The DOI matches its OpenAlex record; 1 of the 1 references it cites were found in a registry or an index.
Business on a Handshake
Open accessOverview
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Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
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Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
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Citations
Cites
Deutsch, M. (1958) · Journal of Conflict Resolution · doi:10.1177/002200275800200401 · Cited by 2,077
Cited by
Not So Different After All: A Cross-Discipline View Of Trust
Rousseau, D. M., Sitkin, S. B., Burt, R. S., & Camerer, C. (1998) · Academy of Management Review · doi:10.5465/amr.1998.926617 · Cited by 10,274
Trust and TAM in Online Shopping: An Integrated Model1
Gefen, D., Karahanna, E., & Straub, D. W. (2003) · MIS Quarterly · doi:10.2307/30036519 · Cited by 8,635
An Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Developing and validating trust measures for e-commerce: an integrative typology
McKnight, D. H., Choudhury, V., & Kacmar, C. (2002) · Information Systems Research · doi:10.1287/isre.13.3.334.81 · Cited by 5,550
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008) · Decision Support Systems · doi:10.1016/j.dss.2007.07.001 · Cited by 3,613
“In traditional commerce, the trust-building process is affected by the characteristics of customers, salespersons, the company, and interactions between the two parties involved [25,50,128,134].”
Background
Metadata
- Authors
- Shapiro, D. L., Sheppard, B. H., & Cheraskin, L.
- Venue
- Negotiation Journal
- Publisher
- Wiley
- Published
- 1992-10-01
- Volume
- 8
- Issue
- 4
- Pages
- 365-377
- ISSN
- 0748-4526 (ISSN-L)
- OpenAlex
- W1977685841
- Cited by
- 853
- References
- 1
- FWCI
- 5.39
- Type
- journal article
- Language
- en
- Open access
- hybrid
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
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How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Business on a Handshake. https://app.cochat.ai/papers/10.1007/bf01000396
- The paper
- Shapiro, D. L., Sheppard, B. H., & Cheraskin, L. (1992). Business on a Handshake. Negotiation Journal. https://doi.org/10.1007/bf01000396
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
