In business and politics, gifts are often aimed at influencing the recipient at the expense of third parties. In an … experimental study, which removes informational and incentive confounds, subjects strongly respond to small gifts even though they … and sociological theories about gifts creating an obligation to reciprocate. We capture these effects in a simple …

We conduct a field experiment where we vary both the presence of a gift-exchange wage and the effect of the worker …

the presumption that a relational contract can establish a norm of reciprocity, I show that generous upfront wages that … by the employee’s reciprocal preferences, the norm of reciprocity already shapes the incentive system at the beginning of … his career. I also show that more competition might magnify the use of reciprocity-based incentives, and that a formal …

between gender norms and labor-supply expectations within a survey experiment among 2,000 German adolescents. Using a … persist in a follow-up survey two weeks later, and extend to incentivized outcomes. In a second experiment, we highlight …