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Erschienen in:
2015 | OriginalPaper | Buchkapitel
An Integrated Model of Type of Commitment and Trust on Quantitative and Qualitative Outcomes of Negotiation
verfasst von : Parimal S. Bhagat, Frank L. Jeffries
Erschienen in: Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference
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The belief that trust and commitment have a positive influence on negotiations is pervasive among negotiation researchers (Fischer & Ury, 1981; Raiffa, 1982). Researchers have tested direct effects of trust and commitment on negotiation outcomes as well as mediated effects (e.g. of cooperation) and moderated effects (e.g. of information sharing). Further, outcomes have been measured in terms of some tangible currency of exchange (Rubin & Brown, 1975) or in relational terms (Anderson & Narus, 1990). Parallel streams of research in this area continue in the fields of marketing and management.