Numerous studies have investigated human resources as a source of sustained competitive advantage, indicating that the high-performance work systems created by certain human resource development and human resource management practices lead to greater firm performance. Though the mechanism by which this link exists remains a ‘black box,’ substantial evidence shows organizations benefit by adopting the human resource development and human resource management practices that lead to high-performance work systems. We discuss two divergent perspectives, institutional theory and resource-based view, and their impact on high-performance work systems. We argue that organizations adhering to tenets of institutional theory experience isomorphism in certain human resource development and human resource management practices, whereas resource-based view attributes create ways that firms differentiate their practices. We posit that to be competitive firms must balance the push–pull effect of institutional pressure with that of resource-based view differentiation.
PurposeFace threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS – which is defined as a propensity to act – is associated with the outcomes of negotiators when the threat has not been specifically activated. Face theory specifies that face threats can cause individuals to take proactive steps to avoid threats before they might occur.Design/methodology/approachDrawing on face theory and social role theory, the authors conduct a negotiation experiment and use hierarchical regression to test hypotheses concerning the relationship between FTS for sellers and buyers on negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if gender moderates the relationship between buyer and seller FTS and negotiation outcomes.FindingsResults show that, when the threat is not activated, high FTS buyers pay more than low FTS buyers. Consistent with face theory and social role theory, this effect is moderated by gender, with the association being stronger for women buyers than for men buyers.Originality/valueThis paper exhibits that FTS can influence negotiator behavior even when FTS is not activated. This is valuable to negotiation scholars and practitioners who are interested in the role that individual characteristics play in negotiation behavior.
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