Let's get personal: An international examination of the influence of communication, culture and social distance on other regarding preferences

Nancy R. Buchan, Eric J. Johnson, Rachel T.A. Croson

Research output: Contribution to journalArticle

162 Scopus citations

Abstract

This paper identifies when other-regarding preferences (ORPs) such as trust, reciprocity and altruism will likely arise. We experimentally examine the influence of social distance and communication on ORPs in four countries. We demonstrate that country of origin significantly influences ORPs, but also find mixed support for the relationship between ORPs and social distance; increasing social distance has the expected negative effect in the individually oriented U.S., but its effects internationally are different. This interaction is explained by an individual's cultural orientation. Finally, we show strong evidence that personal but irrelevant communication significantly increases ORPs.

Original languageEnglish (US)
Pages (from-to)373-398
Number of pages26
JournalJournal of Economic Behavior and Organization
Volume60
Issue number3
DOIs
StatePublished - Jul 1 2006
Externally publishedYes

Keywords

  • Communication
  • International
  • Reciprocity
  • Social distance
  • Trust

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