Abstract

This paper introduces three new dimensions to the idiosyncratic deals (i.e., i-deals) literature, and develops measures for these dimensions to broaden the scope of research on i-deals beyond i-deal timing and content. Based on four studies, the paper proposes and validates three new scales for measurement of i-deals motivations as well as management of i-deals. In Studies 1 and 2, the scales were developed and tested for their factor structure, reliability and discriminant validity. Studies 3 and 4 provided further evidence for the psychometric properties of the new i-deals measures and examined antecedents and outcomes of i-deal motivations and management. The results suggest that the three scales can be used to reliably measure i-deal motivations and i-deal management.