Trust is critical for building and maintaining relationships and for effectively working together. When trust is broken, it has serious consequences for both individuals and organizations. In …
We interact daily with computers that appear and behave like humans. Some researchers propose that people apply the same social norms to computers as they do to humans …
W Güth, MG Kocher - Journal of Economic Behavior & Organization, 2014 - Elsevier
Take-it or leave-it offers are probably as old as mankind. Our objective here is, first, to provide a, probably subjectively colored, recollection of the initial ultimatum game …
S Erat, U Gneezy - Management science, 2012 - pubsonline.informs.org
In this paper we distinguish between two types of white lies: those that help others at the expense of the person telling the lie, which we term altruistic white lie s, and those that help …
We examine experimentally the impact of communication on trust and cooperation. Our design admits observation of promises, lies, and beliefs. The evidence is consistent with …
EE Levine, ME Schweitzer - Organizational Behavior and Human Decision …, 2015 - Elsevier
Philosophers, psychologists, and economists have long asserted that deception harms trust. We challenge this claim. Across four studies, we demonstrate that deception can increase …
We demonstrate that some lies are perceived to be more ethical than honest statements. Across three studies, we find that individuals who tell prosocial lies, lies told with the …
Trust is critical for organizations, effective management, and efficient negotiations, yet trust violations are common. Prior work has often assumed trust to be fragile—easily broken and …
D Malhotra, JK Murnighan - Administrative science quarterly, 2002 - journals.sagepub.com
This paper uses two laboratory experiments to investigate the effects of contracts on interpersonal trust. We predict that the use of binding contracts to promote or mandate …