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Volumn 42, Issue 3, 1999, Pages 525-542

The Effectiveness of Gifts as Unilateral Initiatives in Bargaining

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EID: 84993725142     PISSN: 07311214     EISSN: 15333867     Source Type: Journal    
DOI: 10.2307/1389701     Document Type: Article
Times cited : (5)

References (24)
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    • Boyle, E.H.1    Lawler, E.J.2
  • 4
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    • Showing Them You Love Them’: Gift Giving and the Dialectic of Intimacy
    • Cheal David. 1987. “‘Showing Them You Love Them’: Gift Giving and the Dialectic of Intimacy.” Sociological Review 35: 150–69.
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    • Cheal, D.1
  • 5
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    • The Effect of Motivational Orientation upon Trust and Suspicion
    • Deutsch Morton. 1960. “The Effect of Motivational Orientation upon Trust and Suspicion.” Human Relations 13: 123–29.
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    • Deutsch, M.1
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    • Exchange Theory, Part 1: A Psychological Basis for Social Exchange
    • Boston Houghton Mifflin
    • Emerson Richard. 1972. “Exchange Theory, Part 1: A Psychological Basis for Social Exchange.” Pp. 38–57 in Sociological Theories in Progress, vol. 2, edited by Ed. Berger J. Zelditch M. Anderson B. Boston: Houghton Mifflin.
    • (1972) , vol.2 , pp. 38-57
    • Emerson, R.1
  • 8
    • 0040549624 scopus 로고
    • Kennedy's Russian Experiment
    • Etzioni Amtai. 1969. “Kennedy's Russian Experiment.” Psychology Today 3:42–45, 62–63.
    • (1969) Psychology Today , vol.3 , pp. 42-45
    • Etzioni, A.1
  • 13
    • 0041143694 scopus 로고    scopus 로고
    • The Impact of Power Differences and Unilateral Initiatives in Bargaining
    • Lawler Edward J. Ford Rebecca Large Michael D. 1999. “The Impact of Power Differences and Unilateral Initiatives in Bargaining.” Social Psychology Quarterly 62 (3).
    • (1999) Social Psychology Quarterly , vol.62 , Issue.3
    • Lawler, E.J.1    Ford, R.2    Large, M.D.3
  • 14
    • 0000566186 scopus 로고
    • Mutual Dependence and Gift Giving in Exchange Relations
    • Lawler Edward J. Yoon Jeong-Koo Baker Mouraine Large Michael D. 1995. “Mutual Dependence and Gift Giving in Exchange Relations.” Pp. 271–98 in Advances in Group Processes, vol. 12, edited by Ed. Markovsky B. Heimer K., and Ed. O'Brien J.
    • (1995) , vol.12 , pp. 271-298
    • Lawler, E.J.1    Yoon, J.K.2    Baker, M.3    Large, M.D.4
  • 16
    • 0001204380 scopus 로고
    • Trust Development, the GRIT Proposal, and the Effects of Conciliatory Acts on Conflict and Cooperation
    • Lindskold Svenn. 1978. “Trust Development, the GRIT Proposal, and the Effects of Conciliatory Acts on Conflict and Cooperation.” Psychological Bulletin 85: 772–93.
    • (1978) Psychological Bulletin , vol.85 , pp. 772-793
    • Lindskold, S.1
  • 18
    • 0037981779 scopus 로고
    • Affect- and Cognition-based Trust as Foundations for Interpersonal Cooperation in Organizations
    • McAllister Daniel J. 1995. “Affect- and Cognition-based Trust as Foundations for Interpersonal Cooperation in Organizations.” Academy of Management Journal 38: 24–59.
    • (1995) Academy of Management Journal , vol.38 , pp. 24-59
    • McAllister, D.J.1
  • 21
    • 0040479195 scopus 로고
    • GRIT for MBFR: A Proposal for Unfreezing Force-Level Postures in Europe
    • Osgood Charles. 1979. “GRIT for MBFR: A Proposal for Unfreezing Force-Level Postures in Europe.” Peace Research Reviews 8: 77–92.
    • (1979) Peace Research Reviews , vol.8 , pp. 77-92
    • Osgood, C.1
  • 23
    • 0014109892 scopus 로고
    • The Social Psychology of the Gift
    • Schwartz Barry. 1967. “The Social Psychology of the Gift.” American Journal of Sociology 73: 1–11.
    • (1967) American Journal of Sociology , vol.73 , pp. 1-11
    • Schwartz, B.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.