Elements of a Script for Friendship in Transactions

Jennifer J. Halpern
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Jennifer J. Halpern: Organizational Behavior, Ithaca, New York

Journal of Conflict Resolution, 1997, vol. 41, issue 6, 835-868

Abstract: 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.

Date: 1997
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Persistent link: https://EconPapers.repec.org/RePEc:sae:jocore:v:41:y:1997:i:6:p:835-868

DOI: 10.1177/0022002797041006006

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