The Effect of Friendship on Decisions: Field Studies of Real Estate Transactions

dc.contributor.author	Halpern, Jennifer J.
dc.date.accessioned	2020-11-25T14:51:33Z
dc.date.available	2020-11-25T14:51:33Z
dc.date.issued	1994-05-01
dc.description.abstract	A field study of real estate agents' transactions demonstrates that business friendship affects the negotiation process and the outcome of transactions more for agents with 10 or more years of experience in real estate brokerage than for less experienced agents. Newer agents rely more on friendly relations and on impression management techniques to do well in a transaction, while the more experienced agents consider genuine business friendship and its norms useful for facilitating transactions. Different scripts for friendship may explain the consistency within each of the two groups.
dc.description.legacydownloads	The_Effect_of_Friendship_on_Decisionswp94_09.pdf: 2126 downloads, before Oct. 1, 2020.
dc.identifier.other	132958
dc.identifier.uri	https://hdl.handle.net/1813/77096
dc.language.iso	en_US
dc.subject	real estate agent
dc.subject	transaction
dc.subject	business
dc.subject	friendship
dc.subject	agent
dc.subject	process
dc.subject	manage
dc.subject	relationship
dc.title	The Effect of Friendship on Decisions: Field Studies of Real Estate Transactions
dc.type	preprint
local.authorAffiliation	Halpern, Jennifer J.: Cornell University

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