Explaining Unfair Offers in Ultimatum Games and their Effects on Trust: An Experimental Approach

David De Cremer, Eric van Dijk and Madan M. Pillutla

Business Ethics Quarterly, 2010, vol. 20, issue 1, 107-126

Abstract: 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.

Date: 2010
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