TY - JOUR
T1 - Small talk, big impact – The influence of casual collegial advice on purchasing negotiations
AU - Lu, Jiachun
AU - Kaufmann, Lutz
AU - Carter, Craig R.
N1 - Publisher Copyright:
© 2019 Elsevier Ltd
Copyright:
Copyright 2019 Elsevier B.V., All rights reserved.
PY - 2019/12
Y1 - 2019/12
N2 - The concept of behavioral supply management has attracted substantial research attention since its introduction about a decade ago. Nevertheless, it is still in a developmental stage, and the supply management field represents a unique and fertile ground for more behavioral research. In this paper, we demonstrate the uncharted potential of behavioral supply management with a special focus on casual advice-giving, which is broadly present in everyday organizational interactions. The study differentiates among three collegial advice types for buyers – to be honest, bluff, or lie – and investigates its influence on subsequent buyer–supplier negotiations. Scenario-based experiments show that advisees are prone to heed advice to be honest and to bluff, but not heed advice to lie in supplier negotiations. Further, we found that, regardless of the advice content, advisees seem to be indifferent to whether the advice is solicited or unsolicited and the advice-giver's job function. Finding that even small talk can have a big impact, we conclude with a call for more behaviorally-focused empirical research and a broader agenda for behavioral supply management.
AB - The concept of behavioral supply management has attracted substantial research attention since its introduction about a decade ago. Nevertheless, it is still in a developmental stage, and the supply management field represents a unique and fertile ground for more behavioral research. In this paper, we demonstrate the uncharted potential of behavioral supply management with a special focus on casual advice-giving, which is broadly present in everyday organizational interactions. The study differentiates among three collegial advice types for buyers – to be honest, bluff, or lie – and investigates its influence on subsequent buyer–supplier negotiations. Scenario-based experiments show that advisees are prone to heed advice to be honest and to bluff, but not heed advice to lie in supplier negotiations. Further, we found that, regardless of the advice content, advisees seem to be indifferent to whether the advice is solicited or unsolicited and the advice-giver's job function. Finding that even small talk can have a big impact, we conclude with a call for more behaviorally-focused empirical research and a broader agenda for behavioral supply management.
KW - Advice
KW - Deception
KW - Scenario-based experiments
KW - Social learning theory
KW - Social psychological theories
UR - http://www.scopus.com/inward/record.url?scp=85072853357&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85072853357&partnerID=8YFLogxK
U2 - 10.1016/j.pursup.2019.100576
DO - 10.1016/j.pursup.2019.100576
M3 - Article
AN - SCOPUS:85072853357
SN - 1478-4092
VL - 25
JO - Journal of Purchasing and Supply Management
JF - Journal of Purchasing and Supply Management
IS - 5
M1 - 100576
ER -