When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States-Reference-Cited by-同舟云学术

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

Published:2004-06 Issue:1 Volume:31 Page:181-190
ISSN:0093-5301
Container-title:Journal of Consumer Research
language:en
Short-container-title:J Consum Res

Author:

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

Publisher

Oxford University Press (OUP)

Subject

Marketing,Economics and Econometrics,Arts and Humanities (miscellaneous),Anthropology,Business and International Management

Link

http://academic.oup.com/jcr/article-pdf/31/1/181/5127639/31-1-181.pdf

Reference40 articles.

1. Adair, Wendi L., Tetsushi Okumura, and Jeanne M. Brett (2001), “Negotiation Behavior When Cultures Collide: The United States and Japan,” Journal of Applied Psychology, 86 (June), 371–85.

2. Albin, Cecilia (1993), “The Role of Fairness in Negotiation,” Negotiation Journal, 9 (July), 223–42.

3. Babcock, Linda and George Loewenstein (1997), “Explaining Bargaining Impasse: The Role of Self-Serving Biases,” Journal of Economic Perspectives, 11 (Winter), 109–26.

4. Baron, Reuben M. and David A. Kenny (1986), “The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations,” Journal of Personality and Social Psychology, 51 (December), 1173–82.

5. Camerer, Colin and Richard H. Thaler (1995), “Anomalies: Ultimatum, Dictators, and Manners,” Journal of Economic Perspectives, 9 (Spring), 209–19.

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