Work

When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States

Year: 2004

Type: article

Abstract: In this research, we examine the influence of beliefs about fairness on bargaining behavior. Using a repeated ultimatum game, we examine bargaining contexts in Japan and the United States in which buyers' or sellers' fair beliefs are either in alignment with or in conflict with their own self-interest. We suggest that understanding the relationship between fair beliefs and self-interest is central to understanding when fair beliefs will influence bargaining behavior. Our results demonstrate that fair beliefs predict bargaining behavior when they are aligned with one's own self-interest.

Source: Journal of Consumer Research

DOI: 10.1086/383433

Authors: Nancy R. Buchan, Rachel T. A. Croson, Eric J. Johnson

Institutions: University of Pennsylvania, Columbia University

Language: English

Topic: Experimental Behavioral Economics Studies

Subfield: Safety Research

Field: Social Sciences

Domain: Social Sciences

SDG: Peace, justice, and strong institutions

Open Access status: green

OpenAlex ID: W2116653840

FWCI: 12.41

Cites: 42

Cited by: 107

Related to: 10