The Development of Commitment in Negotiated Exchange

协商交换中承诺的发展

• 批准号: 9222668
• 负责人: Edward Lawler
• 金额: $ 9.93万
• 依托单位: University of Iowa
• 依托单位国家: 美国
• 项目类别: Standard Grant
• 财政年份: 1993
• 资助国家: 美国
• 起止时间: 1993-02-01 至 1995-07-31
• 项目状态: 已结题
• 来源: https://www.nsf.gov/awardsearch/showAward?AWD_ID=9222668&HistoricalAwards=false
• 关键词: Development; Commitment; Negotiated; Exchange

This project develops and tests a theory of relational cohesion that indicates how and when power in negotiations affects the development of commitment among parties to an exchange. It does so through three laboratory experiments, one on each of three commitment behaviors: (1) staying in the relationship even if better ones become available; (2) giving each other gifts that do not require immediate reciprocity; (3) contributing to a joint fund with the other. Each experiment will assign 80 same-sex dyads to one of four experimental conditions in a standard two-party explicit bargaining setting. The theory and experimental test will suggest how an exchange relationship having an instrumental foundation becomes more expressive if exchanges are successfully negotiated over time. This project will contribute to our understanding of the emergence of commitment in human interactions, illuminating how people come to have positive emotions toward each other quite beyond the satisfaction of self-interested needs. It provides an important link between laboratory social psychology studies of exchange and the sociology of emotions, a field that has grown substantially in very recent years.

该项目开发并测试了一种关系凝聚力理论，该理论表明谈判中的权力如何以及何时影响交换各方之间承诺的发展。 它通过三个实验室实验来实现这一目标，针对三种承诺行为中的每一种进行实验：（1）即使有更好的关系，仍维持这段关系； (2) 互相赠送不需要立即互惠的礼物； （三）与对方共同设立共同基金。 每个实验将在标准的两方显式讨价还价设置中将 80 个同性情侣分配到四个实验条件之一。 理论和实验测试将表明，如果随着时间的推移成功地协商交换，具有工具性基础的交换关系将如何变得更具表现力。 该项目将有助于我们理解人类互动中承诺的出现，阐明人们如何对彼此产生积极的情感，而不仅仅是满足自利的需求。 它为交换的实验室社会心理学研究和情感社会学之间提供了重要的联系，而情感社会学是近年来大幅发展的领域。