Showing papers by "Jerald Greenberg published in 2003"

TL;DR: In this paper, the authors examine the reactions of both higher and lower status parties (e.g., their desire for future interaction) to their encounters with one another, in conjunction with the outcome favorability associated with the encounter and the other's procedural fairness.

TL;DR: In this paper, the authors collected from salespersons working originally under a salary-only pay system and subsequently under a pay-plus-commission pay system, and found that organizational fairness was enhanced by the use of a formal pay-for-performance system.