The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions

Organizational Behavior and Human Decision Processes

Volumn 96, Issue 1, 2005, Pages 72-88

  Valenzuela, Ana ^a   Srivastava, Joydeep ^b   Lee, Seonsu ^c  

^a SAN FRANCISCO STATE UNIVERSITY   (United States)

^b UNIVERSITY OF MARYLAND   (United States)

^c Wonkwang University   (South Korea)

Author keywords

Bargaining; Causal attributions; Culture; Incomplete information; Inferences; Negotiations

Indexed keywords

EID: 26444570850     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2004.09.001     Document Type: Article

References (47)

1. R.M. Baron & D.A. Kenny The moderator-mediator distinction in social psychological research: Conceptual, strategic, and statistical considerations Journal of Personality and Social Psychology 51 6 1986 1173-1182
2. S. Blount When social outcomes aren't fair: The effect of causal attributions on preferences Organizational Behavior and Human Decision Processes 63 August 1995 131-144
3. G. Bolton & R. Zwick Anonymity versus punishment in ultimatum bargaining Games and Economic Behavior 10 1995 95-121
4. D. Briley M.W. Morris & I. Simonson Reasons as carriers of culture: Dynamic versus dispositional models of cultural influence on decision making Journal of Consumer Research 27 September 2000 157-178
5. N.R. Buchan R.T.A. Croson & E.J. Johnson When do fair beliefs influence bargaining behavior. Experimental bargaining in Japan and the United States Journal of Consumer Research 31 June 2004 181-190
6. C. Camerer & R.H. Thaler Anomalies: Ultimatums, dictators, and manners Journal of Economic Perspectives 9 2 1995 209-219
7. Y. Chen E.A. Mannix & T. Okumura The importance of who you meet: Effects of self- versus other- concerns among negotiators in the United States, the People's Republic of China, and Japan Journal of Experimental Social Psychology 39 January 2003 1-15
8. C. Chiu M.W. Morris T. Menon & Y. Hong Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of need for closure Journal of Personality and Social Psychology 78 2 2000 247-259
9. I. Choi & R.E. Nisbett Situational salience and cultural differences in the correspondence bias and actor-observer bias Personality and Social Psychology Bulletin 24 9 1998 949-960
10. I. Choi R.E. Nisbett & A. Norenzayan Causal attribution across cultures: Variation and universality Psychological Bulletin 125 1 1999 47-63
11. T.A. Church F.A. Ortiz M.S. Katigbak T.V. Avdeyeva A.M. Emerson J. Vargas Flores & J. Ibanez Reyes Measuring individual and cultural differences in implicit trait theories Journal of Personality and Social Psychology 85 2 2003 332-347
12. R.T.A. Croson Information in ultimatum games: An experimental study Journal of Economic Behavior and Organization 30 August 1996 197-212
13. M.J. Gelfand M. Higgins L.H. Nishii J.L. Raver A. Dominguez F. Murakami S. Yamaguchi & M. Toyoma Culture and egocentric perceptions of fairness in conflict and negotiation Journal of Applied Psychology 87 October 2002 833-845
14. M.J. Gelfand & S. Christakopoulou Culture and negotiator cognition: Judgment accuracy and negotiation processes in individualistic and collectivistic cultures Organizational Behavior and Human Decision Processes 79 3 1999 248-269
15. T. Gilovich Seeing the past in the present: The effect of associations to familiar events on judgments and decisions Journal of Personality and Social Psychology 40 May 1981 797-808
16. J.L. Graham D.K. Kim C. Lin & M. Robinson Buyer-seller negotiations around the Pacific Rim: Differences in fundamental exchange processes Journal of Consumer Research 15 June 1988 48-54
17. J. Henrich R. Boyd S. Bowles C. Camerer E. Fehr H. Gintis & R. McElreath In Search of Homo Economicus: Behavioral experiments in 15 small-scale societies American Economic Review 91 May 2001 73-78
18. T.E. Higgins & S.L. Bryant Consensus information and fundamental attribution error: The role of development and in-group versus out-group knowledge Journal of Personality and Social Psychology 43 5 1982 889-900
19. T.E. Higgins Knowledge activation: Accessibility, applicability, and salience In: Tory Higgins & A.W. Kruglanski (Eds.) Social Psychology: Handbook of Basic Principles 1996 Guilford New York 133-168
20. G. Hofstede Cultures and organizations: Software of the mind 1991 McGraw-Hill London
21. Y. Hong G. Ip C. Chiu M. Morris & T. Menon Cultural identity and dynamic construction of the self: Collective duties and individual rights in Chinese and American Cultures Social Cognition 19 3 2001 251-268
