In this article we advance a distinctly relational view of negotiation. We delineate the conditions through which relational self-construals (RSC) become accessible in negotiations and the conditions that inhibit their use, and we illustrate mechanisms through which RSC affects negotiation processes and outcomes. We introduce four relational dynamics—arelational trading, relational satisficing,...

The importance of managing the extended enterprise is a recurrent theme, and many consider supply chains to be the next frontier of opportunities to improve profitability and competitive advantage for organizations. Building on prior work that has identified the value creation capabilities of integrated digital platforms and relational conditions, the paper draws upon social capital theory to d...

this research, which is practical and descriptive-correlational in terms of purpose and data collection, respectively, evaluates the effect of intellectual capital on the process of technological entrepreneurship (pte). the research population includes the managers and experts working in the iranian research organization for science and technology, which are 375 individuals. using stratified sa...

in era of service economy, organizations' success depends significantly on providing quality services. therefore, organizations are in the idea of employing tools such as knowledge management to survive. human activities such as knowledge sharing among organizational members are the foundation of knowledge management in organizations. recent studies have shown that the relational psychological ...

social capital is a concept which has attracted the attention of scientists in various fields including management in recent years. the literature on social capital concept has several dimensions and indicators and their relation with many other variables has been studied. the important point is that although the dimensions and indicators can be analyzed separately, they are not isolated and th...

We also thank patients and providers in the nine hospitals that participated in data collection for the study reported here. In this paper we explore a causal mechanism through which high performance work systems affect performance outcomes. We propose a model in which a particular type of high performance work system – a relational work system – enhances organizational performance by creating ...

Article history: Received 6 June 2012 Received in revised form 18 March 2013 Accepted 21 June 2013 Available online 11 July 2013 Although the effects of corporate reputation on competitive advantage are well documented, the mechanisms that explain those effects remain unclear. We develop and test a theoretical model to investigate how relational capital mediates the impact of corporate reputati...

Social Network Service (SNS) has secured lots of users, and its scale and social influence are getting bigger and more powerful. At the same time, however, phenomena that cause social disruption also have increased with spreading false rumors on SNS and posting abusive comments. In order to resolve these negative phenomena, the research inquires into the citizenship behavior of SNS users and ex...

Based on an in-depth case study, this article studies a collaborative IT project (one IT service vendor and three clients) involving intensive knowledge integration activity. It explains how social capital (e.g. relational, cognitive, structural), absorptive capacity (e.g. exploratory, exploitative, transformative) interact with each other with the support of organizational culture (e.g. collec...