Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers
Pillutla, M and Murnighan, J K (1996) Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers. Organizational Behavior and Human Decision Processes, 68 (3). pp. 208-224. ISSN 0749-5978
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This paper addresses an anomaly in experimental economics, the rejection of ultimatum offers, and uses a psychological explanation for this essentially economic event. The wounded pride/spite model predicts that informed, knowledgeable respondents may react to small ultimatum offers by perceiving them as unfair, feeling anger, and acting spitefully. Results of a large scale experiment support the model, showing that rejections were most frequent when respondents could evaluate the fairness of their offers and attribute responsibility to offerers. In addition, anger was a better explanation of the rejections than perceptions that the offers were unfair. The discussion addresses the rarely studied but frequently observed emotions that negotiations provoke.
| Affiliation: | Indian School of Business |
|---|---|
| ISB Creiators: |
ISB Creators ORCiD Pillutla, M https://orcid.org/ 0000-0001-5529-5094 |
| Item Type: | Article |
| Additional Information: | The research article was published by the author with the affiliation of London Business School |
| Uncontrolled Keywords: | Unfairness, Anger, Emotional Rejections, Ultimatum Offers |
| Subjects: | Organization Behavior |
| Depositing User: | Gurusrinivasan K |
| Date Deposited: | 26 Sep 2021 17:32 |
| Last Modified: | 26 Sep 2021 17:32 |
| URI: | https://eprints.exchange.isb.edu/id/eprint/1581 |
| Publisher URL: | https://www.sciencedirect.com/science/article/pii/... |
| Publisher OA policy: | https://v2.sherpa.ac.uk/id/publication/16073 |
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