What’s Race Got to Do with It? The Interactive Effect of Race and Gender on Negotiation Offers and Outcomes

2023 | Organization Science | Citations: 0

Authors: Leigh, Angelica; Desai, Sreedhari D.

Abstract: Research suggests that women negotiators tend to obtain worse outcomes than men; ... Expand

Abstract: Research suggests that women negotiators tend to obtain worse outcomes than men; however, we argue this finding does not apply to all women. Integrating research on social hierarchies, gender in negotiations, and intersectional stereotype content, we develop a theoretical framework that explains the interactive effect of race and gender on offers and outcomes received in distributive negotiations. With a focus on Black and White women and men negotiators, we predicted that stereotypes related to their race and gender lead Black women negotiators to receive more favorable negotiation offers and outcomes than White women and Black men negotiators and this effect is explained by ascriptions of dominance and prestige, respectively. Results of three experimental studies involving diverse samples—online panel participants, individuals selling items on Craigslist, and MBA students—support these predictions. More specifically, we find that Black women negotiators are perceived as more dominant than White women negotiators, and Black women negotiators are ascribed greater prestige than Black men negotiators. These ascriptions allow Black women negotiators to receive more favorable negotiation offers and outcomes compared with White women and Black men. These findings highlight the importance of jointly considering the influence of race and gender in negotiations. Funding: This research was supported in part by funding offered to Dr. Sreedhari D. Desai by the Collins Dawson Endowment and the Crist W. Blackwell Fund at the University of North Carolina at Chapel Hill. Supplemental Material: The online supplement is available at https://doi.org/10.1287/orsc.2022.1629. Collapse

Topics: electronic mail mobile phone mobile application social identity electronic market

Methods: regression analysis method theory development experiment mediation analysis structural equation modeling

Theories: role theory

How Embodiment in Virtual Hybrid Meetings Affects Collaboration Experience: An Explorative Investigation

2023 | International Conference on Information Systems | Citations: 0

Authors: Lennig, Leah; Tingelhoff, Fabian; Hammerschmidt, Maik; Schöbel, Sofia

Abstract: The metaverse offers promising opportunities to enhance the experiences in virt ... Expand

Abstract: The metaverse offers promising opportunities to enhance the experiences in virtual meetings. However, its limitations have led to the emergence of virtual hybrid meetings. This meeting format uses virtual conference rooms accessible via head-mounted displays (HMD) and 2D video interfaces. Given the limited research on virtual hybrid meetings, an exploratory approach is needed to determine key perspectives and dimensions. This short paper initiates a discussion on how hybrid meetings impact meeting experiences, focusing on employee collaboration. We also shed light on the role of user embodiment in shaping meeting experiences. Our early insights lay the groundwork for future investigations, which will explore how hybrid meetings can foster a sense of togetherness and boost well-being as well as group performance. Thereby, we support companies to implement metaverse meetings while addressing constraints such as cost and health concerns, ultimately enhancing meeting experience and productivity. Collapse

Topics: virtual reality social presence video conference societal evaluation criteria computer supported cooperative work

Methods: experiment laboratory experiment survey theoretical contribution qualitative interview

Theories: flow theory embodied social presence theory

Debunking Sustainability Excuses with Instrumentality and Expectancy Visualizations: A Physiological Perspective

2023 | International Conference on Information Systems | Citations: 0

Authors: Li, Zhiyin; Choi, Ben

Abstract: This study advances the IS literature by investigating the effects of visualiza ... Expand

Abstract: This study advances the IS literature by investigating the effects of visualization on promoting sustainability knowledge and pro-environmental behaviors. Specifically, drawing on the visualization literature, we explain how the key visualization features, expectancy illustration, and interactivity affect individuals' understanding of the impact of their behaviors on the environment, encouraging pro-environmental behaviors. Additionally, we draw on the pedagogy literature to explicate that the effects of visualization on learning outcomes and pro-environmental practices can be explained through individuals' psychological responses in their course of interpreting the visualization. Collectively, this study presents our endeavor in understanding the roles of visualization in ecological discourse by integrating the visualization literature and sustainability research. Moreover, by unboxing individuals' psychological processes in interpreting visualization, we offer a fresh perspective to understanding the promises and challenges of using visualization for knowledge acquisition. Collapse

Topics: task productivity knowledge acquisition data literacy

Methods: oculometry parametric test ANOVA simulation experiment

Theories: expectancy theory of motivation

Unlocking Sustainability with Visualizations: Driving the Driven through the Whys and Hows

