The Limits of Fungibility: Relational Schemata and the Value of Things

  title={The Limits of Fungibility: Relational Schemata and the Value of Things},
  author={A. Peter McGraw and Philip E. Tetlock and Orie V Kristel},
  journal={ERN: Experimental Individual Decision Making (Topic)},
Four experiments test predictions on endowment and mental accounting effects of a theoretical perspective that stresses the symbolic-relational significance for consumer transactions and that posits the placement of qualitative boundaries on fungibility. Although people accepted proposals to buy objects acquired in market-pricing relationships as routine, the same proposals in communal-sharing, authority-ranking, and equality-matching relationships triggered distress and erratically high dollar… 
Taboo Trade-Offs, Relational Framing, and the Acceptability of Exchanges
This article reports 4 experiments demonstrating the power of social-relational framing to complicate superficially straightforward economic exchanges of goods and services. Drawing from Alan Fiske’s
Relational accounting: A cultural approach
This article extends (but goes beyond) Zelier’s original concept of relational earmarking, where individuals engaged in dynamic forms of relational work categorize their spending and develop
How I Became a Relational Economic Sociologist and What Does That Mean?*
My paper proposes the concept of relational work to explain economic activity. In all economic action, I argue, people engage in the process of differentiating meaningful social relations. For each
The Price of Friendship: When, Why, and How Relational Norms Guide Social Exchange Behavior
This article critically examines McGraw and Tetlock's (2005) notion of relational framing and offers directions for future development of the conceptual model. I begin by discussing the inherent
The Impact of Semantic Vs. Lexical Relations on the Strength of Inter-Brand Linkages
who read the sacred debaising statement chose the high-price, high-quality option only 41% of the time, a significantly different proportion than the control. The project has implications for when
Best Friends Forever: Relationship Schemas, Organizational Forms, and Institutional Change
Scholars have drawn on cultural concepts to demonstrate the capacity of organizational actors to transform existing institutional scripts and invent new ones. When it comes to accounting for the


Taboo Trade‐offs: Reactions to Transactions That Transgress the Spheres of Justice
Taboo trade-offs violate deeply held normative intuitions about the integrity, even sanctity, of certain relationships and the moral-political values underlying those relationships. For instance, if
Relational Models Theory : A Contemporary Overview
Contents: Preface. Part I: Fundamentals. A.P. Fiske, Relational Models Theory 2.0. N. Haslam, Research on the Relational Models: An Overview. Part II: Cognition and Culture. A.P. Fiske, Four Modes of
Trade-ins, Mental Accounting, and Product Replacement Decisions
When a consumer who already owns a durable‐type product in a category faces the opportunity to upgrade to a new, higher‐quality product, the replacement purchase decision is driven by both normative
The Red and the Black: Mental Accounting of Savings and Debt
In the standard economic account of consumer behavior the cost of a purchase takes the form of a reduction in future utility when expenditures that otherwise could have been made are forgone. The
The four elementary forms of sociality: framework for a unified theory of social relations.
  • A. Fiske
  • Psychology
    Psychological review
  • 1992
The motivation, planning, production,production, comprehension, coordination, and evaluation of human social life may be based largely on combinations of 4 psychological models: communal sharing, authority ranking, equality matching, market pricing and market pricing.
The Effect of Ownership History on the Valuation of Objects
Previous work on the endowment effect has demonstrated that current ownership status affects object valuation and that this effect occurs instantaneously on possession of an object. The current work
The psychology of the unthinkable: taboo trade-offs, forbidden base rates, and heretical counterfactuals.
Although the results fit the sacred-value-protection model (SVPM) better than rival formulations, the SVPM must draw on cross-cultural taxonomies of relational schemata to specify normative boundaries on thought.
Choices, Values, and Frames
We discuss the cognitive and the psy- chophysical determinants of choice in risky and risk- less contexts. The psychophysics of value induce risk aversion in the domain of gains and risk seeking in
A Resource Exchange Theory Analysis of Consumer Behavior
Marketing has been described as an exchange between two or more social units. A psychological exchange theory developed by Foa and Foa (1974) was used to examine: (a) the structure underlying six
Experimental Tests of the Endowment Effect and the Coase Theorem
Contrary to theoretical expectations, measures of willingness to accept greatly exceed measures of willingness to pay. This paper reports several experiments that demonstrate that this "endowment