The Effect of Negotiation Practices on the Relationship between Suppliers and Customers

This article examines the effects of negotiation practices, such as coercion and contract formality, on how suppliers and customers perceived the resulting business relationship. We conducted a purchasing negotiation simulation with students in a classroom setting in which participants competed for resources in a mock supply-chain context. The participants were surveyed at key stages of the ongoing negotiation in order to measure their behaviors as a customer–supplier relationship developed. The data were used to test several hypotheses developed from the marketing and purchasing literature. The hypotheses were analyzed using structural equation modeling.
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting.     

A Qualitative Study of Young Women’s Abusive First Relationships: What Factors Shape their Process of Disclosure?

Journal of Family Violence - We qualitatively explored young women’s intimate partner violence (IPV) victimization within abusive first relationships (characterized by physical IPV, coercive...     

Personnel Reform in the States: A Look at Progress Fifteen Years after the Winter Commission

Trends in states’ civil service reforms since the Winter Commission’s report was published in 1993 are described and evaluated in the context of its recommendations. The authors argue that the commission’s reform agenda relies on a public service bargain that requires public employees, elected officials, and other stakeholders to respect, trust, and support each other’s efforts to serve the public interest. Its recommendations for modernizing state and local personnel systems are discussed and related to the “reinvention” and New Public Management initiatives of the past 20 years. Many of these ideas have been adopted by state governments, but there is no single reform model that has been followed across the states. Some states, such as Georgia and Florida, have engaged in radical reforms that include replacing traditional merit systems with at‐will employment models. The general pattern involves decentralization, deregulation, and limitation of employee protections. While many of the management‐oriented changes advocated by the Winter Commission are staples of states’ civil service reforms, its emphasis on a “trust and lead” strategy based on public service values, partnership, and leadership in the public interest has not received much attention. In general, objective evaluations of states’ reforms are needed to determine whether their purposes are being achieved.     

Religion,Same-Sex Desire,and the Imagined Geographies of Empire: the case of Constance Maynard (1849–1935)

Although a devout Evangelical, living in an era that largely predated the dissemination of sexological discourses of female same-sex desire, Constance Maynard (1849–1935), the prominent Victorian educational reformer, pursued a series of same-sex relationships. This essay focuses on Maynard's relationship with the Anglo-Irish Marion Wakefield (1876–1956), exploring the role of Maynard's erotic imagination in the constitution, contestation, and consolidation of the imagined geographies of imperialist discourse. Maynard's erotic positioning of her lover in diverse imperial landscapes reveals the ostensibly ‘private’ discourses of the erotic imagination to be profoundly implicated in the ‘public’ discourses of empire. At the same time, the domestic settings in which these landscapes were imagined and in which the women's illicit desires were enacted, pose a challenge to the gendered spatial dichotomies—private/public, domestic/imperial, and home/away—of both imperialist discourse and the historiography of empire.     

Recommendations for Maintaining a Dermestid Beetle Colony (Dermestes maculatus) for Processing Human Remains

Dermestid beetles (Dermestes maculatus De Geer 1774) are small carrion insects characterized by a rounded or oval-shaped body and white abdomen with black markings. Given their natural propensity to consume soft tissue throughout various stages of decomposition, biological anthropologists have sought to use dermestids as a forensic processing method in addition to traditional chemical tissue removal techniques. Although useful, most of the existing academic literature regarding the upkeep of dermestid colonies for skeletal remains processing either lack specificity or are outdated. Additionally, nonacademic sources that contain information regarding dermestid maintenance are often disjointed, resulting in a difficulty to replicate habitat construction and ideal environmental conditions. Therefore, this technical note presents recommendations for anthropologists interested in establishing and maintaining a D. maculatus population. These recommendations are based on our experiences using several dermestid colonies to process five unembalmed human heads, procured from an anatomical gift company for a larger study on gunshot trauma. Aspects of the dermestids’ environment that are crucial for the management of a healthy colony include the type of bedding, food, water, and containment method used, in addition to maintaining appropriate temperature ranges (24–27°C) and humidity levels (35–73%). Although habitat construction and dermestid maintenance involve materials that are relatively inexpensive and readily available, setting up and maintaining a D. maculatus colony can be laborious and time consuming and should only be undertaken when the volume of casework is such that this investment would be offset.     

Adolescents’ Media-related Cognitions and Substance Use in the Context of Parental and Peer Influences

Two cross-sectional studies investigated media influences on adolescents’ substance use and intentions to use substances in the context of exposure to parental and peer risk and protective factors. A total of 729 middle school students (n = 351, 59% female in Study 1; n = 378, 43% female in Study 2) completed self-report questionnaires. The sample in Study 1 was primarily African-American (52%) and the sample in Study 2 was primarily Caucasian (63%). Across the two studies, blocks of media-related cognitions made unique contributions to the prediction of adolescents’ current substance use and intentions to use substances in the future above and beyond self-reported peer and parental influences. Specifically, identification with and perceived similarity to media messages were positively associated with adolescents’ current substance use and intentions to use substances in the future, and critical thinking about media messages and media message deconstruction skills were negatively associated with adolescents’ intention to use substances in the future. Further, peer influence variables (e.g., peer pressure, social norms, peer substance use) acted as risk factors, and for the most part, parental influence variables (e.g., parental pressure to not use, perceived parental reaction) acted as protective factors. These findings highlight the importance of developing an increased understanding of the role of media messages and media literacy education in the prevention of substance use behaviors in adolescence.