2010
Explaining Unfair Offers in Ultimatum Games and Its effects on Trust: An Experimental Approach
Publication
Publication
Business Ethics Quarterly , Volume 20 - Issue 1 p. 107- 126
Unfair offers in bargaining may have disruptive effects because they may reduce interpersonal trust. In such situations future trust may be strongly affected by social accounts (i.e., apologies vs. denials). In the current paper we investigate when people are most likely to demand social accounts for the unfair offer (Experiment 1 ), and when social account, will have the highest impact (Experiment 2). We hypothesized that the need for and impact of social accounts will be highest when the intentions of the other party are uncertain. The results provided support for this reasoning. [ABSTRACT FROM AUTHOR]
| Additional Metadata | |
|---|---|
| doi.org/10.5840/beq20102018, hdl.handle.net/1765/77835 | |
| ERIM Top-Core Articles | |
| Business Ethics Quarterly | |
| Organisation | Rotterdam School of Management (RSM), Erasmus University |
|
de Cremer, D., van Dijk, E., & Pillutla, M. (2010). Explaining Unfair Offers in Ultimatum Games and Its effects on Trust: An Experimental Approach. Business Ethics Quarterly, 20(1), 107–126. doi:10.5840/beq20102018 |
|