Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation

Using meta-analysis, we find a consistent positive correlation between emotion recognition accuracy (ERA) and goal-oriented performance. However, this existing research relies primarily on subjective perceptions of performance. The current study tested the impact of ERA on objective performance in a mixed-motive buyer-seller negotiation exercise. Greater recognition of posed facial expressions predicted better objective outcomes for participants from Singapore playing the role of seller, both in terms of creating value and claiming a greater share for themselves. The present study is distinct from past research on the effects of individual differences on negotiation outcomes in that it uses a performance-based test rather than self-reported measure. These results add to evidence for the predictive validity of emotion recognition measures on practical outcomes.

Earnings Differentials of Seafarers

I investigate the earnings differentials among union and nonunion seafarers, across seafarer occupations, and with respective to other transport operatives. The empirical results suggest that the union and nonunion weekly earnings of captains/mates are comparable, and the union earnings gap for sailors/deckhands is positive. The union (nonunion) weekly earnings of captains/mates are 14.7 (30.5) percent greater than those of sailors/deckhands; the union weekly earnings of captains/mates (sailors/deckhands) are 12.6% greater (9.5% less) than those of truck drivers; and the nonunion weekly earnings of captains/mates (sailors/deckhands) are 33.0% greater (6.2% less) than those of truck drivers. The sailor/deckhand and truck driver earnings differentials are contrary to the general belief that the earnings of truck drivers are less than those of other operative occupations involved in transporting intermodal cargo.

Virtual Interpersonal Touch and Digital Chameleons

We studied the characteristics of hand touch with a mechanical device that approximated a handshake, and we then examined the effect of handshake mimicry on assessment of a partner. Two participants interacted with a force-feedback joystick that recorded each of their hand movements individually. The two participants then greeted one another by feeling the recording of the other person’s movements via the force-feedback device. For each dyad, one of the participants actually received his or her own virtual handshake back under the guise that it was the other person’s virtual handshake. Results demonstrated three significant findings. First, for any given participant, a metric that took into account position, angle, speed, and acceleration of the hand movements correlated highly within individuals across two handshakes. Second, across participants, these metrics demonstrated specific differences by gender. Finally, there was an interaction between gender and mimicry, such that male participants liked people who mimicked their handshakes more than female participants did. We discuss the implications of these findings and relate them to theories of social interaction.

Quasi-binomial zero-inflated regression model suitable for variables with bounded support

In recent years, a variety of regression models, including zero-inflated and hurdle versions, have been proposed to explain the case of a dependent variable with respect to exogenous covariates. Apart from the classical Poisson, negative binomial and generalised Poisson distributions, many proposals have appeared in the statistical literature, perhaps in response to the new possibilities offered by advanced software that now enables researchers to implement numerous special functions in a relatively simple way. However, we believe that a significant research gap remains, since very little attention has been paid to the quasi-binomial distribution, which was first proposed over fifty years ago. We believe this distribution might constitute a valid alternative to existing regression models, in situations in which the variable has bounded support. Therefore, in this paper we present a zero-inflated regression model based on the quasi-binomial distribution, taking into account the moments and maximum likelihood estimators, and perform a score test to compare the zero-inflated quasi-binomial distribution with the zero-inflated binomial distribution, and the zero-inflated model with the homogeneous model (the model in which covariates are not considered). This analysis is illustrated with two data sets that are well known in the statistical literature and which contain a large number of zeros.     

REENGINEERING CHANNEL REORDERING PROCESSES TO IMPROVE TOTAL SUPPLY-CHAIN PERFORMANCE

This paper discusses the relationship between business process reengineering and channel performance for firms implementing electronic data interchange (EDI) linkages within the U.S. grocery industry. Both quantitative and qualitative data sources are combined to test the hypothesis that channel transformation involving adoption of EDI and redesign of replenishment processes enables performance improvements more than an order of magnitude greater than implementation of EDI alone. This new process, enabled by EDI, provides retailers with 50- 100% higher inventory turns for products on continuous replenishment processes (CRP) relative to retailer performance using traditional ordering processes. Firms adopting EDI without using CRP to reengineer the ordering processes have failed to realize any statistically significant improvements in either inventory levels or warehouse stockouts. This research provides evidence to support the claims of process reengineering that are common in the popular business press, but for which statistically significant empirical evidence is minimal. The findings of the research also demonstrate the potential improvements that firms can realize through extending the business process reengineering concept to include the firms' entire supply chain.     

Reactive, anxious and possessive forms of jealousy and their relation to relationship quality among heterosexuals and homosexuals

The present study examined the relationship between relational quality and three different types of jealousy-reactive, anxious and possessive jealousy. The sample consisted of 76 gay men, 79 lesbians, 70 heterosexual women and 70 heterosexual men. Findings show that different types of jealousy affect relationship quality differently and do so differently for homosexuals and heterosexuals. Among heterosexuals and especially gay men--but not among lesbians--anxious jealousy was negatively related to relationship quality. In contrast, among heterosexuals--but not among gay men or lesbians--reactive jealousy was positively related to relationship quality. The present study shows that distinguishing between different types of jealousy is necessary to entangle the diverse effects of jealousy on the quality of homosexual and heterosexual relationships.     

Acknowledgement to editorial collaborators

Acknowledgments

Acknowledgement to editorial collaborators