TITLE

Some Determinants of Competitive Constituent Directives to a Representative

AUTHOR(S)
Wall Jr., James A.
PUB. DATE
August 1974
SOURCE
Academy of Management Proceedings (0065-0668);1974, p41
SOURCE TYPE
Conference Proceeding
DOC. TYPE
Proceeding
ABSTRACT
Recent studies have shown that a group member's (constituent's) directive to a group representative strongly influences the representative's behavior. This study investigated three determinants of the constituent's directive: (a) expected competitiveness from non-group members (outsiders), (b) the representative's success, and (c) the constituent's trust in his representative. In two experiments, each subject served as a constituent directing his representative's bargaining. The study revealed that a constituent directs his representative to bargain competitively when he expects the outsider to be competitive and when he distrusts his representative. Moreover, the constituent changes his directives from cooperative to competitive, and vice-versa, whenever his representative is not successful. These results, in combination with those of prior studies, have practical implications for representatives and their managers.
ACCESSION #
4980572

 

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