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Bargaining and the management of inf...

Purdue University.

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

紀錄類型:	書目-語言資料,印刷品 : Monograph/item
正題名/作者:	Bargaining and the management of information: The effects of trust and suspiciousness./
作者:	Sandwina, Ronald Marc.
面頁冊數:	109 p.
附註:	Major Professors: Patrice M. Buzzanell; Steven R. Wilson.
Contained By:	Dissertation Abstracts International64-09A.
標題:	Speech Communication. -
電子資源:	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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245 1 0 $a Bargaining and the management of information: The effects of trust and suspiciousness.
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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.
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790 1 0 $a Wilson, Steven R., $e advisor
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