IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v114y2011i2p190-200.html
   My bibliography  Save this article

Location in negotiation: Is there a home field advantage?

Author

Listed:
  • Brown, Graham
  • Baer, Markus

Abstract

Although location is considered to play an important role in negotiation potentially favoring one side over the other, little research has examined whether negotiating on one's home field indeed confers an advantage to the resident party. We tested this possibility by experimentally manipulating participants' occupancy status (resident versus neutral versus visitor). Across three studies, we find that residents of an office space outperform the visiting party in a distributive negotiation. In addition, our results suggest that this performance discrepancy between residents and visitors may be due to both a resident advantage (residents outperforming a neutral party) and a visitor disadvantage (visitors performing worse than a neutral party). Finally, our findings reveal that confidence partially mediates the effects of occupancy status on negotiation performance and demonstrate that an intervention designed to boost visitor confidence can help overcome the home field advantage. Implications of these results for theory and practice are discussed.

Suggested Citation

  • Brown, Graham & Baer, Markus, 2011. "Location in negotiation: Is there a home field advantage?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 114(2), pages 190-200, March.
    • Handle: RePEc:eee:jobhdp:v:114:y:2011:i:2:p:190-200
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(10)00087-7
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Seo, Myeong-gu & Ilies, Remus, 2009. "The role of self-efficacy, goal, and affect in dynamic motivational self-regulation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(2), pages 120-133, July.
    2. Bandura, Albert & Cervone, Daniel, 1986. "Differential engagement of self-reactive influences in cognitive motivation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(1), pages 92-113, August.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Lejarraga, Tomás & Lejarraga, José, 2020. "Confidence and the description–experience distinction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 201-212.
    2. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
    3. Zak, Uri, 2021. "The performance advantage of traveling," Journal of Economic Psychology, Elsevier, vol. 87(C).
    4. Samuel Brazys & Martijn Schoonvelde, 2022. "Home Field Advantage? EU–ACP Economic Partnership Agreement Meeting Locations and Textual Tone," Journal of Common Market Studies, Wiley Blackwell, vol. 60(4), pages 903-925, July.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kanfer, Ruth & Chen, Gilad, 2016. "Motivation in organizational behavior: History, advances and prospects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 6-19.
    2. Małgorzata W Kożusznik & José M Peiró & Aida Soriano, 2019. "Daily eudaimonic well-being as a predictor of daily performance: A dynamic lens," PLOS ONE, Public Library of Science, vol. 14(4), pages 1-24, April.
    3. Beck, James W. & Schmidt, Aaron M., 2012. "Taken out of context? Cross-level effects of between-person self-efficacy and difficulty on the within-person relationship of self-efficacy with resource allocation and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 119(2), pages 195-208.
    4. Islam, Asadul & Kwon, Sungoh & Masood, Eema & Prakash, Nishith & Sabarwal, Shwetlena & Saraswat, Deepak, 2020. "When Goal-Setting Forges Ahead but Stops Short," IZA Discussion Papers 13188, Institute of Labor Economics (IZA).
    5. Daniel R Clark & Dan Li & Dean A Shepherd, 2018. "Country familiarity in the initial stage of foreign market selection," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 49(4), pages 442-472, May.
    6. Ghulam Mustafa & Richard Glavee-Geo & Kjell Gronhaug & Hanan Saber Almazrouei, 2019. "Structural Impacts on Formation of Self-Efficacy and Its Performance Effects," Sustainability, MDPI, vol. 11(3), pages 1-24, February.
    7. Mohr, Lois A. & Bitner, Mary Jo, 1995. "The role of employee effort in satisfaction with service transactions," Journal of Business Research, Elsevier, vol. 32(3), pages 239-252, March.
    8. Lord, Robert G. & Brown, Douglas J. & Freiberg, Steven J., 1999. "Understanding the Dynamics of Leadership: The Role of Follower Self-Concepts in the Leader/Follower Relationship," Organizational Behavior and Human Decision Processes, Elsevier, vol. 78(3), pages 167-203, June.
    9. Jyoti Choudrie & Efpraxia Zamani & Chike Obuekwe, 2022. "Bridging the Digital Divide in Ethnic Minority Older Adults: an Organisational Qualitative Study," Information Systems Frontiers, Springer, vol. 24(4), pages 1355-1375, August.
    10. Ferdinando Paolo Santarpia & Emma Bodoasca & Giulia Cantonetti & Donato Ferri & Laura Borgogni, 2023. "Linking Irrational Beliefs with Well-Being at Work: The Role of Fulfilling Performance Expectations," Sustainability, MDPI, vol. 15(23), pages 1-17, November.
    11. Hannah, Sean T. & Avolio, Bruce J. & Walumbwa, Fred O. & Chan, Adrian, 2012. "Leader Self and Means Efficacy: A multi-component approach," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 143-161.
    12. Aida Soriano & Malgorzata W. Kozusznik & Jose M. Peiró, 2018. "From Office Environmental Stressors to Work Performance: The Role of Work Patterns," IJERPH, MDPI, vol. 15(8), pages 1-13, August.
    13. Seth Kaplan & Carolyn Winslow & Lydia Craig & Xue Lei & Carol Wong & Jill Bradley-Geist & Martin Biskup & Gregory Ruark, 2020. "“Worse than I anticipated” or “This isn’t so bad”?: The impact of affective forecasting accuracy on self-reported task performance," PLOS ONE, Public Library of Science, vol. 15(7), pages 1-21, July.
    14. Dalton, P.S. & Gonzalez Jimenez, V.H. & Noussair, C.N., 2015. "Paying with Self-Chosen Goals : Incentives and Gender Differences," Other publications TiSEM 35daceab-34bc-4bd2-b330-e, Tilburg University, School of Economics and Management.
    15. AL Kayid, Wejdan & Jin, Zhongqi & Priporas, Constantinos-Vasilios & Ramakrishnan, Sumeetra, 2022. "Defining family business efficacy: An exploratory study," Journal of Business Research, Elsevier, vol. 141(C), pages 713-725.
    16. Dai, Hengchen, 2018. "A double-edged sword: How and why resetting performance metrics affects motivation and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 148(C), pages 12-29.
    17. Jie Gao & Wenjing Jia & Jun Yin, 2024. "Exploring Smartphone User Interface Experience-Sharing Behavior: Design Perception and Motivation-Driven Mechanisms through the SOR Model," Sustainability, MDPI, vol. 16(15), pages 1-22, August.
    18. Mulvey, Paul W. & Klein, Howard J., 1998. "The Impact of Perceived Loafing and Collective Efficacy on Group Goal Processes and Group Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 74(1), pages 62-87, April.
    19. Preston, Mark S., 2013. "Advancing case manager motivation in child welfare: Job control's curvilinear relationship and instrumental feedback's moderating influence," Children and Youth Services Review, Elsevier, vol. 35(12), pages 2003-2012.
    20. Bohlayer, Carina & Gielnik, Michael M., 2023. "(S)training experiences: Toward understanding decreases in entrepreneurial self-efficacy during action-oriented entrepreneurship training," Journal of Business Venturing, Elsevier, vol. 38(1).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:114:y:2011:i:2:p:190-200. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.