-
作者：Goldstein, Noah J.; Griskevicius, Vladas; Cialdini, Robert B.
作者单位：University of California System; University of California Los Angeles; University of Minnesota System; University of Minnesota Twin Cities; Arizona State University; Arizona State University-Tempe
摘要：We explored a novel reciprocity-based influence strategy to stimulate cooperation called the reciprocity-by-proxy strategy. Unlike in traditional reciprocity, in which benefactors provide direct benefits to target individuals to elicit reciprocity, the reciprocity-by-proxy strategy elicits in the target a sense of indebtedness to benefactors by providing benefits to a valued third party on behalf of the target (e. g., first making a donation to a charity on behalf of one's employees and then l...
-
作者：Briscoe, Forrest; Tsai, Wenpin
作者单位：Pennsylvania Commonwealth System of Higher Education (PCSHE); Pennsylvania State University; Pennsylvania State University - University Park
摘要：This paper examines how organizational members overcome relational inertia and contribute to integration and value creation following an acquisition, through an analysis of a large law firm's acquisition of two smaller firms. When merging law firm partners share clients with one another, both within and across the boundaries of the formerly separate firms, they create new relationships that connect the organizational units together. We examine both the antecedents and consequences of post-acqu...
-
作者：Michel, Alexandra
作者单位：University of Southern California
摘要：A nine-year ethnography is used to show how two investment banks' controls, including socialization, targeted bankers' bodies, how the bankers' relations to their bodies evolved, and what the organizational consequences were. The banks' espoused and therefore visible values emphasized autonomy and work-life balance; their less visible embodied controls caused habitual overwork that bankers experienced as self-chosen. This paradoxical control caused conflict between bankers and their bodies, wh...
