Exploiting the guilt aversion of others: do agents do it and is it effective?

Responding to (Un)Reasonable Requests

“…Using data from trust game variants,Cardella (2016) has recently argued that guilt induction could be used as a tool by trusters.…”

Belief-Dependent Motivations and Psychological Game Theory

“…We used G 6 merely because it is more spare, but Charness & Dufwenberg (2006) (cited in Section 3.1) actually used G 11 rather than G 6 . 57 If player 2 is instead motivated by guilt-from-blame then the implications are very di¤erent in G 6 and G 11 . In G 6 , following trust, if player 2's secondorder beliefs assign probability 1 to q = 1, then for a high enough 2 player 2's best response is share.…”

“…59 The logic of the previous paragraph no longer applies, and in the modi…ed version of G 11 guilt-from-blame and simple guilt again work similarly. 57 Their reason is conceptual; from a contract-theoretic viewpoint G 11 may be seen to incorporate an element of "moral hazard" which is absent in G 6 . See Charness & Dufwenberg (2006, p. 1582).…”

Expectations, network centrality, and public good contributions: Experimental evidence from India

“…Cardella (2016) studies whether individuals strategically induce guilt in others. Our experiment differs in two important ways.…”

“…The literature has recently started analysing the possibility that individuals may manipulate their own expectations in order to induce guilt in others(Cardella, 2016).9 If the order of decisions was reversed, subjects would need to condition their centre decision on the realisation of an event that is yet to happen. This would make the decision more abstract and more likely to be misinterpreted.…”