Suchergebnisse

Motivation and performance theories in organizational psychology tend to have a predominantly individualistic scope, relating characteristics of individual tasks to personal work outcomes of individuals (e.g., the Job Characteristics Model [JCM]). The present study goes beyond the realm of individual job characteristics by examining the effects of two interpersonal characteristics: task and outcome interdependence of team members. Subscales for the measurement of these social job dimensions were developed. The results support the hypothesis that, in addition to the JCM variables, the interdependence dimensions influence the employees' sense of responsibility and personal work outcomes. More specifically, the interdependence dimensions influence experienced responsibility for the others' work and thus account for a separate part of the variance in team members' personal work outcomes.

Research has shown that negotiators are more cooperative when they code their prospective outcomes as gains (gain frame) instead of as losses (loss frame). Supplementing this prior research that focused exclusively on the effects of negotiator's own frame on his or her own behavior, we argue that frames are communicated and that negotiators are influenced not only by their own frames, but by other's communicated frame as well. This proposition was tested using a 2 X3 design, manipulating the negotiator's own frame (gains/losses) and other's communicated frame (gains/losses/not given). As predicted, other's communicated gain frame reinforced the negotiator's gain frame but did not alter the negotiator's loss frame into a gain frame. Other's communicated loss frame, however, both reinforced the negotiator's own loss frame and altered the negotiator's gain into a loss frame. As a result, other's communicated gain frame, compared to other's communicated loss frame, induced lower demands and higher concessions when negotiators had a gain frame themselves. Loss framed negotiators, however, were not significantly influenced by other's communicated frame.