The Effect of Friendship on Personal Business Transactions

Jennifer J. Halpern
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Jennifer J. Halpern: Cornell University

Journal of Conflict Resolution, 1994, vol. 38, issue 4, 647-664

Abstract: 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.

Date: 1994
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Persistent link: https://EconPapers.repec.org/RePEc:sae:jocore:v:38:y:1994:i:4:p:647-664

DOI: 10.1177/0022002794038004003

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