The Effect of Friendship on Personal Business Transactions
- 1 December 1994
- journal article
- Published by SAGE Publications in Journal of Conflict Resolution
- Vol. 38 (4) , 647-664
- https://doi.org/10.1177/0022002794038004003
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.Keywords
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