کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
879872 911458 2006 20 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The role of internal agents in starting salary negotiations
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
The role of internal agents in starting salary negotiations
چکیده انگلیسی

We introduce the concept that internal organizational agents who negotiate starting salary packages with job applicants may not always act in the organization's best interests. To gain an understanding of what motivates the internal agent toward assuming a particular role, we use expectancy theory, agency theory and concepts from the negotiations literature. We describe the roles that agents may assume, identify factors that impact agents' motivation, and formulate propositions to help identify which role an agent is likely to enact in starting salary negotiations. We form propositions as to how these roles are likely to impact final negotiation outcomes of probability of hiring, salary size, and applicant satisfaction and discuss strategies for ensuring agents are motivated to enact a role that meets organizational objectives.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Human Resource Management Review - Volume 16, Issue 1, March 2006, Pages 47–66
نویسندگان
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