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Reference points in renegotiations : the role of contracts and competition
Bartling, Björn; Schmidt, Klaus M. - 2012
Several recent papers argue that contracts provide reference points that affect ex post behavior. We test this … effect of contracts on bargaining threatpoints. We compare situations in which an initial contract is renegotiated to … strategically equivalent bargaining situations in which no ex ante contract was written. The ex ante contract causes sellers to ask …
Persistent link: https://www.econbiz.de/10009571567
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Reference points in renegotiations : the role of contracts and competition
Bartling, Björn; Schmidt, Klaus M. - 2012
Several recent papers argue that contracts provide reference points that affect ex post behavior. We test this … effect of contracts on bargaining threatpoints. We compare situations in which an initial contract is renegotiated to … strategically equivalent bargaining situations in which no ex ante contract was written. The ex ante contract causes sellers to ask …
Persistent link: https://www.econbiz.de/10009656180
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Using cognitive dissonance to manipulate social preferences
Oxoby, Robert J.; Smith, Alexander - 2014
We explore the role of cognitive dissonance in dictator and public goods games. Specifically, we motivate cognitive dissonance between one's perception of “fair treatment” and self-interested behaviour by having participants answer a question about fairness. Utilizing two manipulations...
Persistent link: https://www.econbiz.de/10010379926
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Cognitive uncertainty and overconfidence
Amelio, Andrea - 2022
Overconfidence is one of the most ubiquitous cognitive bias. There is copious evidence of overconfidence being relevant in a diverse set of economic domains. In this paper, we relate the recent concept of cognitive uncertainty with overconfidence. Cognitive uncertainty represents a decision...
Persistent link: https://www.econbiz.de/10013257953
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Cognitive flexibility or moral commitment? : evidence of anticipated belief distortion
Saccardo, Silvia; Serra-Garcia, Marta - 2020
-serving ways, or instead attempt to constrain it, committing to unbiased judgment. Experiments with 6500 participants, including …
Persistent link: https://www.econbiz.de/10012271757
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Testing the advantages of conscious vs. unconscious thought for complex decisions in a distraction free paradigm
McElroy, Todd; Dickinson, David L. - 2016
In this study we test predictions from Unconscious Thought Theory (UTT) that unconscious thought will lead to better …
Persistent link: https://www.econbiz.de/10011580853
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Determinants of trust : the role of personal experiences
Schwerter, Frederik; Zimmermann, Florian - 2019
Social interactions pervade daily life and thereby create an abundance of social experiences. Such personal experiences likely shape what we believe and who we are. In this paper, we ask if and how personal experiences from social interactions determine individuals' inclination to trust others?...
Persistent link: https://www.econbiz.de/10011987073
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Using ethical dilemmas to predict antisocial choices with real payoff consequences : an experimental study
Dickinson, David L.; Masclet, David - 2018
Anti-social behaviours are costly to organizations, and the ability to identify predictors of such behaviours can be valuable. In this paper, we used a within-subjects laboratory design to study choices in the well-known (hypothetical) Trolley problem as well as in a real payoff money-burning...
Persistent link: https://www.econbiz.de/10011872604
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Homophily and transmission of behavioral traits in social networks
Bhargava, Palaash; Chen, Daniel L.; Sutter, Matthias; … - 2023
about how these traits are related to social networks. Based on unique data collected using incentivized experiments on more …
Persistent link: https://www.econbiz.de/10014250002
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Dark versus light personality types and moral choice
Dickinson, David L. - 2023
Dark personality traits have been linked to behaviors commonly understood as unethical, such as fraud, bribe-taking, and marital infidelity. Presumably, more "light" personality traits may be associated with lesser tendencies to be unethical, but many individuals also possess both light and dark...
Persistent link: https://www.econbiz.de/10014318385