Judul : Influence of Ethical Position and Information
Asymmetry on Transfer
Price
Negotiations.
Pengarang : Karen Green, Doctoral Candidate & Professor Benson Wier
Abstraksi :
This study examines the potential effect
of ethical position (EP) on negotiation strategies and behaviors in an intra-firm
setting. We demonstrate that EP moderates the relationship between information
asymmetry and the initial transfer price during negotiations for individuals
who are morally situational. Graduate business students participated in an
experiment that randomized the level of information they could use in
determining their initial asking price and their reservation price in a
negotiation. This manipulation allows us to examine managements’ negotiation
behavior when making an ethical judgment. Further, we relate their transfer
price position to their EP that consists of two orthogonal factors, relativism
and idealism. We find that access to the opposing division’s private
information does not influence the initial transfer price position of those who
are relatively idealistic. Contrary to our hypothesis, these results suggest
that during transfer price negotiations, those who are more relativistic will
have a smaller initial transfer price dispersion than those who are relatively
idealistic. This study provides evidence that EP plays an important role in
transfer price negotiation behaviors.