David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Ezio Di Nucci
Jack Alan Reynolds
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Business Ethics Quarterly 20 (1):107-126 (2010)
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 accounts 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
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References found in this work BETA
J. Keith Murnighan (1999). Once Bitten. Business Ethics Quarterly 9 (1):69-85.
Kevin Gibson, William Bottom & J. Keith Murnighan (1999). Once Bitten: Defection and Reconciliation in a Cooperative Enterprise. Business Ethics Quarterly 9 (1):69-85.
Citations of this work BETA
Filipe Sobral & Gazi Islam (2013). Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making. [REVIEW] Journal of Business Ethics 117 (2):281-296.
David De Cremer, Ann E. Tenbrunsel & Marius van Dijke (2010). Regulating Ethical Failures: Insights From Psychology. [REVIEW] Journal of Business Ethics 95 (1):1-6.
Pedro Francés-Gómez, Lorenzo Sacconi & Marco Faillo (2015). Experimental Economics as a Method for Normative Business Ethics. Business Ethics: A European Review 24:S41-S53.
Wayne Eastman (2013). Ideology as Rationalization and as Self-Righteousness. Business Ethics Quarterly 23 (4):527-560.
David Boyd & Krista Hill (2015). Who Should Apologize When an Employee Transgresses? Source Effects on Apology Effectiveness. Journal of Business Ethics 130 (1):163-170.
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