Emotion and group cohesion in productive exchange

This study refines and experimentally tests a theory of relational cohesion that explains how and when actors become committed to one another in the c ontext of multiactor exchange. The theory asserts that frequent social exch ange results in (1) positive emotions that solidify and strengthen the pers on-to-group bond and (2) uncertainty reduction that renders the focal group more salient in relation to others. These two mechanisms produce a sense o f psychological group formation and ultimately increase observable acts of commitment. In a "productive exchange" setting, three actors negotiate a jo int venture that requires the assent of all members. The exchanges featured two forms of commitment behavior: the giving of small token gifts and the decision to invest in a three-way prisoner's dilemma. The results suggest t hat positive emotion and uncertainty reduction are theoretically distinct a nd affect commitment behavior through different mechanisms. The article con cludes by discussing the general implications for commitment and social ord er.