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.

Autorentext
Alexandra Gerbasi, Ph.D. (Stanford University) is an Assistant Professor of Sociology at California State University, Northridge. Her research interest include trust, social capital, commitment and social exchange.

Klappentext
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.