Abstract: Building on a partner-switching mechanism, we experimentally test two theories that posit different reasons why promises breed trust and cooperation. The expectation-based explanation (EBE) operates via belief-dependent guilt aversion, while the commitment-based explanation (CBE) suggests that promises offer commitment power via a (belief-independent) preference to keep one’s word. Previous research performed a similar test, which we however argue should be interpreted as concerning informal agreements rather than (unilateral) promises.
Dufwenberg, M., Di Bartolomeo, G., Papa, S. (2023). Promises and Partner-Switch. JOURNAL OF THE ECONOMIC SCIENCE ASSOCIATION, 9, 77-89 [10.1007/s40881-023-00128-4].
Promises and Partner-Switch
Stefano Papa
2023-03-01
Abstract
Abstract: Building on a partner-switching mechanism, we experimentally test two theories that posit different reasons why promises breed trust and cooperation. The expectation-based explanation (EBE) operates via belief-dependent guilt aversion, while the commitment-based explanation (CBE) suggests that promises offer commitment power via a (belief-independent) preference to keep one’s word. Previous research performed a similar test, which we however argue should be interpreted as concerning informal agreements rather than (unilateral) promises.| File | Dimensione | Formato | |
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