The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer-seller negotiations

Psychology and Marketing

Volumn 18, Issue 12, 2001, Pages 1241-1257

  Pullins, Ellen Bolman ^a  

^a UNIVERSITY OF TOLEDO   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0035540718     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/mar.1051     Document Type: Article

References (37)

1. Alonzo, V. (1998, July). Motivating matters: Cash isn't king. Sales and Marketing Magazine, pp. 26-28.
2. Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54, 42-58.
3. Ball, S. B., & Eckel, C. C. (1996). Buying status: Experimental evidence on status in negotiation. Psychology & Marketing, 13, 381-405.
4. Bazerman, M. H., Magliozzi, T., & Neale, M. A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294-313.
5. Bearden, W. O., Netemeyer, R. G., & Mobley, M. F. (1993). Handbook of marketing scales: Multi-item measures for marketing and consumer behavior research. Newbury Park, CA: Sage.
6. Beckett-Camarta, E. J., Camarata, M. R., & Barker, R. T. (1998). Integrating internal and external customer relationships through relationship management: A strategic response to a changing global environment. Journal of Business Research, 41, 71-82.
7. Blais, M. R., Sabourin, S., Boucher, C., & Vallerand, R. J. (1990). Toward a motivational model of couple happiness. Journal of Personality and Social Psychology, 59, 1021-1031.
8. Cadotte, E. R. & Keyt, J. C. (1980). Parasimulation: A research tool for marketing channels research. In R. P. Bagozzi et al. (Eds.), Marketing in the 80's: Changes and challenges 1980 Educators Conference proceedings (pp. 289-292). Chicago: American Marketing Association.
9. Carnevale, P. J. D., & Lawler, E. J. (1986). Time pressure and the development of integrative agreements in bilateral negotiations. Journal of Conflict Resolution, 30, 636-659.
10. Dant, R. (1985). An investigation of the relationships between issue-specific channel conflict and cooperation and overall channel conflict and cooperation. Unpublished doctoral dissertation, Virginia Polytechnic Institute, Blacksburg, VA.
11. Dant, R., & Young, J. A.(1989). Parasimulation and behavior channel research: A neglected methodology. AMA Conference Proceedings (pp. 187-193). Chicago, IL: AMA.
12. Deci, E. L. (1972). Effects of contingent and non-contingent rewards and controls on intrinsic motivation. Organizational Behavior and Human Decision Processes, 8, 217-229.
13. Deci, E. L. (1980). The psychology of self-determination. Lexington, MA: Heath.
14. Deci, E. L., & Ryan, R. A. (1985). The general causality orientations scale: Self-determination in personality. Journal of Research in Personality, 19, 109-134.
15. Deci, E. L., & Ryan, R. A. (1987). The support of autonomy and the control of behavior. Journal of Personality and Social Psychology, 53, 1024-1037.
16. Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51, 11-27.
17. Harnett, D. L. & Cummings, L. L. (1980). Bargaining behavior: An initial study. Houston: Dame Publications.
18. Hodgins, H. S., Koestner, R., & Duncan, N. (1996). On the compatibility of autonomy and relatedness. Personality and Social Psychology Bulletin, 22, 227-237.
19. Ingram, T. N., & Bellenger, P.H. (1983). Personal and organizational variables: Their relative effect on reward valences of industrial salespeople. Journal of Marketing Research, 20, 198-205.
20. Ingram, T. N., Lee, K. S., & Skinner, S. J. (1989). An empirical assessment of salesperson motivation, commitment, and job outcomes. Journal of Personal Selling and Sales Management, 9, 25-33.
21. Jackson, B. B. (1985, November/December). Build customer relationships that last. Harvard Business Review, pp. 120-128.
22. Kim, K., & Frazier, G. L. (1997). Measurement of distributor commitment in industrial channels of distribution. Journal of Business Research, 40, 139-154.
23. Koestner, R., Bernieri, F., & Zuckerman, M. (1992). Self-regulation and consistency between attitudes, traits and behaviors. Personality and Social Psychology Bulletin, 18, 52-59.
24. Lee, D. H. (1998). The moderating effect of salesperson reward orientation on the relative effectiveness of alternative compensation plans. Journal of Business Research, 43, 65-77.
25. Marchetti, M. (1996, July). IBM replaced its outdated compensation plan with a worldwide framework: Is it paying? Sales and Marketing Magazine, pp. 65-69.
26. Maxwell, S., Nye, P., & Maxwell N. (1990). Less pain, some gain: The effects of priming fairness. Psychology & Marketing, 16, 545-562.
27. McAlister, L., Bazerman, M. H., & Fader, P. (1986). Power and goal setting in channel negotiations. Journal of Marketing Research, 23, 228-236.
28. Neale, M. A. & Northcraft, G. B. (1991). Behavioral negotiation theory: A framework for conceptualizing dyadic bargaining. Research in Organizational Behavior, 13, 147-190.
29. Peterson, R. A. & Sauber, M. (1983). A mood scale for survey research. P. Murphy et al. (Eds.), American Marketing Association Educators Proceedings (pp. 409-414). Chicago: American Marketing Association.
30. Pritchard, R. D., Campbell, K. M., & Campbell, D. J. (1977). Effects of extrinsic financial rewards on intrinsic motivation. Journal of Applied Psychology, 62, 9-15.
31. Pullins, E. B. (2001). An exploratory investigation of the relationship of sales force compensation and intrinsic motivation. Industrial Marketing Management, 30, 403-413.
32. Rasmusson, E. (1997, May). Is greed good? Sales and Marketing Magazine, p. 111.
33. Ryan, R.M., Mims, V., & Koestner, R. (1983). Relation of reward contingency and interpersonal context to intrinsic motivation: A review and test using cognitive evaluation theory. Journal of Personality and Social Psychology, 45, 736-750.
34. Strahle, W., & Spiro, R. L. (1986). Linking market share strategies to sales force objectives, activities and compensation policies. Journal of Personal Selling and Sales Management, 6, 11-17.
35. Thompson, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin, 108, 515-532.
36. Triplett, T. (2000). Balancing compensation and motivation. Metal Center News, 40, 34-38.
37. Weitz, B. A., Sujan, H., & Sujan, M. (1986). Knowledge, motivation and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing, 50, 174-191.