Why Do People Keep Their Promises? A Further Investigation

Schwartz, Steven T.; Spires, Eric E.; Young, Richard

doi:10.2139/ssrn.2519125

Cited by 9 publications

(26 citation statements)

References 19 publications

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“…To shed more light on the possible reasons for which loaded information is more helpful in the prediction task than the neutral one, we now turn to investigating how the content of the target players' statements aects prediction accuracy in the VIDLO treatment. Following a growing body of experimental literature in economics (see, for instance, Charness and Dufwenberg, 2006;Ismayilov and Potters, 2016;Schwartz et al, 2018), our analysis focuses on promise-making as a potential signal of trustworthiness. In the sample of 896 stimuli delivered in VIDLO, 452 contain a promise to Roll (see footnote 3 for details of the coding procedure).…”

Section: Resultsmentioning

confidence: 99%

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Preferences for observable information in a strategic setting: An experiment

Zylbersztejn

Babutsidze

Hanaki

2020

Journal of Economic Behavior & Organization

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We experimentally investigate how much value people put in observable information about others in strategic interactions. The incentivized experimental task is to predict an unknown target player's trustworthiness in an earlier hidden action game. In Experiment 1, we vary the source of information about the target player (neutral picture, neutral video, video containing strategic content). The observed prediction accuracy rates then serve as an empirical measure of the objective value of information. In Experiment 2, we elicit the subjective value of information using the standard stated preferences method ("willingness to accept"). While the elicited subjective values are ranked in the same manner as the objective ones, subjects attach value to information which does not help predict target behavior, and exaggerate the value of helpful information.

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Section: Resultsmentioning

confidence: 99%

“…3 Like Charness and Dufwenberg (2006), we dene a promise as a statement of intent to Roll. Our classication method echoes the recent study by Schwartz et al (2018). All statements were classied as promises or nopromises by two independent coders (research assistants).…”

Section: Introductionmentioning

confidence: 99%

Preferences for observable information in a strategic setting: An experiment

Zylbersztejn

Babutsidze

Hanaki

2020

Journal of Economic Behavior & Organization

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“…The literature still lacks a common consensus on whether this should involve content analysis carried out by the experimenter (Charness and Dufwenberg, 2006), by independent coders (He et al, 2016), through an incentivized coordination game (Houser and Xiao, 2011), or by asking the subjects for their own interpretation (Servátka et al, 2011). Echoing a recent study by Schwartz et al (2018), herein we implement a method combining the first two approaches. Player Bs' statements were classified as promises or non-promises by two independent coders (research assistants).…”

Section: Summary Of Player Bs' Behaviormentioning

confidence: 99%

Digital Communication and Swift Trust

2019

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We experimentally study the effect of the mode of digital communication on the emergence of swift trust in a principal-agent relationship. We consider three modes of communication: plain text, audio, and video. Communication is pre-play, one-way, and unrestricted, but its content is homogenized across treatments. Overall, both audio and video messages have a positive (and similar) effect on trust compared to plain text; however, the magnitude of these effects depends on the content of agent's message (promise to act trustworthily vs. no such promise). In all conditions, we observe a positive effect of the agent's promise on the principal's trust. We also find that providing visual cues about the sender promotes trust and helps overcome gender favoritism in females.

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“…Females are generally less trusting than males when solely the vebal content of a message is transmitted (which usually does suce to identify the other person's gender). Adding nonverbal 5 See, for instance, Charness and Dufwenberg (2006); Vanberg (2008); Ismayilov and Potters (2016);Schwartz et al (2019). For a systematic review of the experimental literature on promise-making, see Woike and Kanngiesser (2019).…”

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confidence: 99%

Nonverbal Content and Swift Trust: An Experiment on Digital Communication

2020

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We experimentally study the effect of the mode of digital communication on the emergence of swift trust in a principal-agent relationship. We consider three modes of communication that differ in the capacity to transmit nonverbal content: plain text, audio, and video. Communication is pre-play, one-way, and unrestricted, but its verbal content is homogenized across treatments. Overall, both audio and video messages have a positive (and similar) effect on trust as compared to plain text; however, the magnitude of these effects depends on the verbal content of agent's message (promise to act trustworthily vs. no such promise). In all conditions, we observe a positive e ect of the agent's promise on the principal's trust. We also report that trust in female principals is sensitive to the availability of nonverbal cues about interaction partners.

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Why Do People Keep Their Promises? A Further Investigation

Cited by 9 publications

References 19 publications

Preferences for observable information in a strategic setting: An experiment

Preferences for observable information in a strategic setting: An experiment

Digital Communication and Swift Trust

Nonverbal Content and Swift Trust: An Experiment on Digital Communication

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