26 Pages Posted: 7 Jan 2009
Date Written: July 2006
This paper identifies when other-regarding preferences (ORPs) such as trust, reciprocity and altruism will likely arise. We experimentally examine the influence of social distance and communication on ORPs in four countries. We demonstrate that country of origin significantly influences ORPs, but also find mixed support for the relationship between ORPs and social distance; increasing social distance has the expected negative effect in the individually oriented U.S., but its effects internationally are different. This interaction is explained by an individual's cultural orientation. Finally, we show strong evidence that personal but irrelevant communication significantly increases ORPs.
Keywords: Trust, Reciprocity, International, Communication, Social distance
Suggested Citation: Suggested Citation
Buchan, Nancy and Johnson, Eric J. and Croson, Rachel T. A., Let's Get Personal: An International Examination of the Influence of Communication, Culture and Social Distance on Other Regarding Preferences (July 2006). Journal of Economic Behavior and Organization, Vol. 60, No. 3, 2006. Available at SSRN: https://ssrn.com/abstract=1323480