{"id":"https://openalex.org/W278329562","doi":null,"title":"The Outcome Saliency Effect on Negotiated Transfer Prices","display_name":"The Outcome Saliency Effect on Negotiated Transfer Prices","publication_year":2004,"publication_date":"2004-09-22","ids":{"openalex":"https://openalex.org/W278329562","mag":"278329562"},"language":"en","primary_location":{"id":"mag:278329562","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/40604483","pdf_url":null,"source":{"id":"https://openalex.org/S2764850994","display_name":"Journal of managerial issues","issn_l":"1045-3695","issn":["1045-3695"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-c","cwts-core"],"host_organization":"https://openalex.org/P4310316206","host_organization_name":"Pittsburg State University","host_organization_lineage":["https://openalex.org/P4310316206"],"host_organization_lineage_names":["Pittsburg State University"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of managerial issues","raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5012247001","display_name":"Dipankar Ghosh","orcid":"https://orcid.org/0000-0003-4897-0260","observed_orcids":["https://orcid.org/0000-0003-4897-0260"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Dipankar Ghosh","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0003-4897-0260","affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5013722162","display_name":"Margaret N. Boldt","orcid":"https://orcid.org/0000-0001-9615-6656","observed_orcids":["https://orcid.org/0000-0001-9615-6656"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Margaret Boldt","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0001-9615-6656","affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":4,"citation_normalized_percentile":{"value":0.06679085,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":"16","issue":"3","first_page":"305","last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":0.4794999957084656,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":0.4794999957084656,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10797","display_name":"Accounting and Organizational Management","score":0.35030001401901245,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11508","display_name":"Corporate Taxation and Avoidance","score":0.03189999982714653,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/risk-preferences","display_name":"risk preferences","score":0.7480000257492065},{"id":"https://openalex.org/keywords/risk-aversion","display_name":"risk aversion","score":0.7900000214576721},{"id":"https://openalex.org/keywords/profit-maximization","display_name":"profit maximization","score":0.5509999990463257},{"id":"https://openalex.org/keywords/incentive-mechanisms","display_name":"incentive mechanisms","score":0.4880000054836273},{"id":"https://openalex.org/keywords/competitive-behavior","display_name":"competitive behavior","score":0.6330000162124634},{"id":"https://openalex.org/keywords/negotiation-structure","display_name":"negotiation structure","score":0.5329999923706055}],"concepts":[{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.7333050966262817},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.7283382415771484},{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.694809079170227},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.6770328879356384},{"id":"https://openalex.org/C2777203310","wikidata":"https://www.wikidata.org/wiki/Q646278","display_name":"Transfer pricing","level":3,"score":0.5708325505256653},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.5437684059143066},{"id":"https://openalex.org/C22171661","wikidata":"https://www.wikidata.org/wiki/Q1074380","display_name":"Stochastic game","level":2,"score":0.5024824142456055},{"id":"https://openalex.org/C2777780509","wikidata":"https://www.wikidata.org/wiki/Q1377422","display_name":"Profit