Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

CiteULike is a free service for managing and discovering scholarly references - click here to get started.

Sign In to gain access to subscriptions and/or personal tools.
Journal of Conflict Resolution
This Article
Right arrow Full Text (PDF)
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Alert me to new issues of the journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrowRequest Permissions
Right arrow Request Reprints
Right arrow Add to My Marked Citations
Citing Articles
Right arrow Citing Articles via HighWire
Right arrow Citing Articles via Google Scholar
Right arrow Citing Articles via Scopus
Google Scholar
Right arrow Articles by Halpern, J. J.
Right arrow Search for Related Content
Social Bookmarking
Add to CiteULike   Add to Complore   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati   Add to Twitter  
What's this?

The Effect of Friendship on Personal Business Transactions

Jennifer J. Halpern

Cornell University

A laboratory study examined effects of friendship on expectations of pricing in personal business transactions. Friends expect to pay more but charge less for a variety of commodities than do strangers. Remarkably, without discussion, friends agree on prices for commodities, whereas strangers do not. The result was replicated in a second study and extended to other commodities. The effect may be due to cognitive scripts for transactions with friends.

Journal of Conflict Resolution, Vol. 38, No. 4, 647-664 (1994)
DOI: 10.1177/0022002794038004003
Add to CiteULike CiteULike   Add to Complore Complore   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati   Add to Twitter Twitter    What's this?


This article has been cited by other articles:


Home page
 Journal of Conflict ResolutionHome page
D. R. Mandel
Economic Transactions among Friends: Asymmetric Generosity But not Agreement in Buyers' and Sellers' Offers
Journal of Conflict Resolution, August 1, 2006; 50(4): 584 - 606.
[Abstract] [PDF]

Home page
 Journal of Conflict ResolutionHome page
J. J. Halpern
Elements of a Script for Friendship in Transactions
Journal of Conflict Resolution, December 1, 1997; 41(6): 835 - 868.
[Abstract]

Home page
 Human RelationsHome page
J. J. Halpern
The Effect of Friendship on Decisions: Field Studies of Real Estate Transactions
Human Relations, December 1, 1996; 49(12): 1519 - 1547.
[Abstract] [PDF]