Likeability and its effect on outcomes of interpersonal interaction

Niels J. Pulles*, Paul Hartman

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

9 Citations (Scopus)

Abstract

Interpersonal interactions between boundary spanning individuals have a fundamental role in how interorganizational interactions develop. This study examines interpersonal interaction and the effects of likeability on two attributes that are central to many organizations: commodity prices as negotiation outcomes and a partner's willingness to engage in collaboration. Specifically, we aim to answer: how does interpersonal likeability impact negotiation outcomes in terms of commodity prices and how does it affect a partner's willingness to engage in collaboration? Based on social exchange theory we draw hypotheses that are tested using data gathered from experiments with 220 participants. The findings indicate that likeability significantly influences a partner's willingness to engage in collaboration but does not significantly influence negotiation profits. The implications of these findings for research and practice are discussed.

Original languageEnglish
Pages (from-to)56-63
Number of pages8
JournalIndustrial marketing management
Volume66
DOIs
Publication statusPublished - 1 Oct 2017

Keywords

  • Interpersonal interaction
  • Likeability
  • Social exchange theory

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