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NEGOTIATED TRANSFER PRICING AND CONFLICT RESOLUTION IN ORGANIZATIONS

Decision sciences, 1979-07, Vol.10 (3), p.387-398 [Peer Reviewed Journal]

Copyright American Institute for Decision Sciences July 1979 ;ISSN: 0011-7315 ;EISSN: 1540-5915 ;DOI: 10.1111/j.1540-5915.1979.tb00033.x ;CODEN: DESCDQ

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  • Title:
    NEGOTIATED TRANSFER PRICING AND CONFLICT RESOLUTION IN ORGANIZATIONS
  • Author: Ackelsberg, Robert ; Yukl, Gary
  • Subjects: Conflict ; Decision theory ; Divisions ; Negotiations ; Organizational behavior ; Problem solving ; Studies ; Transfer pricing
  • Is Part Of: Decision sciences, 1979-07, Vol.10 (3), p.387-398
  • Description: ABSTRACT An experiment was conducted to test hypotheses about conflict related to negotiated transfer pricing. A business game with repeated decision periods was used to simulate transfer pricing negotiations between corporate divisions. When the evaluation of division executives emphasized corporate profits rather than divisional profits, there was more smoothing and integrative problem solving and less aggressive‐competitive behavior, relations between the divisions were better, and more cooperation was observed to occur in other decisions unrelated to the transfer pricing. Moreover, corporate profits from the transfer product and its derivative product tended to be larger. All of these effects were most pronounced when the transfer product was important to both divisions as a source of profits.
  • Publisher: Oxford, UK: Blackwell Publishing Ltd
  • Language: English
  • Identifier: ISSN: 0011-7315
    EISSN: 1540-5915
    DOI: 10.1111/j.1540-5915.1979.tb00033.x
    CODEN: DESCDQ
  • Source: Alma/SFX Local Collection
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