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

SES-0617682PI：Karen S.烹饪机构：斯坦福大学SES-0617706 PI：Coye Cheshire机构：UC-Berkeley社会科学家已经积累了大量关于许多不同类型的社会交换系统的理论和数据。 社会交换实验的悠久历史表明，不同形式的交换产生不同的结果，在某种程度上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，很少或根本没有研究不同社会交换模式之间的过渡过程。 这项斯坦福大学和加州大学伯克利分校之间的合作实验研究，为社会交换系统开发了一套理论驱动的论点，该系统在互惠交换和约束或非约束性协商交换之间过渡（或转变）（这只是交换模式中可能的过渡类型之一）。 这项研究使用了一组新的社会交换实验，其中4-6人小组通过计算机介导的网络进行交互。 一些具体的假设包括：当交换的形式从互惠交换外生地转变为协商交换时，对合作伙伴的贡献增加，当互惠交换先于协商交换时，对特定合作伙伴的可信度的评估增加，以及对开始的渴望减少（内生）从互惠交流到谈判交流的转变，因为受试者在前一种交流模式中经历了更高水平的合作。研究包括直接解决快速变化的交换系统中的过程和结果问题的能力，例如企业对企业交易（B2B），基于互联网的交换以及其他形式的现实社会交换。 此外，本研究通过发展第一系列关于不同交换模式之间转换的影响的可检验假设，并研究个人对交换伙伴的态度和归因如何因这些转换而改变，从而推进了社会交换过程的理论传统。鉴于人们对B2B和基于互联网的交换的现实世界系统的兴趣越来越大（这往往挑战了许多关于交换过程，属性和结果的假设），交换模式转变研究的理论发展和现实世界应用的机会是巨大的。

SES-0617682PI: Karen S. CookInstitution: Stanford UniversitySES-0617706PI: 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.