Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness.

摘要: Exchange theories posit that trust has an important and favorable influence on dyadic interactions. This paper examines the notion plays a key role in making seller's tough bargaining strategy successful. In experiment, we manipulated subjects' preconceptions about trustworthiness toughness. As hypothesized, expected trustworthiness-plus-toughness led to higher levels of buyer-seller cooperation agreement level buyer concessions.