Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness

The Social Psychology of Groups

1959 • 6,047 citations

A new scale for the measurement of interpersonal trust1

1967 • 3,347 citations

The Art and Science of Negotiation.

1984 • 2,583 citations

Trust and Managerial Problem Solving

1972 • 2,141 citations

Trust and suspicion

1958 • 1,943 citations

Marketing as Exchange

1975 • 1,470 citations

A Behavioral Theory of Labor Negotiations.

1966 • 1,272 citations

The Resolution of Conflict

1967 • 1,222 citations

The Social Psychology of Bargaining and Negotiation

1975 • 1,192 citations

Marketing Behavior and Executive Action

1958 • 616 citations

An Alternative to War or Surrender

1963 • 544 citations

Bargaining and group decision making

1960 • 327 citations

Bargaining in an Asymmetrical Power Structure

1981 • 286 citations

Communication, the Development of Trust, and Cooperative Behavior

1959 • 250 citations

Effects of trust, aspiration, and gender on negotiation tactics.

1980 • 250 citations

Interpersonal trust as a factor in communication.

1956 • 231 citations

Seller and Buying Firm Factors Affecting Industrial Buyers’ Negotiation Behavior and Outcomes

1984 • 169 citations

The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation

1969 • 158 citations

Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing

1978 • 144 citations

Mediation as an aid to face saving in negotiation.

1970 • 141 citations

Effects of extremity of offers and concession rate on the outcomes of bargaining.

1972 • 128 citations

Industrial Source Loyalty

1970 • 127 citations

Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions.

1974 • 125 citations

Inducing trust: A test of the osgood proposal.

1968 • 106 citations

Suggestions for winning the real war with communism

1959 • 95 citations

Bargaining and concession making under bilateral monopoly.

1968 • 84 citations

Effects of pressures to reach agreement in bargaining.

1969 • 72 citations

Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation.

1974 • 70 citations

Bargaining Behavior in a Buyer-Seller Dyad

1972 • 67 citations

Fun and Games

1978 • 62 citations

Power, the use of power, and cooperative choice in a two-person game.

1968 • 54 citations

Applicability of the big lie technique and the last clear chance doctrine to bargaining.

1971 • 41 citations

Operantly conditioning a negotiator's concession making

1977 • 41 citations

Buyer-seller interactions : empirical research and normative issues

1981 • 25 citations

The effects of constituent trust and representative bargaining visibility on intergroup bargaining

1975 • 15 citations

Bargaining Toughness: A Qualification of Level‐of‐Aspiration and Reciprocity Hypotheses¹

1980 • 13 citations

The Effect of Power Differences on the Outcome of Consumer Bargaining Situations

1984 • 10 citations