Long and short routes to success in electronically mediated negotiations: group affiliations and good vibrations

Article Abstract:

The success of using electronic mail in negotiations depends on mutual self-disclosure and shared membership in a social group. Results of an experiment involving 194 students enrolled in master of business administration at a business school show that shared group affiliation and mutual self-disclosure, both of which build rapport between negotiators, affect the process and outcomes of electronic mail-based negotiations. The major finding is that impasse occurs in a negotiation due to lack of common ingroup membership and a personalized exchange between negotiators. Social communication based on personal exchange, therefore, may be more important than face-to-face contact in building trust and rapport during negotiations.

Specialized Telecom Services, Organizational Methods NEC, Business Communications Mgmt, Internet services, Organizational change, Negotiation, Negotiations, Organizational behavior, Social groups, Organizational communication, Business communications services, Self-disclosure, Self disclosure

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Positive illusions and forecasting errors in mutual fund investment decisions

Article Abstract:

The portfolio allocation decisions of 80 business students in a computer-based investing simulation have been examined. The results showed a number bias as reflected in the participants' judgment and decisions. It was shown that most participants overestimated both the future and the past performance of their investments. The intertemporal consistency of their portfolio performance were also overestimated by the participants. In addition, the participants were likely to shift their portfolio allocation after a poor performance rather than after a good performance.

Portfolio management, Investments, Mutual funds

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Electronic performance appraisals: the effects of e-mail communication on peer ratings in actual and simulated environments

Article Abstract:

The impact of laterally based organizational structures and the communication technology on the performance evaluation of the employees of the organizations are studied. Performance appraisals through e-mail indicate reduced social obligation compared to traditional paper form methods.

Electronic Mail Services, Employee Evaluation, Influence, E-mail, Technology application, Employee performance appraisals, Performance appraisals, Organizational structure

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