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Understanding the influence of outcome valence in bargaining : a study on fairness accessibility, norms, and behavior


Leliveld, Marijke C.; Beest, Ilja van; Dijk, Eric van; Tenbrunsel, Ann E.


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Abstract "In this study we investigate how outcome valence affects the importance of self-interest and fairness in ultimatum bargaining. In three experiments we systematically study the effect of outcome valence on fairness accessibility, norms, and behavior. Results on all three aspects show strong evidence for the hypothesis that fairness becomes more important and self-interest becomes less important in negative valence bargaining. Fairness accessibility was higher when bargaining involved negative payoffs than when it involved positive payoffs (Experiment 1), the fairness norm was stronger in negatively versus positively valenced bargaining when an identical unequal offer benefiting the allocators was evaluated (Experiment 2), and allocators allocated more to recipients in negative valence bargaining than in positive valence bargaining (Experiment 3). We relate our findings to insights derived from the do-no-harm principle." [author's abstract]
Klassifikation Allgemeine Soziologie, Makrosoziologie, spezielle Theorien und Schulen, Entwicklung und Geschichte der Soziologie; Sozialpsychologie
Freie Schlagwörter outcome valence; bargaining; do-no-harm; norms; fairness accessibility
Sprache Dokument Englisch
Publikationsjahr 2009
Seitenangabe S. 505-514
Zeitschriftentitel Journal of Experimental Social Psychology, 45 (2009) 3
DOI http://dx.doi.org/10.1016/j.jesp.2009.02.006
Status Postprint; begutachtet (peer reviewed)
Lizenz PEER Licence Agreement (applicable only to documents from PEER project)