{"title":"关系与绩效契约的隐性成本","authors":"E. Chou, N. Halevy, J. Murnighan","doi":"10.2139/ssrn.1612376","DOIUrl":null,"url":null,"abstract":"Rather than acting as a safeguard, contracts may actually damage relationships. Using field and lab studies, we assessed the effects of contracts on contract formation, implementation, and ultimate outcomes. Studies 1 and 2 showed that the presence of a contract led people to anticipate more contentious interactions, which then led to a reduction in their actual cooperative behavior. Studies 3 and 4 showed that contracts that included sanctions led to poor team performance.","PeriodicalId":162065,"journal":{"name":"LSN: Law & Economics: Private Law (Topic)","volume":"38 1","pages":"0"},"PeriodicalIF":0.0000,"publicationDate":"2010-05-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"2","resultStr":"{\"title\":\"The Hidden Cost of Contracts on Relationships and Performance\",\"authors\":\"E. Chou, N. Halevy, J. Murnighan\",\"doi\":\"10.2139/ssrn.1612376\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"Rather than acting as a safeguard, contracts may actually damage relationships. Using field and lab studies, we assessed the effects of contracts on contract formation, implementation, and ultimate outcomes. Studies 1 and 2 showed that the presence of a contract led people to anticipate more contentious interactions, which then led to a reduction in their actual cooperative behavior. Studies 3 and 4 showed that contracts that included sanctions led to poor team performance.\",\"PeriodicalId\":162065,\"journal\":{\"name\":\"LSN: Law & Economics: Private Law (Topic)\",\"volume\":\"38 1\",\"pages\":\"0\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2010-05-21\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"2\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"LSN: Law & Economics: Private Law (Topic)\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.2139/ssrn.1612376\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"LSN: Law & Economics: Private Law (Topic)","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.2139/ssrn.1612376","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
The Hidden Cost of Contracts on Relationships and Performance
Rather than acting as a safeguard, contracts may actually damage relationships. Using field and lab studies, we assessed the effects of contracts on contract formation, implementation, and ultimate outcomes. Studies 1 and 2 showed that the presence of a contract led people to anticipate more contentious interactions, which then led to a reduction in their actual cooperative behavior. Studies 3 and 4 showed that contracts that included sanctions led to poor team performance.
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