Sürdürülebilir Kalkınma Amaçları

• 2

• MakaleYalnız künye2023Scopus SJRQ1/r/gumushane/10664
  Managers' dispositions toward formal contracts: A cross-country examination

  Stefanidis, Abraham; Banai, Moshe; Newburry, William; Fainshmidt, Stav; Richter, Ulf Henning; Schinzel, Ursula; Kong, Yin; Erkus, Ahmet; Shakirova, Svetlana; Ozbek, Mehmet Ferhat

  This study integrates institutional and dispositional theories to develop a multilevel model predicting that managers' endorsement of formal contracts increases with the quality of formal institutions. This effect is contingent upon managerial dispositions of ethical idealism and interpersonal trust, which provide a morally driven override of uncertainty and a substitute source of certainty in business practices, respectively. We test our arguments on hand-collected data from 3,652 manager-negotiators in 16 countries. We find that managers endorse formal contracts when they are embedded in contexts with high quality contract enforcement institutions, but this effect diminishes substantially among ethically idealistic managers. These results suggest that an understanding of managers' reliance on formal contracts requires multilevel theory informed by how managerial dispositions interact with the formal institutional context.

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  AtıfScopus5·WoS4·OpenAlex5

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• MakaleYalnız künye2014Scopus SJRQ1/r/gumushane/13108
  Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study

  Banai, Moshe; Stefanidis, Abraham; Shetach, Ana; Özbek, Mehmet Ferhat

  Current research has identified five discrete US negotiation tactics, a traditional one considered to be ethical, and four considered to be ethically questionable. Scholars have independently used culture to explain how the endorsement of these five negotiation tactics varies across nations. They have also independently used interpersonal trust and ethics propensity to explain antecedents of the endorsement of those five negotiation tactics. This research combines all those variables into one model that investigates the influence of horizontal and vertical individualism–collectivism, ethical idealism, and trust propensity on employees’ attitudes toward ethically questionable negotiation tactics in Israel and Kyrgyzstan. A survey questionnaire was translated from English to Hebrew and Kyrgyz, and 615 responses were collected from employees in various industries in the two countries. We empirically confirmed three types of questionable negotiation tactics discovered in previous one-nation studies, namely, pretending, deceiving, and lying. Vertical individualism was found to be positively, and horizontal collectivism was found to be negatively, related to pretending, deceiving, and lying. Ethical idealism was found to be negatively related to the endorsement of the lying tactics, while trust propensity was negatively related to the pretending tactics. Compared with Israel, employees’ endorsement of ethically questionable negotiation tactics was significantly higher in Kyrgyzstan. Contribution to theory and practice is discussed.

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  AtıfScopus21·WoS18·OpenAlex23

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