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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

Do tax cuts increase consumption? : an experimental test of Ricardian Equivalence

Meissner, Thomas; Rostam-Afschar, Davud - 2014

This paper tests whether the Ricardian Equivalence proposition holds in a life cycle consumption laboratory experiment. This proposition is a fundamental assumption underlying numerous studies on intertemporal choice and has important implications for tax policy. Using nonparametric and panel...

Persistent link: https://www.econbiz.de/10010384031

A rationale for unanimity in committees

Breitmoser, Yves; Valasek, Justin - 2017

Existing theoretical and experimental studies have established that unanimity is a poor decision rule for promoting information aggregation. Despite this, unanimity is frequently used in committees making decisions on behalf of society. This paper shows that when committee members are exposed to...

Persistent link: https://www.econbiz.de/10011696383

Discrete choice with presentation effects

Breitmoser, Yves - 2017

Experimenters have to make theoretically irrelevant decisions concerning user interfaces and ordering or labeling of options. Such presentation decisions affect behavior and cause results to appear contradictory across experiments, obstructing utility estimation and policy recommendations. The...

Persistent link: https://www.econbiz.de/10011698247

Delegating pricing power to customers : pay what you want or name your own price?

Krämer, Marius-Florentin; Schmidt, Klaus M.; Spann, Martin - 2017

Pay What You Want (PWYW) and Name Your Own Price (NYOP) are customer driven pricing mechanisms that give customers (some) pricing power. Both have been used in service industries with high fixed costs to price discriminate without setting a reference price. Their participatory and innovative...

Persistent link: https://www.econbiz.de/10011591510

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

Behavior-based price discrimination under endogenous privacy

Heiny, Friederike; Li, Tianchi; Tolksdorf, Michel - 2020

This paper analyzes consumers' privacy choice concerning their private data and firms' ensuing pricing strategy. The General Data Protection Regulation passed by the European Union in May 2018 allows consumers to decide whether to reveal private information in the form of cookies to an online...

Persistent link: https://www.econbiz.de/10012150165