The effect of negotiators’ role, leadership tone, and social value orientation on expected transfer prices: additional evidence

Vincent K. Chong (), Chanel Y. Loy, Isabel Z. Wang and David R. Woodliff
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Vincent K. Chong: The University of Western Australia
Chanel Y. Loy: The University of Western Australia
Isabel Z. Wang: The Australian National University
David R. Woodliff: The University of Western Australia

Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, 2021, vol. 32, issue 3, No 2, 299-332

Abstract: Abstract This study examines the effect of negotiators’ role (sellers vs. buyers), leadership tone (supportive vs. non-supportive), and social value orientation (prosocials vs. proselfs) on expected transfer prices outcomes as expressed by negotiation managers. Using a 2 × 2 experiment, we find that prosocial managers’ expected transfer prices are closer to an equal-profit price compared with those of proself managers. We further find that the transfer price expectation gap between proself selling managers and buying managers under a non-supportive leadership tone is larger than it is under a supportive leadership tone, suggesting that the negative effect of prosel.

Keywords: Negotiators’ role; Leadership tone; Social value orientation; And negotiated transfer prices (search for similar items in EconPapers)
JEL-codes: M10 M40 M41 (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (1)

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DOI: 10.1007/s00187-021-00321-8

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