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Bargaining and the management of inf...

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Bargaining and the management of information: The effects of trust and suspiciousness.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Bargaining and the management of information: The effects of trust and suspiciousness./
Author:	Sandwina, Ronald Marc.
Description:	109 p.
Notes:	Major Professors: Patrice M. Buzzanell; Steven R. Wilson.
Contained By:	Dissertation Abstracts International64-09A.
Subject:	Speech Communication. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3105019
ISBN:	9780496525867

Bargaining and the management of information: The effects of trust and suspiciousness.
Sandwina, Ronald Marc.

Bargaining and the management of information: The effects of trust and suspiciousness. - 109 p.

Major Professors: Patrice M. Buzzanell; Steven R. Wilson.

Thesis (Ph.D.)--Purdue University, 2002.

The purpose of the present study was to investigate, within the bargaining context, the effect of trust and suspiciousness on four categories of information: providing fictitious information, providing nontruthful information, providing personal disclosures, and seeking clarification. Participants role-played the buying and selling of a used car. Trust was viewed as a relational variable, that is, as being embedded in the relational milieu and history of the bargainers. Suspiciousness was treated as an individual difference variable, a personality trait concerned with the degree to which bargainers generally are predisposed to believe another bargainer.

ISBN: 9780496525867Subjects--Topical Terms:

1017408
Speech Communication.

Bargaining and the management of information: The effects of trust and suspiciousness.
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020 $a 9780496525867
035 $a (UMI)AAI3105019
035 $a AAI3105019
040 $a UMI $c UMI
100 1 $a Sandwina, Ronald Marc. $3 1022183
245 1 0 $a Bargaining and the management of information: The effects of trust and suspiciousness.
300 $a 109 p.
500 $a Major Professors: Patrice M. Buzzanell; Steven R. Wilson.
500 $a Source: Dissertation Abstracts International, Volume: 64-09, Section: A, page: 3138.
502 $a Thesis (Ph.D.)--Purdue University, 2002.
520 $a The purpose of the present study was to investigate, within the bargaining context, the effect of trust and suspiciousness on four categories of information: providing fictitious information, providing nontruthful information, providing personal disclosures, and seeking clarification. Participants role-played the buying and selling of a used car. Trust was viewed as a relational variable, that is, as being embedded in the relational milieu and history of the bargainers. Suspiciousness was treated as an individual difference variable, a personality trait concerned with the degree to which bargainers generally are predisposed to believe another bargainer.
520 $a Following an experiment in which dyads role-played the buying and selling of a car, suspiciousness was found to be correlated with providing nontruthful information, with high suspicious bargainers providing more nontruthful information than low suspicious bargainers. Likewise, bargainers who did not trust each other provided more fictitious and nontruthful information than bargainers who trusted each other. Role differences were found. Buyers provided more nontruthful information and personal disclosures than sellers, and sellers sought more clarification than buyers.
590 $a School code: 0183.
650 4 $a Speech Communication. $3 1017408
690 $a 0459
710 2 $a Purdue University. $3 1017663
773 0 $t Dissertation Abstracts International $g 64-09A.
790 $a 0183
790 1 0 $a Buzzanell, Patrice M., $e advisor
790 1 0 $a Wilson, Steven R., $e advisor
791 $a Ph.D.
792 $a 2002
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3105019