22. E.D. Knowles M.W. Morris & C. Chiu Culture and the process of person perception: Evidence for automaticity among East Asians in correcting for situational influences on behavior Personality and Social Psychology Bulletin 27 10 2001 1344-1356
23. D.S. Krull M.H. Loy J. Lin C. Wang S. Chen & X. Zhao The fundamental attribution error: Correpondence bias in individualistic and collectivistic cultures Personality and Social Psychology Bulletin 25 10 1999 1208-1219
24. K. Leung M.H. Bond S. Reimel de Carrasquel C. Muñoz M. Hernández F. Murakami S. Yamaguchi G. Bierbrauer & T.M. Singelis Social axioms: The search for universal dimensions of general beliefs about how the world functions Journal of Cross-Cultural Psychology 33 2002 286-302
25. K. Leung & D.W. Tjosvold (eds.) Conflict management in Asia Pacific rim 1998 Wiley Singapore
26. K. Leung Some determinants of reaction to procedural models for conflict resolution: A cross-national study Journal of Personality and Social Psychology 53 1987 898-908
27. H. Markus & S. Kitayama Culture and the self: Implications for cognition, emotion and motivation Psychological Review 98 April 1991 224-253
28. T. Menon M.W. Morris C. Chiu & Y. Hong Culture and the construal of agency: Attribution to individual versus group dispositions Journal of Personality and Social Psychology 76 5 1999 701-717
29. M.W. Morris & K. Peng Culture and cause: American and Chinese attributions for social and physical events Journal of Personality and Social Psychology 67 1994 949-971
30. M.W. Morris R.P. Larrick & S.K. Su Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits Journal of Personality and Social Psychology 77 1 1999 52-67
31. M.W. Morris K. Leung & D. Ames View from the inside and outside: Integrating emic and etic insights about culture and justice judgment Academy of Management Review 24 4 1999 781-796
32. M.W. Morris & H. Fu How does culture influence conflict resolution? A dynamic constructivist analysis Social Cognition 19 July 2001 324-349
33. M.W. Morris K. Leung & S.S. Iyengar Person perception in the heat of conflict: Negative trait attributions affect procedural preferences and account for situational and cultural differences Asian Journal of Social Psychology 7 2004 127-147
34. R.E. Nisbett & L. Ross Human inference: Strategies and shortcomings for social judgment 1980 Prentice-Hall Englewood Cliffs, NJ
35. R. Nisbett The geography of thought - How Asians and Westerners think differently - and why 2003 Simon & Schuster Adult Publishing Group NY
36. D. Oyserman M. Kemmelmeier & H.M. Coon Cultural psychology, a new look: Reply to Bond (2002), Fiske (2002), Kitayama (2002), and Miller (2002) Psychological Bulletin 128 1 2002 110-117
37. A.E. Roth V. Prasnikar M. Okuno-Fujiwara & S. Zamir Bargaining and market behavior in Jerusalem, Ljubljana, Pittsburgh and Tokio: An experimental study American Economic Review 81 5 1991 1068-1095
38. E. Shafir I. Simonson & A. Tversky Reason-based choice Cognition 49 1993 11-36
39. J. Srivastava The role of inferences in sequential bargaining with one-sided incomplete information: Some experimental evidence Organizational Behavior and Human Decision Processes 85 1 2001 166-187
40. J. Srivastava D. Chakravarti & A. Rapoport Price and margin negotiations in marketing channels: An experimental study of sequential bargaining under one-sided uncertainty and opportunity cost of delay Marketing Science 19 2000 163-184
41. Srivastava, J., & Valenzuela, A. (2004). Role of social identity and information in facilitating exchange: Effects on fairness perceptions, attribution, and behavior. Working paper, University of Maryland, College Park, MD
42. Y. Takano & E. Osaka An unsupported common view: Comparing Japan and the U.S. on individualism/collectivism Asian Journal of Social Psychology 2 December 1999 311-341
43. H.C. Triandis Culture and social behavior 1994 Simon & Schuster New York
44. H.C. Triandis Individualism and collectivism 1995 Westview Press Boulder, CO
45. R.H. Thaler The ultimatum game Journal of Economic Perspectives 2 Autumn 1988 195-206
46. S.B. White & M.A. Neale The role of negotiator aspirations and settlement expectancies in bargaining outcomes Organizational Behavior and Human Decision Processes 57 February 1994 303-317
47. V.Y. Yzerbyt A. Rogier & S.T. Fiske Group entitativity and social attribution: On translating situational constraints into stereotypes Personality and Social Psychology Bulletin 24 10 1998 1090-1104