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Elements of a Script for Friendship in Transactions

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  • Jennifer J. Halpern

    (Organizational Behavior, Ithaca, New York)

Abstract

Social norms constrain people's behaviors in transactions, but such norms are rarely investigated. Script theory provides a coherent, holistic structure for understanding socially mediated behaviors. This study proposes terms of a script for the pricing behavior of transactors when friendship is considered. The script generates testable hypotheses, which are studied in three lab-based experiments. Vignette studies considered the effect of friendship on two-party transactions and revealed consistent behaviors. Without discussion, subjects exhibit consistent agreement for what constitutes appropriate pricing for friends and for strangers in different contexts: when pricing a variety of commodities for a transaction, when acting as agents for a friend or a stranger, and when observing others engaged in such transactions.

Suggested Citation

  • Jennifer J. Halpern, 1997. "Elements of a Script for Friendship in Transactions," Journal of Conflict Resolution, Peace Science Society (International), vol. 41(6), pages 835-868, December.
    • Handle: RePEc:sae:jocore:v:41:y:1997:i:6:p:835-868
    DOI: 10.1177/0022002797041006006
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    References listed on IDEAS

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    Cited by:

    1. Jaime Ramirez-Fernandez & Jimena Y. Ramirez-Marin & Lourdes Munduate, 2018. "I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers," Group Decision and Negotiation, Springer, vol. 27(1), pages 85-105, February.
    2. Weihe Gao & Yong Liu & Liping Qian, 2016. "The personal touch of business relationship: A study of the determinants and impact of business friendship," Asia Pacific Journal of Management, Springer, vol. 33(2), pages 469-498, June.

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