http://hdl.handle.net/2330/14 Search the Channel search http://bora.nhh.no:8080/simple-search http://hdl.handle.net/2330/1552 Title: Negotiations in small groups : effects of goal orientation on outcome : <br/> <br/>Authors: Schei, Vidar Sat, 28 Apr 2001 22:58:59 GMT http://hdl.handle.net/2330/1551 Title: Thinking deep and feeling good : cognitive motivation and positive affect <br/> <br/>Authors: Schei, Vidar; Rognes, Jørn K.; Mykland, Solfrid <br/> <br/>Abstract: This article examines how individual differences in cognitive motivation and positive affect influence the outcome in integrative dyadic negotiations. The cognitive motivation and positive affect of 64 participants were measured prior to a simulated negotiation. At the individual level, high cognitive motivation strongly improved the outcome for the sellers, but not for the buyers. When cognitive motivation was low, positive affect enhanced the quality of the outcome for the sellers. The dyadic outcome was positively affected by both the individual difference variables. Cognitive motivation was more important than positive affect, and characteristics of the sellers were more important than those of the buyers. Tue, 29 Oct 2002 22:58:59 GMT http://hdl.handle.net/2330/1550 Title: The strategic management and transaction cost nexus : past debates, <br/> <br/>Authors: Foss, Nicolai J. <br/> <br/>Abstract: The role of transaction cost economics (broadly conceived) in developing research in strategic management has been a hotly debated topic over the last decade. This methodological essay develops the argument that transaction cost insights are more than merely useful complements to existing approaches to strategic management. Rather, they are necessary for adequately understanding the nature of strategizing, because transaction costs are essential aspects of processes of creating, capturing and protecting value. If transaction costs are zero, these processes do not pose any strategic problems. However, when transaction costs are positive, opportunities for value creation through the reduction of inefficiencies caused by transaction costs exist, and protecting and appropriating value are costly activities that dissipate value. The use in strategic management of models in which the fullest possible account of transaction costs is taken is contrasted with more constraining models, in particular the patched-up competitive equilibrium models that are now used as the benchmark models in some important parts of strategic management research, most notably in the core models of the resource-based view. Tue, 29 Oct 2002 22:58:59 GMT http://hdl.handle.net/2330/1549 Title: "Inter-organizational relationships and dissolution : a multi-level view" <br/> <br/>Authors: Pettersen, Inger Beate <br/> <br/>Abstract: In this study we propose that relationship specific investments reduce the likelihood of relationship dissolution. These types of investments increase switching costs and thereby create barriers towards exiting. Additionally, high levels of relationship specific investments enhance partners’ ability and willingness to resort to voice when defections and conflicts arise, and hence postpone exit. Moreover, partner specific investments may emerge as a consequence of individual- or organizational level ties. Furthermore, we argue that organizational dimensions, such as centralization, formalization, size and levels of inclusiveness and inter-organizational dimensions, such as history moderate the effect of interpersonal and inter-organizational ties upon relationship dissolution. Thu, 28 Nov 2002 22:58:59 GMT