Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation
Bibliographic Data
| ID | 6285914 |
|---|---|
| Authors | Patrick J Kaufmann (Harvard University), Louis W Stern (Northwestern University) |
| Year | 1988 |
| Volume | 32 |
| Issue | 3 |
| Pages | 534-552 |
| Publication date | 1988-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/0022002788032003007 |
| OpenAlex | W2161121119 |
| Language | EN |
| Citations received | 16 |
| References cited | 19 |
Relational Exchange Theory suggests that the norms that govern commercial exchange behavior in discrete transactions are markedly different from those in relational exchange. When parties to commercial exchange become involved in a manifest conflict episode, it might be expected that the types of norms that govern their relationship will affect their characterization of each other's conflict behavior. This article proposes a model of conflict in commercial exchange relationships. The model focuses on how the prevailing exchange norms of solidarity, role integrity, and mutuality impact a party's perception of unfair treatment, and how causal attributions mediate those effects. The perception of unfairness is then linked to the level of hostility that is retained after the conflict episode ostensibly has been terminated. Several hypotheses are tested using a sample of firms engaged in contract litigation. The norm of solidarity and its interaction with the causal attribution measure are found to be significantly related to the level of perceived unfairness. Perceived unfairness is also significantly related to retained hostility
Attribution · Conflict management · Hostility · Norm (philosophy · Perception · Political science · Politics · Social exchange theory · Solidarity · Conflict Management and Negotiation · Franchising Strategies and Performance · Law · Law, Economics, and Judicial Systems · Psychology · Social Psychology
Markets and Corporate Conflict
Psychological and implied contracts in organizations
Customer engagement, buyer‐seller relationships, and social media
Inter-firm relational adaptation
Psikolojik Sözleşme Algısının İşe Adanmışlık Üzerindeki Etkisi
Retracted
“The More Things Change…”
Optimal Pricing Decisions for a Low-Carbon Supply Chain Considering Fairness Concern under Carbon Quota Policy
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The inverted curvilinear effects of business relationships on institutional success
When Businesses Sue Each Other
Markets and Corporate Conflict
Employment relations in Norway
Expected Utility and Peace Science
The Social Norms of Discrete Consumer Exchange
Gossip and Reputation in Business Networks
Conflict and defense
Non-Contractual Relations in Business
Hindsight is not equal to foresight
Conflict and Conflict Management
Contracts between Businessmen
Norms, Deviance, and Social Control
Conflict Actions and Outcomes
Non-Contractual Relations in Business
Convergent and discriminant validation by the multitrait-multimethod matrix
| Unique citing works | 16 |
|---|---|
| Citations per year | 0,35 |
| Citation span | 1980 - 2024 (45) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 16 |