Abstract
Yield shift theory (YST) is a relatively new theory that offers logic to predict and explain satisfaction effects for which prior theories could not fully account. We investigate the degree to which the propositions of YST are consistent with observed outcomes in a study of satisfaction with technology-supported collaboration among 322 knowledge workers from the Netherlands and 300 from the USA. Participants worked in natural groups on real tasks assigned in the course of their professional duties. All organizations used professional facilitators to guide the groups through complex collaborative tasks. Facilitators distributed a brief survey to measure the dependent variables satisfaction-with-outcome and satisfaction-with-process and the independent variables changes-in-utility and changes-in-likelihood. We validated the instrument in Dutch and English. Findings were consistent with the YST proposition that satisfaction responses are a function in shifts-in-yield for an individual’s set of active goals. We also observed that satisfaction responses also varied by national culture—on average, Netherlanders reported satisfaction responses of lower magnitude than did US participants. We discuss implications of YST for researchers and practitioners, and use its logic to reason why, in context of workplace collaboration, there may be differences in satisfaction responses by national culture.
Similar content being viewed by others
References
Agres A, de Vreede G, Briggs R (2005) A tale of two cities: case studies of GSS transition in two organizations. Group Decis Negot 14:267–284
Au N, Ngai W, Cheng T (2008) Extending the understanding of end user information systems satisfaction formation: an equitable needs fulfillment model approach. MIS Q 32:43–66
Bhattacherjee A (2001) Understanding information systems continuance: an expectation confirmation model. Manag Info Syst Q 3(25):351–370
Briggs RO, Reinig BA, de Vreede GJ (2006) Meeting satisfaction for technology supported groups: an empirical validation of a goal-attainment model. Small Res 37(6):585–611
Briggs RO, Reinig BA et al (2008) The yield shift theory of satisfaction and its application to the IS/IT domain. J Assoc Inf Syst 9(5):267–293
Chau PYK (1996) An empirical assessment of a modified technology acceptance model. J Manag Inf Syst 13(2):185–204
Craighead CW, Ketchen DJ, Dunn KS, Hult TM (2011) Addressing common method variance: guidelines for survey research on information technology, operations, and supply chain management. IEE Trans Eng Manag 58(3):578–588
Cui X, Lai VS (2013) Bidding strategies in online single-unit auctions: their impact and satisfaction. Inf Manag 50:314–321
DeLone WH, McClean ER (2003) The DeLone and McLean model of information systems success: a 10-year update. J Manag Inf Syst 19(4):9–30
Ferreira C, Cohen J (2008) Agile systems development and stakeholder satisfaction: a South African empirical study. In: Proceedings of the 2008 annual research conference of the South African Institute of Computer Scientists and Information Technologists on IT research in developing countries: riding the wave of technology. ACM, pp 48–55
Geiger I (2014) Media effects on the formation of negotiator satisfaction: the example of face-to-face and text based electronically mediated negotiations. Group Decis Negot 23(4):735–763
Gorla N, Somers TM (2014) The impact of IT outsourcing on information systems success. Inf Manag 51:320–335
Gregor S (2006) The nature of theory in information systems. Manag Inf Syst Q 30:611–642
Hair JF Jr, Anderson RE, Tatham RL, Black WC (2004) Multivariate data analysis, 4th edn. Prentice Hall, Upper Saddle River
Haynes GA (2009) Testing the boundaries of the choice overload phenomenon: the effect of number of options and time pressure on decision difficulty and satisfaction. Psychol Mark 26:204–212
Jenkins JL, Durcikova A, Ross G (2010) Nunamaker JF encouraging users to behave securely. In: 31st international conference on information systems, ICIS 2010
Lankton NK, McKnight HD (2012) Examining two expectation disconfirmation theory models: assimilation and asymmetry effects. J Assoc Inf Syst 13(2):88–115
Liu V, Khalifa M (2003) Determinants of satisfaction at different adoption stages of Internet-based services. J Assoc Inf Syst 4(1):12
Lowry PB, Romano NC, Jenkins JL, Guthrie RW (2009) The CMC interactivity model: how interactivity enhances communication quality and process satisfaction in lean-media groups. J Manag Inf Syst 26:155–196
McKeen JD, Guimaraes T, Wetherbe JC (1994) The relationship between user participation and user satisfaction: an investigation of four contingency factors. MIS Q 18(4):427–451
Neter J, Wasserman W, Kutner MH (1990) Applied linear models, 3rd edn. Irwin, Homewood
Oliver RL (1980) A cognitive model of the antecedents and consequences of satisfaction decisions. J Mark Res 17:460–469
Oliver RL (2009) Satisfaction: a behavioral perspective on the consumer. ME Sharpe Inc, New York
Oliver RL, Swan JE (1989) Equity and disconfirmation perceptions as influences on merchant and product satisfaction. J Consum Res 16:372–383
Oliver RL, Balakrishnan PS, Barry B (1994) Outcome satisfaction in negotiation: a test of expectancy disconfirmation. Org Behav Hum Decis Process 60:252–275
Podsakoff PM, Organ DW (1986) Self-reports in organizational research: problems and prospects. J Manag 12:69–82
Podsakoff PM, MacKenzie SB, Lee JY, Podsakoff NP (2003) Common method bias in behavioral research: a critical review of the literature and recommended remedies. J Appl Psychol 88(5):879–903
Reinig BA (2003) Towards an understanding of satisfaction with the process and outcomes of teamwork. J Manag Inf Syst 19(4):65–83
Reinig BA, Briggs RO, Shepherd MM, Yen J, Nunamaker JF Jr (1996) Affective reward and the adoption of group support systems: productivity is not always enough. J Manag Inf Syst 12:171–185
Reinig BA, Briggs RO, de Vreede GJ (2009) Satisfaction as a function of perceived change in likelihood of goal attainment: a cross-cultural study. Int J Collab 5(2):61–74
Reinig BA, Horowitz I, Whittenburg G (2011) A longitudinal analysis of satisfaction with group work. Group Decis Negot 20(2):215–237
Rockmann K, Northcraft G (2010) Expecting the worst? Dynamic role of competitive expectations in team member satisfaction and team performance. Small Group Res 41:308
Salisbury WD, Parent M, Chin WW (2008) Robbing Peter to pay Paul: the differential effect of GSS restrictiveness on process satisfaction and group cohesion. Group Decis Negot 17:303–320
Schwab DP (2004) Research methods for organizational studies, 2nd edn. Mahwa, Lawrence Erlbaum Associates Publishers
Van Ryzin GG (2013) An experimental test of the expectancy-disconfirmation theory of citizen satisfaction. J Policy Anal Manag 32:597–614
Wang Z, Lim J et al (2010) Negotiator satisfaction in NSS-faCLitated negotiation. Group Decis Negot 19(3):279–300
Author information
Authors and Affiliations
Corresponding author
Rights and permissions
About this article
Cite this article
Reinig, B.A., de Vreede, GJ. & Briggs, R.O. An Investigation of the Yield Shift Theory of Satisfaction Using Field Data from the United States and the Netherlands. Group Decis Negot 26, 973–996 (2017). https://doi.org/10.1007/s10726-017-9530-1
Published:
Issue Date:
DOI: https://doi.org/10.1007/s10726-017-9530-1