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PurposeThis research sought to understand better how readily managers choose action to change the status quo. Specifically, in experimentally manipulated ambiguous situations, I examined the effect of managers' promotion and prevention focus on how much information they wish to review to help them choose.Design/methodology/approachI developed a novel experimental paradigm and applied it in a sample of 157 managers. Managers faced choosing action (change the status quo) versus non-action (keep the status quo), and I test under which circumstances they want to review more information that they believe will help them choose effectively.FindingsThe experiment showed evidence that (1) managers with a prevention focus want to review more information when they are trying to assure that they do not choose action erroneously; (2) managers with a promotion focus want to review more information when they are trying to assure that they do not choose non-action erroneously.Originality/valueThis research provides an original perspective on a managerial decision-making phenomenon. It goes beyond managers' choice preferences to examine a practically relevant outcome of the process of deliberating about taking action to change the status quo.

Purpose
The purpose of this paper is to examine whether the use of humor in one-shot online negotiations affects the chance that the target of the humor will accept the offer. This study/paper proposes two competing hypotheses in this specific context: humor could be perceived as impertinent and thus decrease offer acceptance, or it could be perceived as friendly and thus increase offer acceptance.


Design/methodology/approach
To test these hypotheses, this study/paper conducted an experimental scenario study among 589 participants in a negotiation about selling a wardrobe on an online marketplace. Participants took the perspective of the seller, and this study/paper compared a condition in which the buyer used a joke versus a condition in which the buyer did not use a joke.


Findings
The use of humor by a buyer significantly increased the chance of offer acceptance by the seller. Without humor, 62% of sellers accepted the buyer's offer. With humor, 82% of sellers accepted the offer. Further analysis suggests this is explained by the buyer being perceived as friendlier in the humor condition relative to the no humor condition. There were no effects on perceptions of buyer's impertinence.


Practical implications
The findings indicate that humor is beneficial for buyers in a one-shot online negotiation. On the flipside, this implies that sellers should be cautious about being manipulated into accepting inferior deals by buyers who use humor in one-shot online negotiations.


Originality/value
The significant increase in the number of transactions on online marketplaces (such as AliExpress or eBay) justifies having a fresh look at the role of humor in one-shot online negotiations that are at the core of such transactions. Research in this domain is relatively scarce. In particular, there is no study that specifically tests whether humor is beneficial or detrimental in one-shot online negotiations. This study/paper extends the existing literature to the area of one-shot online interactions characterized by psychological distance.

PurposeThis research sought to examine the potential association between workers' financial worry and counterproductive work behavior. Based on the basic psychological need theory, we propose that psychological need satisfaction explains this relationship and we position this volitional pathway as an alternative to a cognitive capacity pathway based on the cognitive load theory.Design/methodology/approachWe conducted a two-week interval-lagged survey study with three measurement points among 180 US workers. The mediation models were tested using structural equation modeling.FindingsThe results support the conclusion that, while cognitive capacity could have an impact on counterproductive work behavior, its mediating effect is less strong than that of need satisfaction.Practical implicationsBased on the results, we recommend that organizations design their compensation and benefits system to shield employees from financial worries. At the same time, we advise offering the employees who do experience financial worries assistance in managing their budgets and offering other forms of financial coaching.Originality/valueThis study is innovative because we show that the negative effects of financial worry extend much further than initially thought and affect not only employees' cognition but also their motivation.

PurposeResearchers have studied supervisors' proactive personality in its relationship with employees' attitudes. However, little attention has been given to how employees react to instances of supervisors' proactive behavior. Drawing from P-E fit theory, we propose that the relationship between supervisor weekly taking charge behavior (TCB, the quintessential proactive behavior) and employees' weekly job attitudes depends on employees' proactive personality.Design/methodology/approachUtilizing a diary study, we investigate how employees' proactive personality moderates the within-person relationship between supervisor TCB and employees' attitudes (measured as job satisfaction and affective commitment). We surveyed 39 employees ten times over ten weeks.FindingsMulti-level analyses partially supported our predictions on the differential effects of weekly supervisor TCB on employees' job attitudes. Supervisors' above-average TCB was significantly related to higher levels of employees' job satisfaction and marginally related to affective commitment for employees with high proactive personality, but not for those with low proactive personality. Supplemental analyses revealed that our results are unique to supervisor TCB and not to supervisor helping behavior.Originality/valueOur study is among the first to utilize a dynamic approach to understand the consequences of supervisors' proactive work behavior in the context of P-E fit research. Our findings will open several fruitful avenues for future research that continue to understand the powerful effects of supervisors' proactivity.