Leadership & Organizational Behavior

This paper studies an incomplete contracting model to compare the effectiveness of alternative transfer pricing mechanisms. Transfer pricing serves the dual purpose of guiding intracompany transfers and providing incentives for upfront investments at the divisional level. When transfer prices are determined through negotiation, divisional managers will have insufficient investment incentives due to "hold-up" problems. While cost-based transfer pricing can avoid such "hold-ups", it does suffer from distortions in intracompany transfers.

Contemporary management theories such as Just-in-Time and Total Quality Management emphasize variance reduction as a critical step in improving system performance. But little is said about how such efforts should be directed. Suppose a manager has only limited resources for variance reduction efforts. How should she allocate them among a set of competing activities? Which activity should receive highest priority?

Dual-process models share a subset of beliefs about the quest for knowledge, opinions, and understanding. Each section of this chapter explores a theme that is common to these models, and traces some of the historical roots of the assumptions made concerning human epistemology. Four themes are explored: the construction of knowledge; producing meaning and closure through removing doubt; preparing for action and experiencing control; and the notion of limited capacity and the least-effort principle.

Gillinson lectures to a class at London Business School. He describes the main challenges in running an orchestra, including developing artistic vision, recruitment, and issues of self-governance and leadership.

To understand why e-mail negotiations break down, we investigated two distinct elements of negotiators' relationships with each other: shared membership in a social group and mutual self-disclosure. In an experiment, some participants negotiated with a member of an outgroup (a student at a competitor university), whereas others negotiated with a member of an ingroup (a student at the same university). In addition, some negotiators exchanged personal information with their counterparts, whereas others did not.

We analyze forms of synergy between emic and etic approaches to research on culture and cognition. Drawing on the justice judgment literature, we describe dynamics through which the two approaches stimulate each other's progress. Moreover, we delineate ways in which integrative emic/etic frameworks overcome limitations of narrower frameworks in modeling culture and cognition. Finally, we identify advantages of integrative frameworks in guiding responses to the diverse justice sensitivities in international organizations.

This paper concerns the modeling of low inventory lines. Currently, most models assume that processing times are independent. We consider the differences in behavior of workers in low- and high-inventory production lines. Using a laboratory experiment we show that workers speed up whent hey are the cause of idle time on the line. This means that processing time distributions are not independent of the size of the buffer, of the processing speed of co-workers, or of the amount of inventory in the system.

It has been suggested that evaluations may be based on a "How-do-I-feel-about-it?" heuristic, which involves holding a representation of the target in mind and inspect feelings that this representation may elicit. Previous studies have shown that reliance on such feelings depends on whether they are believed to be representative of the target. This paper argues that it also depends on whether feelings toward the target are regarded as relevant.