POWER AND THE EMERGENCE OF COMMITMENT BEHAVIOR IN NEGOTIATED EXCHANGE

We examine the impact of power on the development of affective commitm ent in dyadic relations within a minimal exchange network. Theory stip ulates that in repeated negotiated exchange (1) equal power and integr ative bargaining issues increase the frequency of exchange between act ors, (2) frequent exchange generates positive emotions that are attrib uted to the focal relation, and (3) positive emotion increases the pro pensity to form an affective commitment to the relation. When commitme nt develops, actors tend to remain in a relation despite alternatives and to provide benefits beyond those necessary to maintain the relatio nship. An experimental test supports the theory and suggests the condi tions under which instrumental exchange relations become expressive. W e discuss implications for the role of dyads in exchange networks.