Original paper

Low Stakes Opportunism

Published: Jan 1, 2012
Abstract
In this research, the authors develop a theory for why people act opportunistically when the stakes (i.e., payoffs) are low. Transaction cost theory suggests that opportunistic behavior is more likely under high stakes conditions. The authors identify rapport as an important moderator of this relationship. Through a series of three studies, they find that high stakes opportunism appears to occur only when rapport is low. In contrast, when...
Paper Details
Title
Low Stakes Opportunism
Published Date
Jan 1, 2012
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