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Loose with the Truth: Predicting Deception in Negotiation
16 references·0 citing·42 second hop
Loose with the Truth: Predicting Deception in Negotiation (2007)Loose with the Truth: Predicting Deceptio…Handbook of social psychology (2004)Handbook of social psychologyJudgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. (2001)Judgment under emotional cert…Risk and Trust in Social Exchange: An Experimental Test of a Classical Proposition (2000)Risk and Trust in Social Exch…Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)Influence of social motives o…Understanding the Influence of National Culture on the Development of Trust (1998)Understanding the Influence o…Trust And Distrust: New Relationships and Realities (1998)Trust And Distrust: New Relat…Initial Trust Formation in New Organizational Relationships (1998)Initial Trust Formation in Ne…AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS. (1995)AFFECT- AND COGNITION-BASED T…Trust and commitment in the United States and Japan (1994)Trust and commitment in the U…The Emergence of Exchange Structures: An Experimental Study of Uncertainty, Commitment, and Trust (1994)The Emergence of Exchange Str…The four elementary forms of sociality: Framework for a unified theory of social relations. (1992)The four elementary forms of …Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Ethical Decision Making by In…Ethical Decision Making in Organizations: A Person-Situation Interactionist Model (1986)Ethical Decision Making in Or…Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage (1985)Telling Lies: Clues to Deceit…A Contingency Framework for Understanding Ethical Decision Making in Marketing (1985)A Contingency Framework for U…Social interaction basis of cooperators' and competitors' beliefs about others. (1970)Social interaction basis of c…Organizational Stress: Studies in Role Conflict and Ambiguity. (1965)Handbook of Industrial and Organizational Psychology. (1977)Cause-Related Marketing: A Coalignment of Marketing Strategy and Corporate Philanthropy (1988)Toward A Unified Conception Of Business Ethics: Integrative Social Contracts Theory (1994)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)The Evolution of Cooperation (1981)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Individual-Level Evidence for the Causes and Consequences of Social Capital (1997)Political Trust and Trustworthiness (2000)The Moral Foundations of Trust (2005)Generalized expectancies for internal versus external control of reinforcement. (1966)Concepts of Culture and Organizational Analysis (1983)Ethical leadership: A social learning perspective for construct development and testing (2005)Ethical leadership: A review and future directions (2006)A Theory of Social Comparison Processes (1954)Models of the self: Self-construals and gender. (1997)Converging measurement of horizontal and vertical individualism and collectivism. (1998)Power, approach, and inhibition. (2003)Attachment and Loss (1969)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)Internet Users' Information Privacy Concerns (IUIPC): The Construct, the Scale, and a Causal Model (2004)Contributing Knowledge to Electronic Knowledge Repositories: An Empirical Investigation1 (2005)Why should i share? examining social capital and knowledge contribution in electronic networks of practice (2005)A Theory of Cognitive Dissonance (1957)The Strength of Weak Ties (1973)Economic Action and Social Structure: The Problem of Embeddedness (1985)ADOPTION OF AN ORGANIZATIONAL PRACTICE BY SUBSIDIARIES OF MULTINATIONAL CORPORATIONS: INSTITUTIONAL AND RELATIONAL EFFECTS. (2002)Developing and Validating Trust Measures for e-Commerce: An Integrative Typology (2002)An Integrative Model of Organizational Trust: Past, Present, and Future (2007)The psychology of interpersonal relations. (1958)Principles alone cannot guarantee ethical AI (2019)On the Evaluation of Structural Equation Models (1988)Structural equation modeling in practice: A review and recommended two-step approach. (1988)An Integrative Model Of Organizational Trust (1995)Not So Different After All: A Cross-Discipline View Of Trust (1998)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Culture's Consequences: International Differences in Work-Related Values. (1983)Trust, Control, and Risk in Strategic Alliances: An Integrated Framework (2001)Some Social Requisites of Democracy: Economic Development and Political Legitimacy (1959)Role congruity theory of prejudice toward female leaders. (2002)Social Influence: Compliance and Conformity (2004)
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References

  • 1995AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS.7,320 cited
  • 2004Handbook of social psychology4,689 cited
  • 1991Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model4,134 cited
  • 1986Ethical Decision Making in Organizations: A Person-Situation Interactionist Model3,414 cited
  • 1998Trust And Distrust: New Relationships and Realities3,092 cited
  • 1998Initial Trust Formation in New Organizational Relationships3,059 cited
  • 1992The four elementary forms of sociality: Framework for a unified theory of social relations.2,510 cited
  • 1994Trust and commitment in the United States and Japan2,391 cited
  • 1985A Contingency Framework for Understanding Ethical Decision Making in Marketing1,859 cited
  • 1998Understanding the Influence of National Culture on the Development of Trust1,844 cited
  • 1985Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage1,715 cited
  • 2001Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing.1,443 cited
  • 2000Risk and Trust in Social Exchange: An Experimental Test of a Classical Proposition957 cited
  • 1994The Emergence of Exchange Structures: An Experimental Study of Uncertainty, Commitment, and Trust

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949 cited
  • 1970Social interaction basis of cooperators' and competitors' beliefs about others.904 cited
  • 2000Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories.772 cited
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