Theoretical Comparisons of Forms of Exchange

SE-0217287PI(S)：亚利桑那州大学的琳达·莫尔姆这项研究是一个长期项目的一部分，该项目调查不同形式的社会交换如何影响主要的交换结果。在之前的工作中，PI建立了协商交换-行为者共同就具有严格约束力的协议的条款讨价还价，以及互惠交换-行为者在没有谈判的情况下单独给予彼此好处，对行为和情感结果有非常不同的影响。互惠交换比同等的协商交换产生更弱的权力使用，更多的信任感和情感承诺，以及更强的公平感。本研究的目的是检验三种解释这些差异的因果机制的独立效果：(1)交换的风险和不确定性，(2)交换的竞争或合作方面的相对突出，(3)自愿互惠的价值。这项研究侧重于情感结果(信任感、承诺、公平和团结)，并将分析扩展到第三种交换形式，广义(或间接)交换，这导致风险、竞争的突出和互惠方面的更大差异。五个实验室实验测试了与这些目标相关的预测。将进行实验，通过操纵谈判达成的协议是否具有约束力，以及行为者是否可以在互惠交流中传达其意图，来测试风险和不确定性对信任和承诺的影响。另一项实验将测试在互惠交换中增加竞争的显着性对公平感的影响，允许参与者不仅选择奖励哪个合作伙伴，还选择给予多少好处。最后，实验将测试参与者对互惠的频率和可预测性的重视程度，并将间接(广义)交换与直接交换(谈判和互惠)的两种形式进行比较。这项研究将有助于扩大当代社会交换理论和研究的范围，包括表征社会生活的各种交换形式。研究结果也将有助于解释为什么这些交换形式对信任和情感关系的发展有如此不同的影响

SES-0217287PI (s): Linda MolmUniversity of ArizonaThe research is part of a long-term project investigating how different forms of social exchange affect major exchange outcomes. In previous work the PI established that negotiated exchange-in which actors jointly bargain over the terms of strictly binding agreements, and reciprocal exchanges-in which actors individually give benefits to each other without negotiation, have very different effects on behavioral and affective outcomes. Reciprocal exchanges produce weaker power use, greater feelings of trust and affective commitment, and stronger perceptions of fairness than equivalent negotiated exchanges. The goal of this research is to test the independent effects of three causal mechanisms proposed to account for these differences: (1) the risk and uncertainty of exchange, (2) the relative salience of the competitive or cooperative aspects of exchange, and (3) the value of voluntary reciprocity. The research focuses on affective outcomes (feelings of trust, commitment, fairness, and solidarity), and extends the analysis to a third form of exchange, generalized (or indirect) exchange, that entails even greater differences in risk, salience of competition, and reciprocity.Five laboratory experiments test predictions related to these goals. Experiments will be conducted to test the effects of risk and uncertainty on trust and commitment by manipulating whether negotiated agreements are binding or non-binding and whether actors can communicate their intentions in reciprocal exchanges. Another experiment will test the effect of increasing the salience of competition on perceptions of fairness in reciprocal exchange, by allowing actors to choose not only which partner to reward, but also how much benefit to give. Finally experiments will test the value that actors place on frequency and predictability of reciprocity, relative to the magnitude of benefits received and compare indirect (generalized) exchange with the two forms of direct exchange (negotiated and reciprocal).The research will contribute to expanding the scope of contemporary theory and research on social exchange to include the full range of exchange forms that characterize social life. Findings will also help explain why these forms of exchange have such different effects on the development of trust and affective ties