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首页> 外文期刊>Strategic Management Journal >MICROFOUNDATIONS FOR STAKEHOLDER THEORY:MANAGING STAKEHOLDERS WITH HETEROGENEOUS MOTIVES
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MICROFOUNDATIONS FOR STAKEHOLDER THEORY:MANAGING STAKEHOLDERS WITH HETEROGENEOUS MOTIVES

机译：利益相关者理论的微观基础：利用异质动机管理利益相关者

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摘要

Instrumental stakeholder theory proposes a positive relationship between fairness toward stakeholders and firm performance. Yet, some firms are successful with an arms-length approach to stakeholder management, based on bargaining power rather than fairness. We address this puzzle by relaxing the assumption that all stakeholders care about fairness. Empirical evidence from behavioral economics and social psychology suggests that firms face a population of potential stakeholders that consists not only of so-called 'reciprocators,' who do care about fairness, but also of self-regarding stakeholders, who do not. We propose that a fairness approach is more effective in attracting, retaining, and motivating reciprocal stakeholders to create value, while an arms-length approach is more effective in motivating self-regarding stakeholders and in attracting and retaining self-regarding stakeholders with high bargaining power.
机译：工具性利益相关者理论提出了对利益相关者的公平与公司绩效之间的积极关系。但是，一些公司以讨价还价能力而非公平为基础，采用公平的利益相关者管理方法取得了成功。我们通过放宽所有利益相关者都关心公平的假设来解决这个难题。行为经济学和社会心理学的经验证据表明，企业面临的潜在利益相关者群体不仅包括关心公平性的所谓“互惠者”，也包括不关心公平性的自我关注的利益相关者。我们建议采用一种公平的方法来更有效地吸引，保留和激励对等利益相关者创造价值，而一臂之力的方法更有效地激励自我关注的利益相关者并吸引和保留具有高议价能力的自我关注的利益相关者。

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