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- Publisher Website: 10.5465/ambpp.2010.54493698
- Scopus: eid_2-s2.0-85088000101
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Conference Paper: The role of contract framing in the emergence of trust: Evidence from a franchise contract experiment
| Title | The role of contract framing in the emergence of trust: Evidence from a franchise contract experiment |
|---|---|
| Authors | |
| Keywords | Contract Prospect theory Framing |
| Issue Date | 2010 |
| Citation | Academy of Management 2010 Annual Meeting (AOM 2010): Dare to Care, Montréal, Canada, 6-10 August 2010. In Academy of Management Proceedings, 2010, v. 2010 n. 1 How to Cite? |
| Abstract | The article explores the influence of the type of contract on trust in the franchising context. The concept of framing is used to determine how franchisees make sense of a franchise contract. It is shown how the term framing is utilized to indicate that changes in the wording of decision problems can result in preference reversals. The differences between promotion-framed and prevention-framed contracts to arrange a same set of obligations are pointed out. It is suggested that franchise contracts, in consideration of their framing, can encourage certain interpretations and discourage others, resulting in the franchisee having different risk perceptions. |
| Persistent Identifier | http://hdl.handle.net/10722/301855 |
| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Bertrandias, Laurent | - |
| dc.contributor.author | Fréchet, Marc | - |
| dc.contributor.author | Lumineau, Fabrice | - |
| dc.date.accessioned | 2021-08-19T02:20:52Z | - |
| dc.date.available | 2021-08-19T02:20:52Z | - |
| dc.date.issued | 2010 | - |
| dc.identifier.citation | Academy of Management 2010 Annual Meeting (AOM 2010): Dare to Care, Montréal, Canada, 6-10 August 2010. In Academy of Management Proceedings, 2010, v. 2010 n. 1 | - |
| dc.identifier.uri | http://hdl.handle.net/10722/301855 | - |
| dc.description.abstract | The article explores the influence of the type of contract on trust in the franchising context. The concept of framing is used to determine how franchisees make sense of a franchise contract. It is shown how the term framing is utilized to indicate that changes in the wording of decision problems can result in preference reversals. The differences between promotion-framed and prevention-framed contracts to arrange a same set of obligations are pointed out. It is suggested that franchise contracts, in consideration of their framing, can encourage certain interpretations and discourage others, resulting in the franchisee having different risk perceptions. | - |
| dc.language | eng | - |
| dc.relation.ispartof | Academy of Management Proceedings | - |
| dc.subject | Contract | - |
| dc.subject | Prospect theory | - |
| dc.subject | Framing | - |
| dc.title | The role of contract framing in the emergence of trust: Evidence from a franchise contract experiment | - |
| dc.type | Conference_Paper | - |
| dc.description.nature | link_to_OA_fulltext | - |
| dc.identifier.doi | 10.5465/ambpp.2010.54493698 | - |
| dc.identifier.scopus | eid_2-s2.0-85088000101 | - |
| dc.identifier.volume | 2010 | - |
| dc.identifier.issue | 1 | - |