vs. buyers), leadership tone (supportive vs. non-supportive), and social value orientation (prosocials vs. proselfs) on expected transfer prices outcomes as expressed by negotiation managers. Using a 2×2 experiment, we fnd that prosocial managers’ expected transfer prices are closer to an equal-proft price compared with those of proself managers. We further fnd that the transfer price expectation gap between proself selling managers and buying managers under a non-supportive leadership tone is larger than it is under a supportive leadership tone, suggesting that the negative efect of prosel.en_AU
dc.description.sponsorshipWe gratefully acknowledge the research funding support from the UWA Business School, The University of Western Australia. We greatly appreciate Linda Chang, Mandy Cheng and Ken Trotman sharing their research instrument with us.en_AU
dc.format.mimetypeapplication/pdfen_AU
dc.identifier.issn2191-477Xen_AU
dc.identifier.urihttp://hdl.handle.net/1885/286999
dc.language.isoen_AUen_AU
dc.publisher© Springer Science+Business Media New Yorken_AU
dc.rights© 2021 The authorsen_AU
dc.sourceJournal of Management Controlen_AU
dc.subjectNegotiators’ role en_AU
dc.subjectLeadership tone en_AU
dc.subjectSocial value orientation en_AU
dc.subjectNegotiated transfer pricesen_AU
dc.titleThe effect of negotiators’ role, leadership tone and social value orientation on expected transfer prices: additional evidenceen_AU
dc.typeJournal articleen_AU
local.bibliographicCitation.lastpage332en_AU
local.bibliographicCitation.startpage299en_AU
local.contributor.affiliationChong, Vincent, University of Western Australiaen_AU
local.contributor.affiliationLoy, Chanel, Singapore Institute of Technologyen_AU
local.contributor.affiliationWang, Isabel, College of Business and Economics, ANUen_AU
local.contributor.affiliationWoodliff, David, University of Western Australiaen_AU
local.contributor.authoruidWang, Isabel, u2549311en_AU
local.description.embargo2099-12
local.description.notesImported from ARIESen_AU
local.identifier.absfor350105 - Management accountingen_AU
local.identifier.absseo280106 - Expanding knowledge in commerce, management, tourism and servicesen_AU
local.identifier.ariespublicationu4685273xPUB8en_AU
local.identifier.citationvolume32en_AU
local.identifier.doi10.1007/s00187-021-00321-8en_AU
local.publisher.urlhttps://link.springer.com/en_AU
local.type.statusPublished Versionen_AU

Downloads

Original bundle

Now showing 1 - 1 of 1
Thumbnail Image
Name:
s00187-021-00321-8.pdf
Size:
974.84 KB
Format:
Adobe Portable Document Format
Description:
Download

Collections

ANU Research Publications

DSpace software copyright © 2002-2026 LYRASIS