IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v112y2010i1p1-10.html
   My bibliography  Save this article

How suspicion mitigates the effect of influence tactics

Author

Listed:
  • Oza, Shweta S.
  • Srivastava, Joydeep
  • Koukova, Nevena T.

Abstract

This research examines the role of suspicion in moderating the effect of psychological factors on satisfaction with bargaining outcomes. A suspicious mindset is induced by activating persuasion knowledge or the extent to which bargainers have knowledge about a psychological factor and recognize its potential persuasive influence. The results of four studies suggest that while time taken by an opponent to respond (Studies 1A and 1B), opponent providing a reference price that frames the outcome as a gain (Study 2), and opponent expressing unhappiness with an outcome (Study 3) increase satisfaction with bargaining outcome when bargainers' persuasion knowledge is not activated, these factors are rendered ineffective in increasing satisfaction when persuasion knowledge is activated. This research activates persuasion knowledge in three different ways (through priming, altering opponent's description, and providing an opportunity for gaming) and demonstrates that it is sufficient to induce a suspicious mindset that allows the associated defense mechanisms and coping strategies to guard against influence tactics.

Suggested Citation

  • Oza, Shweta S. & Srivastava, Joydeep & Koukova, Nevena T., 2010. "How suspicion mitigates the effect of influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 1-10, May.
    • Handle: RePEc:eee:jobhdp:v:112:y:2010:i:1:p:1-10
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(09)00107-1
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. White, Sally Blount & Valley, Kathleen L. & Bazerman, Max H. & Neale, Margaret A. & Peck, Sharon R., 1994. "Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(3), pages 430-447, March.
    2. Oliver, Richard L. & Balakrishnan, P. V. (Sundar) & Barry, Bruce, 1994. "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(2), pages 252-275, November.
    3. Kristensen, Henrik & Garling, Tommy, 1997. "The Effects of Anchor Points and Reference Points on Negotiation Process and Outcome," Organizational Behavior and Human Decision Processes, Elsevier, vol. 71(1), pages 85-94, July.
    4. Friestad, Marian & Wright, Peter, 1994. "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 1-31, June.
    5. Novemsky, Nathan & Schweitzer, Maurice E., 2004. "What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 186-197, November.
    6. Eduardo B. Andrade & Teck-Hua Ho, 2009. "Gaming Emotions in Social Interactions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(4), pages 539-552, December.
    7. Joydeep Srivastava & Shweta Oza, 2006. "Effect of Response Time on Perceptions of Bargaining Outcomes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(2), pages 266-272, July.
    8. White, Sally Blount & Neale, Margaret A., 1994. "The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(2), pages 303-317, February.
    9. Srivastava, Joydeep, 2001. "The Role of Inferences in Sequential Bargaining with One-Sided Incomplete Information: Some Experimental Evidence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(1), pages 166-187, May.
    10. Barry, Bruce & Oliver, Richard L., 1996. "Affect in Dyadic Negotiation: A Model and Propositions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(2), pages 127-143, August.
    11. Joydeep Srivastava & Dipankar Chakravarti & Amnon Rapoport, 2000. "Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay," Marketing Science, INFORMS, vol. 19(2), pages 163-184, October.
    12. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    13. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Grant, Adam M. & Hofmann, David A., 2011. "Outsourcing inspiration: The performance effects of ideological messages from leaders and beneficiaries," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 173-187.
    2. Aghazadeh, Sanaz & Hoang, Kris, 2020. "How does audit firm emphasis on client relationship quality influence auditors’ inferences about and responses to potential persuasion in client communications?," Accounting, Organizations and Society, Elsevier, vol. 87(C).
    3. Jodie Ferguson & Pam Ellen & Gabriela Piscopo, 2011. "Suspicion and Perceptions of Price Fairness in Times of Crisis," Journal of Business Ethics, Springer, vol. 98(2), pages 331-349, January.
    4. Tim Kollmer & Andreas Eckhardt & Victoria Reibenspiess, 2022. "Explaining consumer suspicion: insights of a vignette study on online product reviews," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(3), pages 1221-1238, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ashleigh Shelby Rosette & Shirli Kopelman & JeAnna Lanza Abbott, 2014. "Good Grief! Anxiety Sours the Economic Benefits of First Offers," Group Decision and Negotiation, Springer, vol. 23(3), pages 629-647, May.
    2. Colin F. Camerer & Gideon Nave & Alec Smith, 2019. "Dynamic Unstructured Bargaining with Private Information: Theory, Experiment, and Outcome Prediction via Machine Learning," Management Science, INFORMS, vol. 65(4), pages 1867-1890, April.
    3. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
    4. Valenzuela, Ana & Srivastava, Joydeep & Lee, Seonsu, 2005. "The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 72-88, January.
    5. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2004. "Do You a Favor? Social Implications of High Aspirations in Negotiation," Working Paper Series rwp04-033, Harvard University, John F. Kennedy School of Government.
    6. Patton, Charles & Balakrishnan, P.V. (Sundar), 2012. "Negotiating when outnumbered: Agenda strategies for bargaining with buying teams," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 280-291.
    7. Brady, Garrett L. & Inesi, M. Ena & Mussweiler, Thomas, 2021. "The power of lost alternatives in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 59-80.
    8. Ahmet Ozkardas & Agnieszka Rusinowska, 2013. "An application of wage bargaining to price negotiation with discount factors varying in time," Université Paris1 Panthéon-Sorbonne (Post-Print and Working Papers) halshs-00881151, HAL.
    9. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
    10. Kristensen, Henrik & Garling, Tommy, 1997. "Determinants of buyers' aspiration and reservation price," Journal of Economic Psychology, Elsevier, vol. 18(5), pages 487-503, September.
    11. Cardella, Eric & Seiler, Michael J., 2016. "The effect of listing price strategy on real estate negotiations: An experimental study," Journal of Economic Psychology, Elsevier, vol. 52(C), pages 71-90.
    12. Sascha Alavi & Johannes Habel & Marco Schwenke & Christian Schmitz, 2020. "Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 165-185, March.
    13. Copeland, Phyllis V. & Cuccia, Andrew D., 2002. "Multiple Determinants of Framing Referents in Tax Reporting and Compliance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(1), pages 499-526, May.
    14. Leonardelli, Geoffrey J. & Gu, Jun & McRuer, Geordie & Medvec, Victoria Husted & Galinsky, Adam D., 2019. "Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 152(C), pages 64-83.
    15. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
    16. Yossi Maaravi & Asya Pazy & Yoav Ganzach, 2014. "Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(6), pages 548-557, November.
    17. repec:cup:judgdm:v:9:y:2014:i:6:p:548-557 is not listed on IDEAS
    18. Novemsky, Nathan & Schweitzer, Maurice E., 2004. "What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 186-197, November.
    19. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    20. Arnold, Markus C. & Gillenkirch, Robert M., 2015. "Using negotiated budgets for planning and performance evaluation: An experimental study," Accounting, Organizations and Society, Elsevier, vol. 43(C), pages 1-16.
    21. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:112:y:2010:i:1:p:1-10. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.