Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

Click here to sign up for SAGE Journal Email Alerts today!

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
Right arrow Citation Map
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?

Elements of a Script for Friendship in Transactions

Jennifer J. Halpern

Organizational Behavior, Ithaca, New York

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.

Journal of Conflict Resolution, Vol. 41, No. 6, 835-868 (1997)
DOI: 10.1177/0022002797041006006
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
 Rationality and SocietyHome page
H. de Vos, R. Smaniotto, and D. A. Elsas
RECIPROCAL ALTRUISM UNDER CONDITIONS OF PARTNER SELECTION
Rationality and Society, May 1, 2001; 13(2): 139 - 183.
[Abstract] [PDF]