Title: The Effect of Epistemic,Social and Identity Motivation on Preference Impartation: A Case Study in Behavioral OR

Abstract:

During the negotiation preparation phase, the system provided information in verbal and graph formats about the principal’s preferences. The verbal and graph formats unambiguously depicted the principals’ preferences, yet the agents made errors while converting them to numbers. This led us to design experiments to assess the agents’ motivation and its impact on the errors. The analysis of data obtained from the experiments shows that the majority of the agents make both ordinal and cardinal errors in the reconstruction of the principal’s  preferences. It shows that the agents’ intrinsic motivation contributes to the errors and has a negative effect on their preparation. To determine how different types of motivation contribute to the agents’ inaccuracy, a hierarchical framework of the epistemic, social and identity  motivation is proposed. The results indicate that the rational motivation system has significant direct effect on social motivation and identity motivation. Experiential motivational system has no significant effect on social motivation but it affects two goals of identity motivation. The model also shows that only identity motivation has direct effect on the accuracy of the  preferences formulated by the agents as compared with the principals' preferences.

Lecturer: Muhammad Shahbaz

Date/Time: 10:20 – 11:10AM, 15 Dec, 2019

Location: Room A0305, CEM Building, Jiangjun Rd. Campus

Brief introduction of the lecturer:

Gregory E. Kersten is the professor of John Mossen School of Business of Concordia University, Canada, chair of the INFORMS Group Decision and Negotiation Branch, and editor of Group Decision and Negotiation. He has published and edited 8 monographs and thesis collections, and has published more than 80 papers in SCI / SSCI academic journals, including Management Science, DSS and EJOR. H index 40, Total cites 5609.