Network structures have strong effects on the frequency and terms of negotiated exchanges, shaping who exchanges with whom and who fares better or worse. In this study we ask how exchange patterns of commitment and inequality are affected when negotiated exchanges are combined with reciprocal exchanges in more complex relationships of…

In this study, we investigate the relationship between uncertainty and trust in exogenous shifts in modes of social exchange (i.e., those that are not initiated by the individuals in a given exchange system). We explore how transitions from a high uncertainty environment (reciprocal exchange) to lower-uncertainty environments (nonbinding or…

Because inequality is one of the central concerns of sociologists, it has been addressed, in various ways, by virtually all of the major traditions of sociological social psychology--social structure and personality, symbolic interactionism, and group processes. For those who work in the social structure and personality tradition, inequality…

Reciprocity is one of the defining features of social exchange and social life, yet exchange theorists have tended to take it for granted. Drawing on work from a decade-long theoretical research program, I argue that reciprocity is structured and variable across different forms of exchange, that these variations in the structure of reciprocity…

This research investigates the process through which individuals build cohesive relationships in positively connected exchange relations. Positive connections exist any time exchange in one relation must precede exchange in another. Such situations arise through gatekeeping, in generalized exchange contexts, and when resources diffuse across a…

We investigated the consequences for exchange outcomes of the violation of an assumption underlying most social psychological research on exchange. This assumption is that the negotiated direct exchange of commodities between two actors (pure exchange) can be validly represented as two actors splitting a fixed pool of resources (split pool…

The value of reciprocity in social exchange potentially comprises both instrumental value (the value of the actual benefits received from exchange) and communicative or symbolic value (the expressive and uncertainty reduction value conveyed by features of the act of reciprocity itself). While all forms of exchange provide instrumental value, we…

An important unanswered question in the empirical literature on trust is whether trusting begets trustworthiness. In two experimental games, with Japanese and American participants, respectively, we compared trust and trustworthiness to provide an answer to this question. The trustee in the standard Trust Game knows that he or she is trusted,…

Early theoretical work on social exchange focused on how exchange relations generate social structural outcomes. Specifically, gift giving was said to evoke status structures. No experimental evidence exists to verify or refute the notion that gift giving during exchange processes generates status hierarchies. We present experimental results…

Network structures both enable and constrain the development of social relations. This research investigates these features by comparing the development of commitments in structurally enabled and structurally induced exchange relations. We integrate ideas from the theory of relational cohesion and the choice process theory of commitment. In an…