Leopold Ried
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The Surprisingly Robust Effects of Narratives in Supplier Negotiations Open
Narratives—or stories—are commonly viewed as powerful means to convince others, although it remains unclear how the narrator's use of deception in supplier negotiations influences their effectiveness. Grounded in narrative transportation t…
From target to actor: Contagion of honesty and deception across buyer–supplier negotiations Open
Understanding negotiators' decision‐making processes in buyer–supplier relationships has been of key interest to behavioral operations and supply chain management researchers. We hypothesize that through the exposure to various counterpart…
Social desirability bias in PSM surveys and behavioral experiments: Considerations for design development and data collection Open
Social desirability issues are long known, but not long gone. Across major purchasing and supply management (PSM) research streams, surprisingly few empirical studies explicitly address social desirability bias (SDB), despite SDB constitut…
Spillover effects of information leakages in buyer–supplier–supplier triads Open
Information leakages—the unauthorized sharing of an organization's information with another organization—are a growing concern in today's supply chains, but remain relatively underexplored. Drawing on attribution theory and observational l…