Getting a yes. An experiment on the power of asking
| Autor: | Lisa Bruttel, Florian Stolley |
|---|---|
| Rok vydání: | 2020 |
| Předmět: |
040101 forestry
Generosity Economics and Econometrics 050208 finance Inequality media_common.quotation_subject 05 social sciences General Social Sciences 04 agricultural and veterinary sciences Text message Power (social and political) Dictator game Order (business) 0502 economics and business Dictator 0401 agriculture forestry and fisheries Psychology Social psychology Applied Psychology Reciprocity (cultural anthropology) media_common |
| Zdroj: | Journal of Behavioral and Experimental Economics. 86:101550 |
| ISSN: | 2214-8043 |
| DOI: | 10.1016/j.socec.2020.101550 |
| Popis: | This paper studies how the request for a favor has to be devised in order to maximize its chance of success. We present results from a mini-dictator game in which giving entails an efficiency gain. In this laboratory experiment, the recipient can send a free-form text message to the dictator before the latter decides. We find that the content of a message does matter for the decision to give. Putting effort into the message and writing in a humorous way pays off. We argue that this can be interpreted in terms of reciprocity. Mentioning reasons why the money is needed increases the generosity of dictators as well. Additionally, we find differences in the behavior of male and female dictators. Only men react positively to efficiency arguments, while only women react to messages that emphasize the power and responsibility of the dictator. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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