trustandreciprocity.docVIP

TRUST AND RECIPROCITY: AN INTERNATIONAL EXPERIMENT^ Nancy R. Buchan Assistant Professor of Marketing University of Wisconsin – Madison, School of Business 4261 Grainger Hall 975 University Avenue Madison, WI 53706 Nbuchan@bus.wisc.edu Phone: (608)263-7720 Fax: (608)262-0394 Rachel T.A. Croson Asociate Professor of Operations and Information Management The Wharton School University of Pennsylvania Steinberg Hall – Dietrich Hall Philadelphia, PA 19104 Crosonr@wharton.upenn.edu Phone: (215) 898-3025 Fax: (212) 898-3664 Eric J. Johnson The Norman Eig Professor of Business Uris Hall 514 Columbia School of Business Columbia University 3022 Broadway New York, New York 10027 Ejj3@columbia.edu Phone: (212) 854-5068 Fax: (801) 761-6782  ^ The financial support of the Russell Sage Behavioral Economics Roundtable is gratefully acknowledged. We thank Professors Bingfu Chen, Wujin Chu, Barbara Kahn and Hotaka Katahira, and their graduate assistants, for their generous assistance in running the experiments included in this paper. Thanks also to participants in the Wharton Decision Processes Brown Bag Seminar, the Economic Science Association and Society for Judgment and Decision Making Meetings, and especially to Iris Bohnet and Catherine Eckel, for their comments and feedback.  TRUST AND RECIPROCITY: AN INTERNATIONAL EXPERIMENT^ ^ The financial support of the Russell Sage Behavioral Economics Roundtable is gratefully acknowledged. We thank Professors Bingfu Chen, Wujin Chu, Barbara Kahn and Hotaka Katahira, and their graduate assistants, for their generous assistance in running the experiments included in this paper. Thanks also to participants in the Wharton Decision Processes Brown Bag Seminar, the Economic Science Association and Society for Judgment and Decision Making Meetings, and especially to Iris Bohnet and Catherine Eckel, for their comments and feedback. ABSTRACT This paper identifies contexts in which trust and