Although the trust development literature has been characterized overwhelmingly by rationality-based models, current research attempts to explain how affect can influence this process. To better understand and why would development, 5 experiments were conducted examine effects of positive mood on people's tendencies distrust others. Consistent with theory, which argues that promotes schema reliance, relationship between was influenced presence cues indicated whether other party trustworthy...

Few interpersonal relationships endure without one party violating the other's expectations. Thus, ability to build trust and restore cooperation after a breach can be critical for preservation of positive relationships. Using an iterated prisoner's dilemma, this article presents two experiments that investigated effects timing breach—at start interaction, 5 trials, 10 or not at all. The findings indicate getting off on wrong foot has devastating long-term consequences. Although later...

A purported downside of social category diversity is decreased relationship focus (i.e., one’s on establishing a positive bond with coworker). However, we argue that this lack serves as central mechanism improves information processing even prior to interaction and, ultimately, decision-making performance in diverse settings. We introduce the construct premeeting elaboration extent which individuals consider their own and others’ perspectives anticipation an interaction) explore its link...

Abstract Violations of trust are an unfortunate but common occurrence in conflict and negotiation settings: negotiators make promises that they do not keep; parties behave unexpected ways, escalating tensions breaking past trust. What often follows these violations is some form account, specifically apology, effort to repair But apologies more effective than others? Two studies reported here examine the structural components apologies. Six apology were defined from previous research...

Sometimes group work conditions lead to motivation gains rather than social loafing. Two theoretical explanations for the Köhler gain effect are identified, one stressing comparison and a second indispensability of one's effort group. The results three new experiments reported. Experiment 1 suggested that both valid contribute effect. Prior studies there might be gender differences in relative importance these two explanatory processes. 2 confirmed this suggestion. In 3, difference was...

The potential for profitably distributing products to previously underserved "base-of-the-pyramid" (BOP) markets as a means of poverty alleviation has received growing interest within the management field. However, such business models often struggle with agency costs that arise between firm and local sales agents institutions infrastructure in BOP make traditional contractual monitoring mechanisms difficult expensive employ. We present results two complementary studies which were both...

There is a growing consensus that cooperative goal structures are more effective at motivating groups than competitive structures. However, such results based largely on studies conducted in highly-controlled settings where participants were provided with the necessary resources to accomplish their assigned task. In an attempt extend boundary conditions of current theoretical predictions, we undertook field experiment within base-of-the-pyramid setting resource scarcity extremely high....

The current paper examines how posting performance—an act that triggers increased social comparisons between workers—influences employees' motivation when working in groups. In the study, employee performance moderated relationship groupwork and motivation. When individual was publicly posted workplace, employees a group performed better than alone (i.e., laboring); however, not posted, worse loafing). findings shed light on can have positive implications for This accepted by Jesper...

This paper examines the role of status distance (i.e., magnitude differences between coworkers) in understanding interpersonal helping organizations. Results from an experiment and a field study show curvilinear relationship helping, with less help provided to those at relatively small large distances oneself, more offered moderate distances. Although prior work on has primarily considered ordinally rank ordering individuals), or terms direction whether someone is higher lower status),...

We examine whether observers hold biases that can negatively affect how racially diverse teams are evaluated, and ultimately treated, relative to homogeneous groups. In three experiments, which held the actual content of observed behavior constant across teams, were less willing allocate additional resources teams. Through applying both statistical mediation (Studies 1 2) moderation-of-process methods (Study 3), our findings supported expectation biased perceptions relationship conflict...

Counterproductive work behavior (CWB) is a topic of considerable importance for organizational scholars and practitioners. Yet, despite wide-ranging consensus that negative affect (NA) precursor to CWB, there surprisingly little as whether CWB enactment will subsequently lead lower or higher levels NA. That is, disagree has reparative (negative) generative (positive) effect on subsequent We submit both perspectives have validity, thus the question should not be associated with NA, but rather...

Abstract Research Summary Although entrepreneurship training programs are designed to help necessity entrepreneurs acquire skills and capabilities take entrepreneurial action, participants in these often fail do so. In partnership with a local government agency, we conducted randomized field experiment involving 165 rural Tanzania where addition providing technical‐skills training, approximately half of the also received “growth mindset” psychological training. Those who growth mindset...

In two experimental studies of two-party information sharing, we demonstrate that affective state plays a role in the knowledge-transfer process. Study 1 (N 108 MBA students) found has larger impact on those need knowledge (“receivers”) than possession (“senders”), with elated/happy receivers more likely angry/frustrated to absorb and act new information. 2 180 undergraduates) replicated this finding also demonstrated having senders same high-arousal as each other (affective congruence)...

Consistent with some of the central tenets Affective Events Theory, we argue in this study that viewing introduction a new pay system as an affective event can help to explain employee attitudes and behaviours. This examines impact employees' initial reactions reform on subsequent The data were collected across 2 years context where was implemented. We able match responses at beginning behavioural end turnover ( N = 267–495). Positive predicted higher levels voice and, through organizational...

To better understand how the social context affects self-regulation, we present 4 studies investigating perceived relative status of a goal audience influences commitment. As set, these use different samples and methods to examine this phenomenon across variety contexts, goals, audiences. Results are highly consistent, supportive our hypotheses, demonstrate that it matters whom goals made known. Specifically, is positively related commitment, downstream performance, via evaluation...