Collaborative Research: Exchange Network Transition: Uncertainty, Risk and Shifts in Mode of Transition

社会科学家已经在许多不同类型的社会交换系统上积累了大量且不断增长的理论和数据。社会交换实验的悠久历史已经证明，不同形式的交换产生不同的结果，在某种程度上，这是这些不同形式的交换所固有的风险和不确定性水平差异的函数。然而，关于不同社会交换模式之间的过渡过程的研究很少或根本没有。斯坦福大学（Stanford University）和加州大学伯克利分校（UC-Berkeley）的这项合作实验研究，为社会交换系统开发了一套理论驱动的论据，该系统在互惠交换和有约束力或无约束力的协商交换（这只是交换模式中可能的过渡类型之一）之间过渡（或转移）。这项研究使用了一套新的社会交换实验，4-6人的小组通过计算机媒介网络进行互动。一些具体的假设包括：当交换形式从互惠交换转变为协商交换时，对合作伙伴的贡献增加；当交换形式在协商交换之前进行互惠交换时，对给定合作伙伴的可信度的评估增加；当主体在前一种交换模式中经历了更高的合作水平时，发起从互惠交换到协商交换的愿望（内源性）降低。这项拟议研究的更广泛影响包括直接解决快速变化的交换系统（如企业对企业交易（B2B）、基于互联网的交换和其他形式的现实世界社会交换）中有关过程和结果的问题的能力。此外，本研究通过提出一系列关于不同交换模式之间转变的影响的可检验假设，并研究了个体对交换伙伴的态度和归因如何随着这些转变而改变，从而推进了社会交换过程的理论传统。鉴于人们对现实世界的B2B和基于互联网的交换系统的兴趣日益增加（这经常挑战关于交换过程、归因和结果的许多假设），理论发展和交换模式转换研究的现实应用的机会是巨大的。

SES:-0617682PI: Karen S. CookInstitution: Stanford UniversitySES-0623529PI: Coye CheshireInstitution: UC-BerkeleySocial scientists have accumulated a large and growing body of theory and data on many distinct types of social exchange systems. It has been demonstrated through a long history of social exchange experiments that different forms of exchange yield different outcomes, to some extent as a function of the differences that exist in levels of risk and uncertainty inherent in these different forms of exchange. There is, however, little or no research on the process of transitioning between different modes of social exchange. This collaborative experimental research between Stanford University and UC-Berkeley, develops a set of theoretically driven arguments for social exchange systems that transition (or shift) between reciprocal exchange and binding or non-binding negotiated exchange (which is only one of the possible types of transition in modes of exchange). This study uses a new set of social exchange experiments with 4-6 person groups who interact across a computer-mediated network. Some of the specific hypotheses include: an increase in contributions to partners when the form of the exchange shifts exogenously from reciprocal to negotiated exchange, an increase in assessments of a given partner's trustworthiness in reciprocal exchange when it precedes negotiated exchange, and the decreased desire to initiate (endogenously) a shift from reciprocal to negotiated exchange as subjects experience increased levels of cooperation in the former mode of exchange.The broader impact of this proposed research includes the capacity to directly address questions about processes and outcomes in rapidly changing systems of exchange such as business-to-business transactions (B2B), Internet-based exchanges, and other forms of real-world social exchange. Furthermore, this research advances the theoretical tradition of social exchange processes by developing the first series of testable hypotheses concerning the effects of shifts between different modes of exchange and examining how individual attitudes and attributions about exchange partners change as a result of these transitions. Given increased interest in real-world systems of B2B and Internet-based exchange (which often challenge many assumptions about exchange processes, attributions, and outcomes), the opportunities for theoretical development and real-world applications of the study of transitions in modes of exchange are substantial.