Attribution and Commitment in Different Types of Exchange

This book integrates attribution theories into§exchange theory to help further understand commitment§formation. The level of uncertainty in the type of§exchange, the level of interdependence and the§behavior of both partners impact traditional§attribution predictions. In addition, these factors§influence the focal actors perceptions of their§partners trustworthiness. Finally, all of these§factors influence the level of commitment between§partners. Three types of direct exchange are§explored: binding negotiated exchange, non-binding§negotiated exchange and reciprocal exchange. An§experimental design with simulated partners is used§to control for partner behavior. Results show that§when actors interact with highly cooperative§partners, dispositional causal attributions are§significantly associated with perceived§trustworthiness. This effect is magnified by§uncertainty. Dispositional causal attributions are§also significantly associated with commitment when§actors interact with highly cooperative partners. §The incorporation of causal attributions can help us§further understand perceptions of fairness, justice§and affect in exchange situations. This book integrates attribution theories into§exchange theory to help further understand commitment§formation. The level of uncertainty in the type of§exchange, the level of interdependence and the§behavior of both partners impact traditional§attribution predictions. In addition, these factors§influence the focal actors perceptions of their§partners trustworthiness. Finally, all of these§factors influence the level of commitment between§partners. Three types of direct exchange are§explored: binding negotiated exchange, non-binding§negotiated exchange and reciprocal exchange. An§experimental design with simulated partners is used§to control for partner behavior. Results show that§when actors interact with highly cooperative§partners, dispositional causal attributions are§significantly associated with perceived§trustworthiness. This effect is magnified by§uncertainty. Dispositional causal attributions are§also significantly associated with commitment when§actors interact with highly cooperative partners. §The incorporation of causal attributions can help us§further understand perceptions of fairness, justice§and affect in exchange situations.