2023 | International Conference on Information Systems | Citations: 0

Authors: Li, Zhiyin; Choi, Ben

Abstract: ... Expand

Abstract: Collapse

Topics: digital dashboard human computer interaction usability

Methods: simulation oculometry experiment longitudinal research parametric test

Theories: construal level theory

Beyond the First Offer: Decoding Negotiation Openings and Their Impact on Economic and Subjective Outcomes

2023 | Group Decision and Negotiation | Citations: 0

Authors: Lipp, Wolfram E.; Smolinski, Remigiusz; Kesting, Peter

Abstract: First offers play a significant role in negotiations as they anchor negotiators’ ... Expand

Abstract: First offers play a significant role in negotiations as they anchor negotiators’ perceptions and influence negotiation outcomes in favor of the first-offer proposer. However, negotiation is a joint decision-making process in which a first offer is typically succeeded by a counteroffer. The impact of a counteroffer has not yet been systematically researched. We propose that a counteroffer influences negotiation outcomes like a first offer. In addition, we conceptualize the “anchor zone” as the distance between the first offer and the counteroffer. We theorize that the anchor zone influences negotiation outcomes because it captures additional information compared to a single offer. To test our hypotheses, we conducted two studies: Study 1 was a vignette study (n = 190) in which participants reacted to a counteroffer that they received based on their first offer as part of a simulated negotiation. Study 2 was an online experiment (n = 212) in which participants negotiated by exchanging offers with no further communication. Our analysis suggests that the counteroffer is a significant predictor of economic outcomes. Thus, it works like a first offer, but with a lower impact. In addition, the anchor zone predicted how far the final agreement was from the first offer. Furthermore, we found that the third offer, the average concessions, and the number of offers mediated the effects of the counteroffer and anchor zone on economic outcomes. Finally, we discovered that a more aggressive counteroffer reduced the subjective value of both negotiators. Collapse

Topics: Apple iPhone decision making data quality

Methods: experiment statistical hypothesis test simulation statistical power analysis regression analysis method

Theories: behavioral economics

Medium Minimization Effect of Medium-type Reward in the Online Referral Reward Programs: A General Evaluability Perspective

2023 | International Conference on Information Systems | Citations: 0

Authors: Lu, Shouwang; Li, Meng Xiang; Wang, Kanliang

Abstract: Medium-type reward is a token that people receive as an immediate reward for th ... Expand

Abstract: Medium-type reward is a token that people receive as an immediate reward for their effort and can be traded for a desired outcome, and has been widely used in various promoting campaigns. However, our understanding of its impact remains limited. This research focuses on the effect of medium-type reward on individuals' referral intention in online reward referral programs. Based on general evaluability theory, we propose the medium minimization effect, i.e., individuals have higher referral intention when the numerical value of medium-type reward is small (vs. large) and that the effect will be attenuated when the reward strategy does not care whether referral is successful or the actual reward is uncertain. Results of three experimental studies support our hypotheses. Findings put forward new insights into the medium effect, as well as its potential mechanism, and individuals' referral behavior, and can help firms optimize the design of online reward referral program systems. Collapse

Topics: mobile application electronic commerce decision making

Methods: parametric test ANOVA experiment survey literature study

Product information and green consumption: An integrated perspective of regulatory focus, self-construal, and temporal distance

2023 | Information & Management | Citations: 0

Authors: Luan, Jing; Filieri, Raffaele; Xiao, Jie; Han, Qingqing; Zhu, Bing; Wang, Tao

Abstract: Understanding consumer information processing is fundamental. Previous studies i ... Expand

Abstract: Understanding consumer information processing is fundamental. Previous studies investigated the effect of message framing and self-construal in green consumption using self-reported measures and obtaining contrasting results. This study used the eye-tracking method across two studies to examine the effect of promotion- vs. prevention-framed messages on green consumption. Study 1 confirms that promotion (vs. prevention)-framed information attracts more attention from independent (vs. interdependent) individuals. Moreover, temporal distance strengthens this matching effect (Study 2). Overall, this study uncovers consumers’ processing of messages with different regulatory frames from a visual attention perspective and offers valuable insights about the three-way interaction to promote green consumption. Collapse

Topics: social media WeChat marketing management consumer behavior

Methods: oculometry experiment parametric test repeated measures ANOVA Student's t-test

