A trickle down model of I-deals

Yasin Rofcanin, Mireia Las Heras, Matthjis Bal, Beatrice van der Heijden, Didem Taser Erdogan

Research output: Chapter or section in a book/report/conference proceedingChapter in a published conference proceeding

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Integrating social learning and career customization theories, in this research we set out to explore a trickle-down model of i-deals- individually negotiated personalized agreements of a non-standard nature between employees and their managers (Rousseau, 2005). We argue that manager i-deals are positively associated with subordinate i-deals which, in turn, also relate positively to employee work performance and career promotability. Moreover, we integrate two types of contextual conditions to underline the social context of i-deals: From a managers’ perspective, we propose that managers’ servant leadership moderates the positive association between manager and subordinate i-deals. In addition, from a focal employee perspective, we propose that employees’ prosocial motives is assumed to moderate the positive association between subordinate i-deals and their outcomes, i.e., work performance and career promotability. Results from a matched employee-manager data set supported our empirical model. This study contributes to i-deals research by: 1) integrating two contextual conditions that emphasize the importance of broader social elements inherent in i-deals; 2) revealing whether and how subordinate i-deals are beneficial both for themselves and for their organization, as predicted in i-deals’ theory. From a practical point of view, if organisations and managers aim to use i-deals as a strategic tool to increase employee work performance and career promotability, they need to be transparent about how they expect these deals to be used.
Original languageEnglish
Title of host publicationAcademy of Management Proceedings 2018
PublisherAcademy of Management
Publication statusPublished - 1 Aug 2017

Publication series

NameAcademy of Management Proceedings
PublisherAcademy of Management
ISSN (Print)0065-0668
ISSN (Electronic)2151=6561


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