The Communication Orientation Model
The Communication Orientation Model
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沟通导向模型
DOI：
10.1177/1088868311417186
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发表时间：
2012
影响因子：
10.8
通讯作者：
D. Diermeier
中科院分区：
文献类型：
--
作者：
Roderick I. Swaab;A. Galinsky;V. Medvec;D. Diermeier
两项定量荟萃分析研究了视觉通道、声音通道和同步性的存在如何影响谈判和群体决策结果的质量。对文献的定性审查发现，沟通渠道的影响差异很大，现有的理论不足以解释这些相互矛盾的发现。为了简洁地涵盖现有数据的全部范围，作者创建了沟通取向模型，该模型提出沟通渠道的影响是由沟通者合作或不合作的取向塑造的。两个元分析-分别进行谈判和决策-提供了强有力的支持这一模式。总的来说，沟通渠道的存在（a）增加了高质量的结果与中立的方向沟通者的成就，（B）不影响结果与合作的方向沟通者，但（c）伤害沟通者的结果与非合作的方向。每个元分析中的跨文化差异测试进一步支持了该模型：对于那些具有中性取向的人，沟通渠道的有益影响在东亚文化中较弱（即，相互依赖，因此更倾向于合作）比西方文化（即，独立）。
Two quantitative meta-analyses examined how the presence of visual channels, vocal channels, and synchronicity influences the quality of outcomes in negotiations and group decision making. A qualitative review of the literature found that the effects of communication channels vary widely and that existing theories do not sufficiently account for these contradictory findings. To parsimoniously encompass the full range of existing data, the authors created the communication orientation model, which proposes that the impact of communication channels is shaped by communicators’ orientations to cooperate or not. Two meta-analyses—conducted separately for negotiations and decision making—provide strong support for this model. Overall, the presence of communication channels (a) increased the achievement of high-quality outcomes for communicators with a neutral orientation, (b) did not affect the outcomes for communicators with a cooperative orientation, but (c) hurt communicators’ outcomes with a noncooperative orientation. Tests of cross-cultural differences in each meta-analysis further supported the model: for those with a neutral orientation, the beneficial effects of communication channels were weaker within East Asian cultures (i.e., Interdependent and therefore more predisposed towards cooperation) than within Western cultures (i.e., Independent).
影响因子：
7.6
作者：
Brewer, MB;Gardner, W
通讯作者：
Gardner, W
影响因子：
16.4
作者：
KIESLER, S;SIEGEL, J;MCGUIRE, TW
通讯作者：
MCGUIRE, TW