Theories: self construal theory regulatory focus theory regulatory fit theory

Emotion-regulatory chatbots for enhancing consumer servicing: An interpersonal emotion management approach

2023 | Information & Management | Citations: 0

Authors: Luo, Bei; Lau, Raymond Y.K.; Li, Chunping

Abstract: To reduce service staff’s burden in customer servicing and improve the performan ... Expand

Abstract: To reduce service staff’s burden in customer servicing and improve the performance of automatic service re­ covery, we propose an emotion-regulatory chatbot for service recovery applications drawing on interpersonal emotion management (IEM) theory. In addition, we develop a model to examine the underlying mechanisms through which perceived IEM strategies influence consumers’ emotions and behavioral intentions. Our experi­ mental results verify the effectiveness of IEM strategies. We find that appraisals and consumers’ post-recovery emotions sequentially mediate the relationship between perceived emotion regulatory strategies and positive word-of-mouth (PWOM). Collapse

Topics: behavioral intention robotic electronic commerce customer service word of mouth

Methods: chatbot experiment experimental group structural equation modeling parametric test

Theories: control theory trust theory affect control theory

Can AI Chatbots with Anthropomorphic Attributes Enhance User Engagement in Emotional Support Settings? Investigating the Role of Conversational Styles and Avatar Type

2023 | Americas Conference on Information Systems | Citations: 0

Authors: Wang, Guoxin

Abstract: Although AI-based chatbots have become increasingly prevalent in various busine ... Expand

Abstract: Although AI-based chatbots have become increasingly prevalent in various business practices and show promise in providing emotional support, there is still limited understanding of the mechanism that underlies the relationship between the anthropomorphic attributes of AI-based relational chatbots and user engagement. To address this gap, we draw on the social judgment theory and propose that emotional judgment mediates the relationship between conversational styles of chatbots (agentic-style and communal-style) and user engagement. We also examine the potential boundary effect of two types of AI avatars (humanlike vs. cartoonlike) on this relationship. To test our hypotheses, we plan to conduct two studies, which will include online and lab experiments. We aim to extend existing theories involving social judgment theory and human reactivity to AI-based chatbots in emotional support settings and identify how different types of anthropomorphic attributes of AI-based relational chatbots may jointly impact user behaviors. Collapse

Topics: artificial intelligence robotic user behavior

Methods: chatbot experiment survey laboratory experiment statistical hypothesis test

Moving Consumers from Free to Fee in Platform-Based Markets: An Empirical Study of Multiplayer Online Battle Arena Games

2023 | Information Systems Research | Citations: 0

Authors: Wang, Le; Lowry, Paul Benjamin; Luo, Xin (Robert); Li, Han

Abstract: Companies in platform-based business markets have widely embraced freemium busin ... Expand

Abstract: Companies in platform-based business markets have widely embraced freemium business models where profit primarily depends on a minority of paying customers. However, the key challenge of these models is transitioning participants from free users to paying consumers. To encourage paid consumption, companies often rely on product differentiation such as providing consumers who pay for products or services with enhanced features. However, limited research has addressed how such product differentiation may convert consumers from “free” to “fee.” Our research examines the multiplayer online battle arena (MOBA) game as a compelling example of a freemium platform-based business model. We contribute to the freemium literature by introducing three new MOBA-specific differentiations—character competency, character variety, and character-appearance differentiation. We also extend consumption values theory into a dual-path model to unveil the underlying mechanisms through which product differentiation influences in-game purchase. We empirically validate our dual-path model using data from a two-wave longitudinal experiment and three cross-sectional experiments. Our findings support opposing mediating paths for product differentiation in character competency and variety and indicate that these two types of differentiation can indeed undermine perceived game fairness. Conversely, character-appearance differentiation exerts only a positive influence on players’ purchasing of in-game items. Consequently, the findings of this study have important potential implications for platform-based companies leveraging freemium business models that seek to increase their share of paying customers.History: Eric Zheng, Senior Editor; Robert Gregory, Associate Editor.Funding: This work was supported by the National Natural Science Foundation of China [Grants 71901172, 72171189, and 72132007], the China Postdoctoral Science Foundation [Grant 2020M673434], and the Social Science Foundation of Shaanxi Province [Grant 2021D002].Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1127. Collapse

Topics: product differentiation free to play game social identity business model electronic mail

Methods: experiment survey experimental group longitudinal experiment longitudinal research