THE EFFECT OF FRIENDSHIP ON PERSONAL BUSINESS TRANSACTIONS

Authors
HALPERN JJ
Citation
Jj. Halpern, THE EFFECT OF FRIENDSHIP ON PERSONAL BUSINESS TRANSACTIONS, The Journal of conflict resolution, 38(4), 1994, pp. 647-664
Citations number
23
Categorie Soggetti
Social, Sciences, Interdisciplinary","Political Science","International Relations
Journal title
The Journal of conflict resolution → ACNP
ISSN journal
00220027
Volume
38
Issue
4
Year of publication
1994
Pages
647 - 664
Database
ISI
SICI code
0022-0027(1994)38:4<647:TEOFOP>2.0.ZU;2-6
Abstract
A laboratory study examined effects of friendship on expectations of p ricing in personal business transactions. Friends expect to pay more b ut charge less for a variety of commodities than do strangers. Remarka bly, without discussion, friends agree on prices for commodities, wher eas strangers do not. The result was replicated in a second study and extended to other commodities. The effect may be due to cognitive scri pts for transactions with friends.