Showing papers by "Zhenzhong Ma published in 2005"
TL;DR: The authors used a culturally balanced personality scale SAPPS to explore the impact of personality on negotiation within a collectivist context, and found that assertive negotiators are more likely to behave competitively, which leads to better economic outcomes, and open-minded negotiators use an integrative approach, leading to higher satisfaction.
Abstract: Researchers believe that personality affects both the negotiation process and outcomes, but have yet to provide reliable evidence. Using a culturally balanced personality scale SAPPS, we explore the impact of personality on negotiation within a collectivist context–China. Hypothesized relationships based on a buyer/seller model are supported that assertive negotiators are more likely to behave competitively, which leads to better economic outcomes, and open-minded negotiators are more likely to use an integrative approach, which leads to higher satisfaction. This result, similar to those obtained in North America, suggests a universal model of negotiation might exist. Our study also indicates, however, that personality only accounts for a small portion of variance in negotiation behaviors. More research from other perspectives is needed for further exploration.
58 citations
TL;DR: In this article, the authors examined the relationship of individual differences in personality to one's preferences for conflict handling, and further to bargaining behaviors in a negotiation setting, and found that extraversion is positively related to confrontational conflict styles and negatively to non-confrontational styles.
Abstract: The present study examines the relationship of individual differences in personality to one's preferences for conflict handling, and further to bargaining behaviors in a negotiation setting. The investigation offers a conceptual foundation for exploring the relationship between the Big Five personality factors, conflict styles, and behavioral patterns in business negotiation, then using student sample in a simulated business negotiation to empirically test the hypothesized relationships. Results show that extraversion is positively related to confrontational conflict styles and negatively to non-confrontational styles, while agreeableness is positively related to non-confrontational styles but negatively to confrontational styles. Further, neuroticism is found to negatively influence compromising style. Moreover, competing, collaborating, and avoiding are three styles that predict bargaining behaviors and further to negotiation outcomes. Implications are also discussed, which concludes this paper.
23 citations
TL;DR: A generic bibliometric model is proposed through which the most important documents and the most influential scholars are identified and presented as a solid foundation for a knowledge network in the electronic commerce area.
Abstract: To examine the development path of electronic commerce research, this study proposes a generic bibliometric model through which the most important documents and the most influential scholars are identified and presented as a solid foundation for a knowledge network in the electronic commerce area. Such a model helps identify the invisible knowledge network that traces the evolution of electronic commerce research, and provides a valuable tool for researchers to access the literature in this area. Furthermore, this model can be extended to explore the research path of other emerging fields, which is important for future interdisciplinary studies.
11 citations