The Role of Attributions in Evaluating Exchange Relationships

Michael Tsiros, University of Miami
Vitas Mittal, University of Pittsburgh
ABSTRACT - The paper examines how the locus and stability of a cause influence the level of satisfaction and the future of the exchange relationship for both positive and negative outcomes. Several hypotheses are derived from the literature and tested in two studiesBan experiment and a field study. Stability influences commitment levels when the experienced outcome is positive whereas locus influences commitment levels when the experienced outcome is negative. In addition, the future of a relationship is influenced differentially by locus and stability depending on the valence of the outcome.
[ to cite ]:
Michael Tsiros and Vitas Mittal (2001) ,"The Role of Attributions in Evaluating Exchange Relationships", in NA - Advances in Consumer Research Volume 28, eds. Mary C. Gilly and Joan Meyers-Levy, Valdosta, GA : Association for Consumer Research, Pages: 447.

Advances in Consumer Research Volume 28, 2001     Page 447

THE ROLE OF ATTRIBUTIONS IN EVALUATING EXCHANGE RELATIONSHIPS

Michael Tsiros, University of Miami

Vitas Mittal, University of Pittsburgh

ABSTRACT -

The paper examines how the locus and stability of a cause influence the level of satisfaction and the future of the exchange relationship for both positive and negative outcomes. Several hypotheses are derived from the literature and tested in two studiesBan experiment and a field study. Stability influences commitment levels when the experienced outcome is positive whereas locus influences commitment levels when the experienced outcome is negative. In addition, the future of a relationship is influenced differentially by locus and stability depending on the valence of the outcome.

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