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Competitive Bluffing: An Examination of a Common Practice and its Relationship with Performance

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  • Rebecca Guidice
  • G. Alder
  • Steven Phelan

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  • Rebecca Guidice & G. Alder & Steven Phelan, 2009. "Competitive Bluffing: An Examination of a Common Practice and its Relationship with Performance," Journal of Business Ethics, Springer, vol. 87(4), pages 535-553, July.
    • Handle: RePEc:kap:jbuset:v:87:y:2009:i:4:p:535-553
    DOI: 10.1007/s10551-008-9957-z
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    References listed on IDEAS

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    1. Van Huyck, John B & Battalio, Raymond C & Beil, Richard O, 1990. "Tacit Coordination Games, Strategic Uncertainty, and Coordination Failure," American Economic Review, American Economic Association, vol. 80(1), pages 234-248, March.
    2. Sundali, James A. & Rapoport, Amnon & Seale, Darryl A., 1995. "Coordination in Market Entry Games with Symmetric Players," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(2), pages 203-218, November.
    3. Corinne Langinier, 2005. "Using patents to mislead rivals," Canadian Journal of Economics, Canadian Economics Association, vol. 38(2), pages 520-545, May.
    4. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    5. Colin Camerer & Teck-Hua Ho, 1999. "Experience-weighted Attraction Learning in Normal Form Games," Econometrica, Econometric Society, vol. 67(4), pages 827-874, July.
    6. Michael C. Jensen, 1991. "Corporate Control And The Politics Of Finance," Journal of Applied Corporate Finance, Morgan Stanley, vol. 4(2), pages 13-34, June.
    7. Roland Benabou & Guy Laroque, 1992. "Using Privileged Information to Manipulate Markets: Insiders, Gurus, and Credibility," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 107(3), pages 921-958.
    8. Ross, William T. & Robertson, Diana C., 2000. "Lying: The Impact of Decision Context," Business Ethics Quarterly, Cambridge University Press, vol. 10(2), pages 409-440, April.
    9. Thomas M. Jones & Lori Verstegen Ryan, 1997. "The Link Between Ethical Judgment and Action in Organizations: A Moral Approbation Approach," Organization Science, INFORMS, vol. 8(6), pages 663-680, December.
    10. Eyal Winter & Amnon Rapoport & Darryl A. Seale, 2000. "An experimental study of coordination and learning in iterated two-market entry games," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 16(3), pages 661-687.
    11. Carson, Thomas, 1993. "Second Thoughts About Bluffing," Business Ethics Quarterly, Cambridge University Press, vol. 3(4), pages 317-342, October.
    12. Catherine H Tinsley & Madan M Pillutla, 1998. "Negotiating in the United States and Hong Kong," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(4), pages 711-727, December.
    13. Marian Chapman Moore, 1992. "Signals and Choices in a Competitive Interaction: The Role of Moves and Messages," Management Science, INFORMS, vol. 38(4), pages 483-500, April.
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    Cited by:

    1. Stephen Benard, 2015. "The value of vengefulness: Reputational incentives for initiating versus reciprocating aggression," Rationality and Society, , vol. 27(2), pages 129-160, May.
    2. Sherwood, Charles, 2022. "A lie is a lie: the ethics of lying in business negotiations," LSE Research Online Documents on Economics 113331, London School of Economics and Political Science, LSE Library.
    3. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.

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