The Surprising Effectiveness of the Hostile Mediator
Contrary to the tendency of mediators to diffuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Across a series of experiments, adversaries seem less negative in the presence of hostile mediators, generating greater willingness and ability to reach agreements.
Ting Zhang , Francesca Gino, and Michael Norton (2014) ,"The Surprising Effectiveness of the Hostile Mediator ", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 225-229.
Ting Zhang , Harvard Business School, USA
Francesca Gino, Harvard Business School, USA
Michael Norton, Harvard Business School, USA
NA - Advances in Consumer Research Volume 42 | 2014
A Beautiful MIN(D): The Multiple-Identity Network as a Framework for Integrating Identity-Based Consumer Behavior
Julian K Saint Clair, Loyola Marymount University, USA
It’s About Trust: The Diffusion of Deviant Consumer Behavior
Peter Voyer, University of Windsor
L13. The Recipient Effect on Consumers’ Preference for Products Displayed in Different Horizontal Locations
Sheng Bi, Washington State University, USA
Nik Nikolov, Washington State University, USA
Julio Sevilla, University of Georgia, USA