Four studies support the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and practitioners, revealing 20 categories that theorists in Study 2 sorted into 4 underlying subconstructs: Feelings About the Instrumental Outcome, Feelings About the Self, Feelings About the Negotiation Process, and Feelings About the Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) and confirmed its 4-factor structure. Study 4 presents convergent, discriminant, and predictive validity data for the SVI. Indeed, subjective value was a better predictor than economic outcomes of future negotiation decisions. Results suggest the SVI is a promising tool to systematize and encourage research on subjective outcomes of negotiation.

ACKNOWLEDGMENTS: The authors would like to thank Vivek Choudhury, Huigang Liang, Alexander Lopez, Nigel Melville, Waleed Muhanna, and Sandra Robinson for their valuable feedback on this manuscript. The paper has benefited from presentations at Ohio State University and the University of Cincinnati. Both authors have equally contributed to this manuscript. Psychological Contract Violation in Online Marketplaces: Antecedents, Consequences, and Moderating Role This study examines the nature and role of psychological contract violation (PCV) in online marketplaces, a critical factor that has been largely overlooked by previous research. Applied to buyer-seller relationships, PCV is defined as a buyer’s perception of having being treated wrongly regarding the terms of an exchange agreement with an individual seller. PCV with individual sellers is proposed as a formative first-order construct driven by the occurrence of fraud, product misrepresentation, contract default, delivery delay, and failure to follow product guarantees and payment policies. PCV with an individual seller is proposed to prompt a generalized perception of PCV with the entire community of sellers in a marketplace. PCV with the community of sellers is hypothesized to negatively affect buyer transaction behavior in a marketplace by directly impacting transaction intentions, price premiums, trust, perceived risk, and the

The purpose of this study is to examine the asymmetrical effects of negative and positive website attribute performance on satisfaction. An online survey on satisfaction with an e-portal was conducted, and a total of 515 usable questionnaires were collected. Psychometric properties of the measures were examined, and ordinary least squares were used to estimate the regression model. Results show that the importance of asymmetrical effect is different for different attributes, where the negative performance on information reliability, system access and usability had a stronger impact than their positive performance. On the other hand, the positive performance on information understandability and usefulness, and system navigation had a stronger impact than their negative performance. This difference of asymmetrical effect is an important area calling for future investigation.

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Existing studies on IT outsourcing have mainly examined partnership factors that influence IT outsourcing effectiveness. This stream of IT outsourcing research has largely ignored how to foster and manage necessary attributes of partner relationships that promote relationship quality, leaving the role of the formal contract in the context of managing outsourcing relationships untouched. This research extends such studies and integrates the extant views that contracts and relational governance function as a complement and that relationship commitment and trust are the key attributes in relational governance impacting on the interorganizational performance. Using service level agreements (SLA) we examine how specific elements of formal contracts help firms to shape their relational attributes such as trust and commitment that leads to the success of IT outsourcing. The results show that the effects of well-structured SLA in managing the relational aspects of IT outsourcing contracts are significant. This paper also provides insight into the development of relational governance through a contractual mechanism in IT outsourcing engagements. 1.

Social multimedia hosting and sharing websites, such as Flickr, Facebook, Youtube, Picasa, ImageShack and Photobucket, are increasingly popular around the globe. A major trend in the current studies on social multimedia is using the social media sites as a source of huge amount of labeled data for solving large scale computer science problems in computer vision, data mining and multimedia. In this paper, we take a new path to explore the global trends and sentiments that can be drawn by analyzing the sharing patterns of uploaded and downloaded social multimedia. In a sense, each time an image or video is uploaded or viewed, it constitutes an implicit vote for (or against) the subject of the image. This vote carries along with it a rich set of associated data including time and (often) location information. By aggregating such votes across millions of Internet users, we reveal the wisdom that is embedded in social multimedia sites for social science applications such as politics, economics, and marketing. We believe that our work opens a brand new arena for the multimedia research community with a potentially big impact on society and social sciences.

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with all my love The advent of the Internet and the digitization of music has resulted in a multitude of new challenges and opportunities for the recording industry. So far, sales of digital downloadable music have not compensated for the decrease in CD sales throughout the twentyfirst century. To attract new customers and successfully compete with file-sharing networks, commercial online music services need to meet customer expectations by delivering what they value. Therefore, to increase the understanding of prospective customers, the purpose of this thesis was to explore and describe customer value and target groups within the online music market. Data were collected through a survey of Swedish consumers between 16 and 60 years old. Customer-perceived value of downloadable music, in terms of expected value for money, was found to be quite low. Value could, however, be increased by improving the most important benefits. In addition to fundamental functions, such as

Instant Messaging (IM) has evolved into an important tool for collaborative work that supports informal near-synchronous communication and fosters awareness of the online presence of one’s communication partners. Like all awareness systems, IM runs into concerns regarding privacy. Drawing upon prior literature and exploratory interviews, we postulate a model that posits impression management as the underlying cause for privacy desires of IM users. We verify our hypotheses using Linear Structural Modeling on data from a large online survey of IM users across the U.S. The model establishes that the desire for privacy in IM arises due to the desire for impression management (both directly, as well as indirectly through the desire for visibility of one’s impression to oneself). Based on this model, we suggest that IM systems could support privacy needs of users better by providing them with more knowledge and control over aspects that affect their IM-conveyed impression on others (i.e., by making impression management functionality available). Specifically, to help convey and sustain appropriate impressions on IM contacts, IM systems should allow for increased visibility of one’s actions to oneself, facilitate easy comparison of one’s practices with those of others, and allow to view oneself from the perspective of others as well as make finer-grained adjustments to IM settings than is possible today.

This study developed and tested a theory-based measure of authentic leadership using five