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The Road to Reconciliation: Antecedents of Victim Willingness to Reconcile Following a Broken Promise

Edward C. Tomlinson¹; Brian R. Dineen²; Roy J. Lewicki¹

¹ Department of Management and Human Resources, Fisher College of Business, The Ohio State University, 2100 Neil Avenue, Suite 700, Columbus, OH 43210, USA · ² Management Area, Gatton College of Business and Economics, University of Kentucky, 455 Gatton B & E Building, Lexington, KY 40515, USA

The antecedents of victim willingness to reconcile a professional relationship following an incident involving a broken promise were examined in terms of offender tactics (i.e., nature of apology, timeliness of reparative act, sincerity) and relationship characteristics (i.e., nature of past relationship, probability of future violation) using a within- and between-subjects policy-capturing design. Relatively speaking, relationship characteristics were as strongly related to willingness to reconcile as offender tactics. Furthermore, we found moderating effects of magnitude of violation on the willingness to reconcile a relationship following a trust violation. In particular, nature of past relationship was weighed more heavily, whereas probability of future violation was weighed less heavily when the magnitude of the violation was greater. Practical implications and recommendations for future research are discussed.

DOI

10.1016/j.jm.2003.01.003

Volume

30 (2)

Pages

165-187

Language

en

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