The effect of friendship on decisions: Field studies of real estate transactions

Human Relations

Volumn 49, Issue 12, 1996, Pages 1519-1547

  Halpern, Jennifer J ^a,b  

^a and History   (United States)

^b UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

Cognitive scripts; Friendly relations; Friendship; Real estate agents

Indexed keywords

EID: 0009916030     PISSN: 00187267     EISSN: None     Source Type: Journal    
DOI: 10.1177/001872679604901203     Document Type: Article

References (37)

1. BAKER, W. E. Floor trading and crowd dynamics. In P. A. Adler and P. Adler (Eds.), The social dynamics of financial markets. Greenwich, CT: JAI Press, 1984.
2. BOULDING, K. E. The economy of love and fear. Belmont, CA: Wadsworth, 1973.
3. EDEN, C., ACKERMANN, F., & TAIT, A. Comparing Cognitive Maps: Methodological Issues. Presented to the International Workshop on Managerial and Organizational Cognition, Brussels, Belgium, May 13-14, 1993.
4. ETZIONI, A. The moral dimension: Toward a new economics. New York: The Free Press, 1988.
5. FELD, S. L. Focused organization of social ties. American Journal of Sociology, 1981, 86(5), 1015-1035.
6. FISCHER, C. S. What do we mean by "friend?" A deductive study. Social Networks, 1982, 3, 287-306.
7. FISKE, S. T., & TAYLOR, S. E. Social cognition. New York: Random House, 1984.
8. FRY, W. R., FIRESTONE, I. J., & WILLIAMS, D. L. Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose? Basic and Applied Social Psychology, 1983, 4(1), 1-16.
9. GRANOVETTER, M. Getting a job: a study of contacts and careers. Cambridge, MA: Harvard University Press, 1974.
10. GRANOVETTER, M. Problems of explanation in economic sociology. In N. Nohria & R. G. Eccles (Eds.), Networks and organizations: Structure, form, and action. Boston, MA: Harvard Business School Press, 1992, pp. 25-56.
11. GREENHALGH, L., & CHAPMAN, D. The influence of relationships on the process and outcomes of negotiations. Academy of Management Journal, 1993. Under review.
12. HALPERN, J. J. The effect of friendship on bargaining: Experimental studies of personal business transactions. In J. L. Wall and L. R. Jauch (Eds.), Best paper proceedings, Academy of Management, 1992, pp. 64-68.
13. HALPERN, J. J. The effect of friendship on personal business transactions. Journal of Conflict Resolution, 1994, 58(4), 647-664.
14. HEIMER, C. Doing your job and helping your friends: Universalistic norms about obligations to particular others in networks. In N. Nohria & R. G. Eccles (Eds.), Networks and organizations: Structure, form, and action. Boston, MA: Harvard Business School Press, 1992, pp. 143-165.
15. HERZBERG, F. Work and the nature of man. Cleveland: World Publishing, 1966.
16. HOUSE, J. D. Structured forms of social behaviour: Colleague relations in the real estate business. Canadian Journal of Behavioural Science, 1975, 7(3), 201-215.
17. HUFF, A. S. (Ed.). Mapping strategic thought. Chichester, UK: Wiley, 1990.
18. IBARRA, H., & ANDREWS, S. B. Power, social influence, and sense making: Effects of network centrality and proximity on employee perceptions. Administrative Science Quarterly, 1993, 38(2), 277-303.
19. KELLEY, H. H. Personal relationships: Their structures and processes. Hillsdale, NJ: Lawrence Erlbaum, 1979.
20. KRACKHARDT, D. The strength of strong ties: The importance of philos in organizations. In N. Nohria & R. Eccles (Eds.), Networks in organizations: Structure, form, and action. Harvard Business School Press, 1992.
21. KRACKHARDT, D., & STERN, R. N. Informal networks and organizational crises: An experimental simulation. Social Psychology Quarterly, 1988, 5(12), 123-140.
22. KURTH, S. Friendship and friendly relations. In G. J. McCall et al. (Eds.), Social relationships. Chicago: Aldine, 1970.
23. LAZARSFELD, P. F., & MERTON, R. K. Friendship as a social process: A substantive and methodological analysis. In M. Berger, T. Abel, and C. H. Page (Eds.), Freedom and control in modern society, Princeton, NJ: D. Van Nostrand & Co., 1954, pp. 18-66.
24. MORGAN, W. R., & SAWYER, J. Bargaining, expectations, and the preference for equality over equity. Journal of Personality and Social Psychology, 1967, 6, 139-149.
25. ROSE, S. Professional networks of junior faculty in psychology. Psychology of Women Quarterly, 1985, 9(4), 533-547.
26. RUBIN, Z. Liking and loving. New York: Holt, Rinehart, & Winston, 1973.
27. SALZINGER, L. L. The ties that bind: The effect of clustering on dyadic relationships. Social Networks, 1982, 4(2), 117-145.
28. SCHANK R. C., & ABELSON, R. P. Scripts, plans, and understanding. Hillsdale, NJ: Erlbaum, 1977.
29. SCHEIN, E. H. The individual, the organization, and the career: A conceptual scheme. Journal of Applied Behavioral Science, 1971, 7, 401-426.
30. SCHLENKER, B. R. Impression management: The self-concept, social identity, and interpersonal relations. Monterey, CA: Brooks-Cole, 1980.
31. SEYBOLT, P. M., & MURNIGHAN, J. K. The competitive urge: Cognitive antecedents to conflict. Academy of Management Presentation, 1990.
32. SHAH, P. P., & JEHN, K. A. Do friends perform better than acquaintances? The interaction of friendship, conflict, and task. Group Decision and Negotiation, 1993, 2, 149-165.
33. SHAPIRO, E. G. Effect of expectations of future interactions on reward allocations in dyads: Equity or equality? Journal of Personality and Social Psychology, 1975, 31, 873-880.
34. VAN MAANEN, J., & SCHEIN, E. H. Toward a theory of organizational socialization. In B. M. Staw and L. Cummings, (Eds.), Research in organizational behavior (Vol. 1). 1979, pp. 209-264.
35. WILLIAMSON, O. E. The economic institutions of capitalism. New York: Free Press, 1985.
36. WRIGHT, R. A. Job "openings" weren't: Estimates of the extent of informal network hiring in sociology, 1965-1972. American Sociologist, 1993, 24(2), 13-15.
37. ZAND, D. E. Trust and managerial problem-solving. Administrative Science Quarterly, 1972, 17, 229-239.