Hidden persuaders: do small gifts lubricate business negotiations?

Research, Article English OPEN
Maréchal, Michel André; Thöni, Christian;
(2016)
  • Publisher: Institute for Operations Research and the Management Sciences (I N F O R M S)
  • Related identifiers: doi: 10.5167/uzh-157245, doi: 10.5167/uzh-123956, doi: 10.1287/mnsc.2018.3113
  • Subject: D63 | gift exchange | Department of Economics | 330 Economics | Management science and operations research, strategy and management | field experiment | Reciprocity, gift exchange, field experiment, negotiations, Geschenk, Verkäufer, Verkaufswettbewerb, Gegenseitigkeit, Experiment, Konsumgut | negotiations | C93 | reciprocity
    • ddc: ddc:330

Gift-giving customs are ubiquitous in social, political, and business life. Legal regulation and industry guidelines for gifts are often based on the assumption that large gifts have the potential to influence behavior and create conflicts of interest, but small gifts d... View more
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