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Elicited vs. voluntary promises
Ismayilov,H. Potters,Jan
Ismayilov,H.
Potters,Jan
Abstract
We set up an experiment with pre-play communication to study the impact of promise elicitation by trustors from trustees on trust and trustworthiness. When given the opportunity a majority of trustors solicits a promise from the trustee. This drives up the promise making rate by trustees to almost 100%. We find that elicited promises are more likely to be trusted than volunteered promises, but trustees who make an elicited promise are not more likely to be trustworthy than trustees who make a voluntary promise.
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Date
2017-10
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Keywords
Promises, Communication, Cooperation, Guilt aversion, Experiment, C72 - Noncooperative Games, C91 - Laboratory, Individual Behavior, D03 - Behavioral Microeconomics ; Underlying Principles
Citation
Ismayilov, H & Potters, J 2017, 'Elicited vs. voluntary promises', Journal of Economic Psychology, vol. 62, pp. 295-312. https://doi.org/10.1016/j.joep.2017.07.005