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Designing Effective Contracts: Exploring the Influence of Framing and Expectations
Abstract
How a contract influences the exchange and ongoing relationship between parties is an unresolved issue. While some suggest contracts negatively or positively influence the exchange and relationship, we argue that the contract frame determines its impact. Using regulatory focus and expectancy violation theories, we argue that promotion- and prevention-framed contracts induce different emotions, behaviors, and expectations, leading to different...
Paper Details
Title
Designing Effective Contracts: Exploring the Influence of Framing and Expectations
Published Date
Jan 1, 2011
Journal
Volume
36
Issue
1
Pages
53 - 75
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