Don't Ask Me If You Will Not Listen: The Dilemma of Consultative Participation
We study the effect of consultative participation in an experimental principal-agent game, where the principal can consult the agent's preferred option regarding the cost function of the transfer to be implemented in the final stage of the game. We show that consulting the agent was beneficial...
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| Veröffentlicht in: | Management science 2014-03, Vol.60 (3), p.560-585 |
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| creator | Corgnet, Brice González, Roberto Hernán |
| description | We study the effect of
consultative participation
in an experimental principal-agent game, where the principal can consult the agent's preferred option regarding the cost function of the transfer to be implemented in the final stage of the game. We show that consulting the agent was beneficial to principals as long as they followed the agent's choice. Ignoring the agent's choice was detrimental to the principal because it engendered negative emotions and low levels of transfers. Nevertheless, the majority of principals were reluctant to change their mind and adopt the agent's proposal. Our results suggest that the ability to change one's own mind is an important dimension of managerial success.
Data, as supplemental material, are available at
http://dx.doi.org/10.1287/mnsc.2013.1786
.
This paper was accepted by Teck-Hua Ho, behavioral economics. |
| doi_str_mv | 10.1287/mnsc.2013.1786 |
| format | Article |
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consultative participation
in an experimental principal-agent game, where the principal can consult the agent's preferred option regarding the cost function of the transfer to be implemented in the final stage of the game. We show that consulting the agent was beneficial to principals as long as they followed the agent's choice. Ignoring the agent's choice was detrimental to the principal because it engendered negative emotions and low levels of transfers. Nevertheless, the majority of principals were reluctant to change their mind and adopt the agent's proposal. Our results suggest that the ability to change one's own mind is an important dimension of managerial success.
Data, as supplemental material, are available at
http://dx.doi.org/10.1287/mnsc.2013.1786
.
This paper was accepted by Teck-Hua Ho, behavioral economics.</description><identifier>ISSN: 0025-1909</identifier><identifier>EISSN: 1526-5501</identifier><identifier>DOI: 10.1287/mnsc.2013.1786</identifier><identifier>CODEN: MNSCDI</identifier><language>eng</language><publisher>Linthicum: INFORMS</publisher><subject>Ability ; Adaptation to change ; Agency theory ; Analysis ; Business administration ; Confounding (Statistics) ; Cost function ; Cost functions ; Cotton ; Decision making ; Decision making models ; Delegation of authority ; Economics and Finance ; Effects ; Emotional expression ; Emotions ; Employee motivation ; Employees ; Empowerment ; Endowments ; Game theory ; Humanities and Social Sciences ; Management science ; Methods ; Organizational behavior ; Organizational behaviour ; participative decision making ; principal-agent model ; Principal-agent theory ; Psychological stress ; Questionnaires ; Studies ; Total quality management ; Transfer ; Wages</subject><ispartof>Management science, 2014-03, Vol.60 (3), p.560-585</ispartof><rights>2014 INFORMS</rights><rights>COPYRIGHT 2014 Institute for Operations Research and the Management Sciences</rights><rights>Copyright Institute for Operations Research and the Management Sciences Mar 2014</rights><rights>Distributed under a Creative Commons Attribution 4.0 International License</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-c623t-6821a39b5dc82911d815cd7dbe0434efb9ca967154a927e6b59f58af9c36abec3</citedby><cites>FETCH-LOGICAL-c623t-6821a39b5dc82911d815cd7dbe0434efb9ca967154a927e6b59f58af9c36abec3</cites><orcidid>0000-0003-0086-8523</orcidid></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><linktopdf>$$Uhttps://www.jstor.org/stable/pdf/42919554$$EPDF$$P50$$Gjstor$$H</linktopdf><linktohtml>$$Uhttps://pubsonline.informs.org/doi/full/10.1287/mnsc.2013.1786$$EHTML$$P50$$Ginforms$$H</linktohtml><link.rule.ids>230,314,780,784,803,885,3692,27924,27925,58017,58250,62616</link.rule.ids><backlink>$$Uhttps://hal.science/hal-02311951$$DView record in HAL$$Hfree_for_read</backlink></links><search><creatorcontrib>Corgnet, Brice</creatorcontrib><creatorcontrib>González, Roberto Hernán</creatorcontrib><title>Don't Ask Me If You Will Not Listen: The Dilemma of Consultative Participation</title><title>Management science</title><description>We study the effect of
consultative participation
in an experimental principal-agent game, where the principal can consult the agent's preferred option regarding the cost function of the transfer to be implemented in the final stage of the game. We show that consulting the agent was beneficial to principals as long as they followed the agent's choice. Ignoring the agent's choice was detrimental to the principal because it engendered negative emotions and low levels of transfers. Nevertheless, the majority of principals were reluctant to change their mind and adopt the agent's proposal. Our results suggest that the ability to change one's own mind is an important dimension of managerial success.
Data, as supplemental material, are available at
http://dx.doi.org/10.1287/mnsc.2013.1786
.
