• De cognitieve benadering van het onderhandelingsproces

      Buelens, Marc; Van Poucke, Dirk (Economisch en Sociaal Tijdschrift, 2001)
    • Determinants of a negotiator's initial opening offer

      Buelens, Marc; Van Poucke, Dirk (Journal of Business and Psychology, 2004)
    • From crisis to enlivenment: An AOM president responds to EO13769

      Pirson, Michael; Adler, Paul; Barney, Jay; Bartunek, Jean; Patient, David; Phillips, Nelson; Pitelis, Christos (Journal of Management Inquiry, 2019)
      In assembly of short responses, noted scholars—including former presidents of the Academy of Management (AOM)—share their perspectives on the events related to AOM leadership following EO13769. The pieces are reflections on the micro-level aspects of leadership and the ethical and moral choices therein.
    • Global Compensation and Benefits Management: The Need for Communication and Coordination

      Baeten, Xavier (Compensation & Benefits Review, 2010)
      The author reports the results of a survey on global compensation management practices in multinational firms, most of them headquartered in continental Europe and the United Kingdom. The study focuses on whether decisions on different compensation and benefits issues in these firms are taken at a headquarters or at the regional, business unit or country/local level. In addition, the author provides more qualitative information on the degree to which the respondents are satisfied with the decision-making process as well as their concrete suggestions for improvement. Finally, the author deals with the question of whether centralization or decentralization is the preferable option.
    • Goede data geen garantie voor goede beslissingen

      De Baets, Shari (HR Magazine, 2012)
    • How to make a 29% increase look bigger: the unit effect in option comparisons

      Pandelaere, Mario; Briers, Barbara; Lembregts, Christophe (Journal of Consumer Research, 2011)
      Quantitative information can appear in different units (e.g., 7-year warranty = 84-month warranty). This article demonstrates that attribute differences appear larger on scales with a higher number of units; expressing quality information on such an expanded scale makes consumers switch to a higher-quality option. Testifying to its practical importance, expressing the energy content of snacks in kilojoules rather than kilocalories increases the choice of a healthy snack. The unit effect occurs because consumers focus on the number rather than the type of units in which information is expressed (numerosity effect). Therefore, reminding consumers of alternative units in which information can be expressed eliminates the unit effect. Finally, the unit effect moderates relative thinking: consumers are more sensitive to relative attribute differences when the attribute is expressed on expanded scales. The relation with anchoring and implications for temporal discounting and loyalty programs are discussed.
    • Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer

      Buelens, Marc; Van Poucke, Dirk (Journal of Economic Psychology, 2002)
      Despite a long tradition in negotiation research, it is still not known to what extent it is possible to predict the result of a specific negotiation. Negotiation literature has remained unclear on the question of which reference point is most important. A total of 384 experienced managers participated in 192 simulated seller-buyer negotiations. More than 57% of the variance in negotiation outcome can be explained by 2 reference points, namely buyer's and seller's intended initial offer. The notion of offer zone, which is the difference between aspiration price and initial offer, is introduced. Offer zone has a significant and consistent influence on the negotiated outcome. Results from 106 participants in a replication study with a different no deal structure confirm findings.
    • Strategic innovation decisions: what you foresee is not what you get

      Moenaert, Rudy; Robben, Hans; Antioco, M.; De Schamphelaere, Veroniek; Roks, E. (Journal of Product Innovation Management, 2010)
      The efficient management of nursing personnel is of critical importance in a hospital’s environment comprising a vast share of the hospital’s operational costs. The nurse scheduling process affects highly the nurses’ working conditions, which are strongly related to the provided quality of care. In this paper, we consider the rostering over a mid-term period that involves the construction of duty timetables for a set of heterogeneous nurses. In scheduling nursing personnel, the head nurse is typically confronted with various (conflicting) goals complying with different priority levels which represent the hospital’s policies and the nurses’ preferences. In constructing a nurse roster, nurses need to be assigned to shifts in order to maximize the quality of the constructed timetable satisfying the case-specific time related constraints imposed on the individual nurse schedules. Personnel rostering in healthcare institutions is a highly constrained and difficult problem to solve and is known to be NP-hard. In this paper, we present an exact branch-and-price algorithm for solving the nurse scheduling problem incorporating multiple objectives and discuss different branching and pruning strategies. Detailed computational results are presented comparing the proposed branching strategies and indicating the beneficial effect of various principles encouraging computational efficiency.
    • Tell me who, and I’ll tell you how fair: A model of agent bias in justice reasoning

      Cojuharenco, Irina; Marques, Tatiana; Patient, David (Group and Organization Management, 2017)
      A salient and underresearched aspect of un/fair treatment in organizations can be the source of justice, in terms of a specific justice agent. We propose a model of agent bias to describe how and when characteristics of the agent enacting justice are important to justice reasoning. The agent bias is defined as the effect on overall event justice perceptions of specific agent characteristics, over and above the effect via distributive, procedural, and interactional justice. For justice recipients to focus on agent characteristics rather than on the event being evaluated in terms of fairness is an unexplored bias in justice judgments. Agent warmth, competence, and past justice track record (entity justice) are identified as agent characteristics that influence justice judgments. Agent characteristics can influence overall event justice perceptions positively or negatively, depending on the ambiguity in terms of justice of the event and on its expectedness from a particular justice agent. Finally, we propose that agent bias is stronger when justice recipients use intuitive versus analytic information processing of event information. Our model of agent bias has important theoretical implications for theories of organizational justice and for other literatures, as well as important practical implications for organizations and managers.
    • The business model in the practice of strategic decision making: insights from a case study

      Hacklin, Fredrik; Wallnöfer, Maria (Management Decision, 2012)
    • The consumption of management ideas: a cognitive perspective

      Van Rossem, Annick; Buelens, Marc; Heusinkveld, Stefan (Management Decision, 2015)
      Purpose: Building on recent research that emphasizes the role of managers as central in the adoption and implementation of management ideas, the purpose of this paper is to explore the reasons why managers may vary in their responses toward these ideas.