Explaining Unfair Offers in Ultimatum Games and Its effects on Trust: An Experimental Approach

D (David) De Cremer, E van Dijk, M Pillutla

Research output: Contribution to journalArticleAcademicpeer-review

34 Citations (Scopus)

Abstract

Unfair offers in bargaining may have disruptive effects because they may reduce interpersonal trust. In such situations future trust may be strongly affected by social accounts (i.e., apologies vs. denials). In the current paper we investigate when people are most likely to demand social accounts for the unfair offer (Experiment 1 ), and when social account, will have the highest impact (Experiment 2). We hypothesized that the need for and impact of social accounts will be highest when the intentions of the other party are uncertain. The results provided support for this reasoning. [ABSTRACT FROM AUTHOR]
Original languageEnglish
Pages (from-to)107-126
Number of pages20
JournalBusiness Ethics Quarterly
Volume20
Issue number1
DOIs
Publication statusPublished - 2010

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