maximization","level":3,"score":0.45877042412757874},{"id":"https://openalex.org/C132010649","wikidata":"https://www.wikidata.org/wiki/Q189222","display_name":"Intuition","level":2,"score":0.42789462208747864},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.11088433861732483},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.07899555563926697},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0},{"id":"https://openalex.org/C188147891","wikidata":"https://www.wikidata.org/wiki/Q147638","display_name":"Cognitive science","level":1,"score":0.0},{"id":"https://openalex.org/C158016649","wikidata":"https://www.wikidata.org/wiki/Q161726","display_name":"Multinational corporation","level":2,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:278329562","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/40604483","pdf_url":null,"source":{"id":"https://openalex.org/S2764850994","display_name":"Journal of managerial issues","issn_l":"1045-3695","issn":["1045-3695"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-c","cwts-core"],"host_organization":"https://openalex.org/P4310316206","host_organization_name":"Pittsburg State University","host_organization_lineage":["https://openalex.org/P4310316206"],"host_organization_lineage_names":["Pittsburg State University"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of managerial issues","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":10,"referenced_works":["https://openalex.org/W50742986","https://openalex.org/W79789520","https://openalex.org/W1497137157","https://openalex.org/W1982001332","https://openalex.org/W2054947276","https://openalex.org/W2096452841","https://openalex.org/W2133469585","https://openalex.org/W2146360859","https://openalex.org/W2169440870","https://openalex.org/W7164658172"],"related_works":["https://openalex.org/W343562024","https://openalex.org/W2101354365","https://openalex.org/W7136219029","https://openalex.org/W1988991400","https://openalex.org/W7164658950","https://openalex.org/W2211440318","https://openalex.org/W7137139930","https://openalex.org/W2060644731","https://openalex.org/W4230343958","https://openalex.org/W1993024932"],"abstract_inverted_index":{"An":[0],"important":[1,158,510],"criterion":[2],"for":[3,74,120,440],"evaluating":[4],"a":[5,31,166,192,202,211,314,325,399,415,494,520,549],"company's":[6],"transfer":[7,22,300,330,429,506],"pricing":[8,23,93],"policies":[9],"is":[10,35,128,139,156,179,332,408,451,466,493,508,519,548],"whether":[11,20],"they":[12,130],"positively":[13],"affect":[14,131,372],"profits.":[15],"Some":[16],"research":[17,239,290,460,464],"has":[18],"examined":[19],"alternative":[21],"mechanisms":[24],"can":[25],"enhance":[26,273],"profit":[27,49,56,105,127,189,275],"(Ghosh,":[28],"1994).":[29],"However,":[30],"more":[32,194],"common":[33],"approach":[34],"to":[36,86,184,220,267,294,545],"examine":[37],"the":[38,64,97,107,144,148,185,254,261,292,307,311,321,335,346,350,390,404,412,420,424,428,449,459,463,470,477,503,532,543],"role":[39,351],"of":[40,55,78,100,147,160,253,313,320,352,398,414,426,448,502,522],"managers'":[41,504],"incentive":[42,60],"schemes":[43,61],"and":[44,51,115,122,232,272,303,366,388,435,479,538],"competitive":[45,59,101,123,284],"behavior":[46,102,124,285],"in":[47,63,143,165,188,240,324,403,419,498,552],"maximizing":[48],"(Chalos":[50,114],"Haka,":[52,116],"1990).":[53,117],"Evidence":[54],"maximization":[57],"under":[58],"exists":[62],"bargaining":[65,88,168,327,444],"literature.":[66],"Elevated":[67],"bargainer":[68],"aspiration":[69],"levels":[70],"or":[71,201,251,283],"higher":[72,82,87,198,228],"motivation":[73],"serf-interested":[75],"behavior,":[76,539],"both":[77,363],"which":[79,540],"coincide":[80],"with":[81,141,191,227,343],"expected":[83],"payoffs,":[84],"lead":[85],"profits":[89],"(Pruitt,":[90],"1981).":[91],"Transfer":[92],"literature":[94],"also":[95,348],"demonstrates":[96],"positive":[98],"impact":[99],"on":[103,354],"divisional":[104,376,517],"when":[106,329],"prices":[108,301,507],"are":[109,265],"negotiated":[110,333],"between":[111,334],"trading":[112,336],"divisions":[113],"The":[118,174,357,446,455,473],"rationale":[119],