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Barron, Kai; Fries, Tilman - 2024 - revised

persuasion. Our results reveal several insights. First, narratives are persuasive: We find that they systematically shift beliefs … anticipated by narrative-senders, who systematically tailor their narratives to the facts. Fourth, the features of a competing …

Persistent link: https://www.econbiz.de/10014532535

Narrative persuasion

Barron, Kai; Fries, Tilman - 2024

Persistent link: https://www.econbiz.de/10014537296

Narrative persuasion

Barron, Kai; Fries, Tilman - 2023

, we examine the use of narratives as a persuasive tool in the context of financial advice where advisors may hold … mechanisms that govern narrative persuasion. First, we show that advisors construct self-interested narratives and make them …' beliefs about the future performance of a company. Third, we identify the types of narratives that investors find convincing …

Persistent link: https://www.econbiz.de/10013477481

Narrative persuasion

Barron, Kai; Fries, Tilman - 2023

, we examine the use of narratives as a persuasive tool in the context of financial advice where advisors may hold … mechanisms that govern narrative persuasion. First, we show that advisors construct self-interested narratives and make them …’ beliefs about the future performance of a company. Third, we identify the types of narratives that investors find convincing …

Persistent link: https://www.econbiz.de/10014487135

Peer effects of ambition

Albert, Philipp; Kübler, Dorothea; Silva Goncalves, Juliana - 2019

Ambition as the desire for personal achievement is an important driver of behavior. Using laboratory experiments, we study the role of social influence on ambition in two distinct domains of achievement, namely performance goals and task complexity. In the first case, participants set themselves...

Persistent link: https://www.econbiz.de/10012033501

Collective minimum contributions to counteract the ratchet effect in the voluntary provision of public goods

Alt, Marius; Gallier, Carlo; Kesternich, Martin; Sturm, Bodo - 2022 - This version: November, 2022

We experimentally test a theoretically promising amendment to the ratchet-up mechanism of the Paris Agreement. The ratchet-up mechanism prescribes that parties’ commitments to the global response to climate change cannot decrease over time and our results confirm that its effect is...

Persistent link: https://www.econbiz.de/10013460308

Aiding applicants : leveling the playing field within the immediate acceptance mechanism

Basteck, Christian; Mantovani, Marco - 2021

In school choice problems, the widely used manipulable Immediate Acceptance mechanism (IA) disadvantages unsophisticated applicants, but may ex-ante Pareto dominate any strategy-proof alternative. In these cases, it may be preferable to aid applicants within IA, rather than to abandon it. In a...

Persistent link: https://www.econbiz.de/10013191426

Lying to individuals versus lying to groups

Angelova, Vera; Tolksdorf, Michel - 2022

We investigate experimentally whether individuals or groups are more lied to, and how lying depends on the group size and the monetary loss inflicted by the lie. We employ an observed cheating game, where an individual's misreport of a privately observed number can monetarily benefit her while...

Persistent link: https://www.econbiz.de/10014476599

Risk, reward and uncertainty in buyer-seller transactions : the seller's view on combining posted prices and auctions

Ivanova-Stenzel, Radosveta; Kröger, Sabine - 2023

In Buy-It-Now auctions, sellers can post a take-it-or-leave-it price offer prior to an auction. While the literature almost exclusively looks at buyers in such combined mechanisms, the current paper summarizes results from the sellers' point of view. Buy-It-Now auctions are complex mechanisms...

Persistent link: https://www.econbiz.de/10014477420

Rebate rules in reward-based crowdfunding : introducing the bid-cap rule

Gerstmeier, Fabian; Oezcelik, Yigit; Tolksdorf, Michel - 2023

We study the efficacy of rebate rules in reward-based crowdfunding, where a project is only realized when a funding goal is met, and only those who pledge at least a reservation price receive a reward from the project. We propose and experimentally test two rebate rules against the customary...

Persistent link: https://www.econbiz.de/10014479171