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Competition modulates buyers' reaction to sellers' cheap talk

Onderstal, Sander; Shalvi, Shaul; Soraperra, Ivan - 2023

-binding price requests. Using a laboratory experiment, we examine how competition moderates the way such cheap-talk communication … granularity effects of cheap-talk communication on negotiation outcomes. Our results show that most of these effects survive with …

Persistent link: https://www.econbiz.de/10014299618

Competition in Persuasion

Gentzkow, Matthew Aaron; Kamenica, Emir - In: The review of economic studies 84 (2017) 1, pp. 300-322

Persistent link: https://www.econbiz.de/10011746465

Truth and trust in communication : experiments on the effect of a competitive context

Rode, Julian - In: Games and economic behavior 68 (2010) 1, pp. 325-338

Persistent link: https://www.econbiz.de/10003929803

Truth and trust in communication : experiments on the effect of a competitive context

Rode, Julian - 2008

Persistent link: https://www.econbiz.de/10013443422

Lying in competitive environments : a clean identification of behavioral impacts

Dato, Simon; Feess, Eberhard; Nieken, Petra - 2022

In the last decade, forced ranking systems where employees' bonuses depend on their rank assigned by superiors have become less popular. Whereas the inherently competitive structure of ranking systems provides high effort incentives, it might also increase incentives for misconduct. Previous...

Persistent link: https://www.econbiz.de/10013288029