"incentives":[121],"affecting":[125],"negotiator":[126,373,385,402,418],"that":[129,153,180],"negotiator's":[132],"risk":[133,138,154,181,229,281,353,364,393,524],"preferences":[134,230,525],"(Bottom,":[135],"1998);":[136],"increased":[137],"associated":[140,190],"increases":[142],"negotiators'":[145,249,280,442,514],"share":[146],"predicted":[149],"payoff.":[150],"Research":[151],"recognizes":[152],"preference":[155,282,365,394],"an":[157,509],"aspect":[159],"negotiation":[161,241,255,270,274,297,316,367,544],"(Osborne,":[162,526],"1985).":[163],"Notably,":[164],"multi-period":[167,326],"game,":[169],"players":[170],"become":[171],"increasingly":[172],"risk-averse.":[173],"intuition":[175],"underlying":[176],"this":[177],"observation":[178],"aversion":[182],"leads":[183],"marginal":[186],"increase":[187],"slightly":[193],"aggressive":[195],"offer":[196,200],"(a":[197],"seller":[199],"lower":[203],"buyer":[204],"offer)":[205],"being":[206],"weighted":[207],"less":[208],"heavily":[209],"than":[210,224],"possible":[212],"loss.":[213],"Thus,":[214,306],"risk-averse":[215,400],"negotiators":[216],"make":[217],"offers":[218],"closer":[219],"their":[221,225,523],"true":[222],"values":[223],"counterparts":[226],"(Chatterjee":[231],"Samuelson.":[233],"1983;":[234],"Bottom,":[235],"1998).":[236,287],"More":[237],"recent":[238,289],"(see":[242],"Bazerman":[243],"et":[244],"al.,":[245],"2000)":[246],"explores":[247],"how":[248,296],"perception":[250],"construct":[252],"situation":[256,317,368],"(power,":[257],"deadlines,":[258],"etc.)":[259],"affects":[260,299],"outcomes.":[262],"These":[263],"perceptions":[264],"said":[266],"significantly":[268],"influence":[269],"outcomes":[271],"beyond":[276],"those":[277],"obtained":[278],"through":[279],"(Thompson,":[286],"Also,":[288],"suggests":[291],"need":[293],"consider":[295],"structure":[298],"(Kachelmeier":[302],"Towry,":[304],"2002).":[305],"current":[308],"study":[309,347],"examines":[310,349],"effect":[312,391],"perceived":[315,443],"via":[318,431],"salience":[319,383,406],"optimal":[322],"payoff":[323],"setting":[328],"price":[331,430,537],"divisions.":[337],"For":[338],"comparison":[339],"purposes":[340],"(and":[341],"consistent":[342],"game-theoretic":[344],"models),":[345],"these":[355],"negotiations.":[356],"results":[358,478],"indicate":[359],"that,":[360],"as":[361,409,411,453],"expected,":[362],"(i.e.,":[369,375,516],"outcome":[370,382,405,432],"salience)":[371],"effectiveness":[374,386,397,413,515],"profit).":[377],"Importantly,":[378],"over":[379,387],"multiple":[380],"periods,":[381],"improves":[384],"above":[389],"from":[392],"alone.":[395],"Further,":[396],"(risk-neutral)":[401],"condition":[407],"high":[410],"risk-neutral":[416],"(risk-seeking)":[417],"control":[421],"condition.":[422],"Given":[423],"ease":[425],"enhancing":[427],"saliency,":[433],"managers":[434],"researchers":[436],"may":[437,541],"rethink":[438],"strategies":[439],"shaping":[441],"situations.":[445],"remainder":[447],"paper":[450],"organized":[452],"follows.":[454],"next":[456],"section":[457,475],"develops":[458],"hypotheses.":[461],"Then":[462],"method":[465],"discussed,":[467],"followed":[468],"by":[469],"data":[471],"analysis.":[472],"last":[474],"summarizes":[476],"provides":[480],"some":[481],"conclusions.":[482],"THEORY":[483],"AND":[484],"DEVELOPMENT":[485],"OF":[486],"HYPOTHESES":[487],"Individual":[488],"Difference:":[489],"Risk":[490],"Preference":[491],"Bargaining":[492],"fundamental":[495],"economic":[496],"interaction":[497],"organizations.":[499],"Risk-taking":[500],"propensity,":[501],"negotiating":[505],"individual":[511],"trait":[512],"because":[513],"profit)":[518],"function":[521],"1985;":[527],"Ghosh,":[528],"1996).":[529],"Uncertainty":[530],"about":[531],"other":[533],"division":[534],"manager's":[535],"reservation":[536],"cause":[542],"break":[546],"down,":[547],"natural":[550],"element":[551],"bargaining.":[553],"\u2026":[554]},"counts_by_year":[],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}