This paper was accepted by Teck-Hua Ho, behavioral economics.</description><subject>Ability</subject><subject>Adaptation to change</subject><subject>Agency theory</subject><subject>Analysis</subject><subject>Business administration</subject><subject>Confounding (Statistics)</subject><subject>Cost function</subject><subject>Cost functions</subject><subject>Cotton</subject><subject>Decision making</subject><subject>Decision making models</subject><subject>Delegation of authority</subject><subject>Economics and Finance</subject><subject>Effects</subject><subject>Emotional expression</subject><subject>Emotions</subject><subject>Employee motivation</subject><subject>Employees</subject><subject>Empowerment</subject><subject>Endowments</subject><subject>Game theory</subject><subject>Humanities and Social Sciences</subject><subject>Management science</subject><subject>Methods</subject><subject>Organizational behavior</subject><subject>Organizational behaviour</subject><subject>participative decision making</subject><subject>principal-agent model</subject><subject>Principal-agent theory</subject><subject>Psychological stress</subject><subject>Questionnaires</subject><subject>Studies</subject><subject>Total quality management</subject><subject>Transfer</subject><subject>Wages</subject><issn>0025-1909</issn><issn>1526-5501</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2014</creationdate><recordtype>article</recordtype><sourceid>N95</sourceid><recordid>eNqFksGL1DAUxosoOK5evQkBDyrYMS9p2sbbMKvuwrh6WBFPIU3TmYxpMibpgv-9KSO7KgPyICHh933kvXxF8RTwEkjbvBldVEuCgS6haet7xQIYqUvGMNwvFhgTVgLH_GHxKMY9xrhpm3pRXJ179yKhVfyOPmp0OaBvfkJfjbXoyie0MTFp9xZd7zQ6N1aPo0R-QGvv4mSTTOZGo88yJKPMIZ-8e1w8GKSN-snv_az48v7d9fqi3Hz6cLlebUpVE5rKuiUgKe9Yr1rCAfoWmOqbvtO4opUeOq4krxtgleSk0XXH-MBaOXBFa9lpRc-KV0ffnbTiEMwow0_hpREXq42Y7zChAJzBDWT25ZE9BP9j0jGJ0USlrZVO-ymKPCaglAJvMvr8H3Tvp-ByJ5kCaHNV-I7aSquFcYNPQarZVKwo5w0BqOpMlSeorXY6SOudHvI8_-aXJ_hcvR6NOil4_Yegm6JxOuYlmu0uxa2cYjzpr4KPMejhdm6AxRwgMQdIzAESc4Cy4NlRsI_Jh1u6yh_GGavuGpzfGsb4P79fDYDMQw</recordid><startdate>20140301</startdate><enddate>20140301</enddate><creator>Corgnet, Brice</creator><creator>González, Roberto Hernán</creator><general>INFORMS</general><general>Institute for Operations Research and the Management Sciences</general><scope>AAYXX</scope><scope>CITATION</scope><scope>N95</scope><scope>XI7</scope><scope>8BJ</scope><scope>FQK</scope><scope>JBE</scope><scope>1XC</scope><scope>BXJBU</scope><orcidid>https://orcid.org/0000-0003-0086-8523</orcidid></search><sort><creationdate>20140301</creationdate><title>Don't Ask Me If You Will Not Listen: The Dilemma of Consultative Participation</title><author>Corgnet, Brice ; 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consultative participation
in an experimental principal-agent game, where the principal can consult the agent's preferred option regarding the cost function of the transfer to be implemented in the final stage of the game. We show that consulting the agent was beneficial to principals as long as they followed the agent's choice. Ignoring the agent's choice was detrimental to the principal because it engendered negative emotions and low levels of transfers. Nevertheless, the majority of principals were reluctant to change their mind and adopt the agent's proposal. Our results suggest that the ability to change one's own mind is an important dimension of managerial success.
Data, as supplemental material, are available at
http://dx.doi.org/10.1287/mnsc.2013.1786
.
This paper was accepted by Teck-Hua Ho, behavioral economics.</abstract><cop>Linthicum</cop><pub>INFORMS</pub><doi>10.1287/mnsc.2013.1786</doi><tpages>26</tpages><orcidid>https://orcid.org/0000-0003-0086-8523</orcidid></addata></record> |
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| ispartof | Management science, 2014-03, Vol.60 (3), p.560-585 |
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| language | eng |
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| source | INFORMS PubsOnLine; Business Source Complete; JSTOR Archive Collection A-Z Listing |
| subjects | Ability Adaptation to change Agency theory Analysis Business administration Confounding (Statistics) Cost function Cost functions Cotton Decision making Decision making models Delegation of authority Economics and Finance Effects Emotional expression Emotions Employee motivation Employees Empowerment Endowments Game theory Humanities and Social Sciences Management science Methods Organizational behavior Organizational behaviour participative decision making principal-agent model Principal-agent theory Psychological stress Questionnaires Studies Total quality management Transfer Wages |
| title | Don't Ask Me If You Will Not Listen: The Dilemma of Consultative Participation |
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