A field study of real estate agents' transactions demonstrates that business friendship affects the negotiation process and the outcome of some transactions more for senior agents with 10 or more years of experience in real estate brokerage than for less experienced agents. Senior agents may have different cognitive scripts for business friendship than do new licensees. Newer agents rely more on friendly relations and on attention to reputation in their transactions, while the more experienced agents consider genuine business friendship useful for facilitating transactions.
BAKER, W. E.Floor trading and crowd dynamics. In P. A. Adler and P. Adler (Eds.), The social dynamics of financial markets. Greenwich, CT: JAI Press , 1984.
2.
BOULDING, K. E.The economy of love and fear. Belmont, CA: Wadsworth , 1973.
3.
EDEN, C. , ACKERMANN, F. , & TAIT, A.Comparing Cognitive Maps: Methodological Issues . Presented to the International Workshop on Managerial and Organizational Cognition, Brussels, Belgium, May 13-14, 1993.
4.
ETZIONI, A.The moral dimension: Toward a new economics. New York: The Free Press , 1988.
5.
FELD, S. L.Focused organization of social ties . American Journal of Sociology, 1981, 86(5), 1015-1035 .
6.
FISCHER, C. S.What do we mean by “friend?” A deductive study . Social Networks, 1982, 3, 287-306 .
7.
FISKE, S. T. , & TAYLOR, S. E.Social cognition. New York: Random House , 1984.
8.
FRY, W. R. , FIRESTONE, L. J. , & WILLIAMS, D. L.Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose?Basic and Applied Social Psychology, 1983, 4(1), 1-16 .
9.
GRANOVETTER, M.Getting a job: a study of contacts and careers. Cambridge, MA: Harvard University Press , 1974.
10.
GRANOVETTER, M.Problems of explanation in economic sociology. In N. Nohria & R. G. Eccles (Eds.), Networks and organizations: Structure, form, and action. Boston, MA: Harvard Business School Press , 1992, pp. 25-56.
11.
GREENHALGH, L. , & CHAPMAN, D.The influence of relationships on the process and outcomes of negotiations. Academy of Management Journal, 1993. Under review.
12.
HALPERN, J. J.The effect of friendship on bargaining: Experimental studies of personal business transactions . In J. L. Wall and L. R. Jauch (Eds.), Best paper proceedings, Academy of Management, 1992, pp. 64-68 .
13.
HALPERN, J. J.The effect of friendship on personal business transactions . Journal of Conflict Resolution, 1994, 38(4), 647-664 .
14.
HEIMER, C.Doing your job and helping your friends: Universalistic norms about obligations to particular others in networks. In N. Nohria & R. G. Eccles (Eds.), Networks and organizations: Structure, form, and action. Boston, MA: Harvard Business School Press , 1992, pp. 143-165.
15.
HERZBERG, F.Work and the nature of man. Cleveland: World Publishing , 1966.
16.
HOUSE, J. D.Structured forms of social behaviour: Colleague relations in the real estate business . Canadian Journal of Behavioural Science, 1975, 7(3), 201-215 .
17.
HUFF, A. S. (Ed.). Mapping strategic thought. Chichester, UK: Wiley , 1990.
18.
IBARRA, H. , & ANDREWS, S. B.Power, social influence, and sense making: Effects of network centrality and proximity on employee perceptions . Administrative Science Quarterly, 1993, 38(2), 277-303 .
19.
KELLEY, H. H.Personal relationships: Their structures and processes. Hillsdale, NJ: Lawrence Erlbaum , 1979.
20.
KRACKHARDT, D.The strength of strong ties: The importance of philos in organizations. In N. Nohria & R. Eccles (Eds.), Networks in organizations: Structure, form, and action. Harvard Business School Press , 1992.
21.
KRACKHARDT, D. , & STERN, R. N.Informal networks and organizational crises: An experimental simulation . Social Psychology Quarterly, 1988, 5(12), 123-140 .
22.
KURTH, S.Friendship and friendly relations. In G. J. McCallet al. (Eds.), Social relationships. Chicago: Aldine , 1970.
23.
LAZARSFELD, P. F. , & MERTON, R. K.Friendship as a social process: A substantive and methodological analysis. In M. Berger , T. Abel , and C. H. Page (Eds.), Freedom and control in modem society, Princeton, NJ: D. Van Nostrand & Co. , 1954, pp. 18-66.
24.
MORGAN, W. R. , & SAWYER, J.Bargaining, expectations, and the preference for equality over equity . Journal of Personality and Social Psychology, 1967, 6, 139-149 .
25.
ROSE, S.Professional networks of junior faculty in psychology . Psychology of Women Quarterly, 1985, 9(4), 533-547 .
26.
RUBIN, Z.Liking and loving. New York: Holt, Rinehart, & Winston , 1973.
27.
SALZINGER, L. L.The ties that bind: The effect of clustering on dyadic relationships . Social Networks, 1982, 4(2), 117-145 .
28.
SCHANK R. C. , & ABELSON, R. P.Scripts, plans, and understanding. Hillsdale, NJ: Erlbaum , 1977.
29.
SCHEIN, E. H.The individual, the organization, and the career: A conceptual scheme . Journal of Applied Behavioral Science, 1971, 7, 401426 .
30.
SCHLENKER, B. R.Impression management: The self-concept, social identity, and interpersonal relations. Monterey, CA: Brooks-Cole , 1980.
31.
SEYBOLT, P. M. , & MURNIGHAN, J. K.The competitive urge: Cognitive antecedents to conflict. Academy of Management Presentation , 1990.
32.
SHAH, P. P. , & JEHN, K. A.Do friends perform better than acquaintances? The interaction of friendship, conflict, and task . Group Decision and Negotiation, 1993, 2, 149-165 .
33.
SHAPIRO, E. G.Effect of expectations of future interactions on reward allocations in dyads: Equity or equality?Journal of Personality and Social Psychology, 1975, 31, 873-880 .
34.
VAN MAANEN, J. , & SCHEIN, E. H.Toward a theory of organizational socialization. In B. M. Staw and L. Cummings , (Eds.), Research in organizational behavior (Vol. 1). 1979, pp. 209-264.
35.
WILLIAMSON, O. E.The economic institutions of capitalism. New York: Free Press , 1985.
36.
WRIGHT, R. A.Job “openings” weren't: Estimates of the extent of informal network hiring in sociology, 1965-1972 . American Sociologist, 1993, 24(2), 13-15 .
37.
ZAND, D. E.Trust and managerial problem-solving . Administrative Science Quarterly, 1972, 17, 229-239 .
