It’s Only Wrong If It’s Transactional: Moral Perceptions of Obfuscated Exchange Forthcoming in American Sociological Review Acknowledgments: The authors gratefully acknowledge the comments and contributions provided by Aleksander Ellis, Alan Fiske, Sarah Harkness, Linda Molm, Martin Reimann, Reihan Salam, three anonymous reviewers, the ASR Editors, and participants of the Innovation and Creativity Workshop at UCLA Anderson School of Management, the 2016 Southern California Symposium on Network Economics and Game Theory at UCLA, the Organizational Behavior Seminar at Stanford GSB, the Duke University Department of Sociology Colloquium, and the 2017 American Sociological Association Regular Session on Economic Sociology. Oliver Schilke The University of Arizona, Eller College of Management Gabriel Rossman UCLA, Department of Sociology Funding: Preparation of this article was supported in part by a Research Small Grant from the Center for Leadership Ethics, Eller College of Management to the first author and a UCLA Senate Faculty Research Grant to the second author. Keywords: obfuscation, economic sociology, bribery, legitimacy, vignette experiments Corresponding Author: Gabriel Rossman, UCLA, Department of Sociology, 264 Haines Hall, Los Angeles, CA 90095-1551, USA Phone: 310-206-8904, Fax: 310-206-9838, E-mail:
[email protected] ABSTRACT A wide class of economic exchanges, such as bribery and compensated adoption, are considered morally disreputable precisely because they are seen as economic exchanges. However, parties to these exchanges can structurally obfuscate them by arranging the transfers so as to obscure that a disreputable exchange is occurring at all. In this paper, we propose that four obfuscation structures—bundling, brokerage, gift exchange, and pawning—will decrease the moral opprobrium of external audiences by (1) masking intentionality, (2) reducing the explicitness of the reciprocal nature, and (3) making the exchange appear to be a type of common practice.