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The Influence of International Experience on Bargaining Behavior

Author

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  • Lutz Sommer

    (Faculty of Engineering, Albstadt-Sigmaringen University, Germany)

Abstract

Over a period of time rational behavior/strategies of the people have been studied using ultimatum games in the form of dictator game, trust game, social ultimatum game etc. The typical ultimatum games includes a distribution of the specific amount of money/monetary benefit through a proposal by a person designated as "proposer" to himself / herself and to a different person designated as "responder". The proposal from the "proposer" will be implemented when the "responder" accepts it and there by terminating the game. In case the "responder" rejects the proposal the game will terminated with both the person involved in the game (prosper and responder) gaining nothing. The subject of the study relates to the bargaining Behavior through ultimatum game in the form of dictator game of people taking into account of the international experience, linked to the question of whether the international experience of the respondents positively influences their fairness and justice. In order to confirm or reject these results, n (number) = 270 German volunteers participated in a corresponding experimental analysis. The results confirmed that the international experience of the test persons in part can have a positive influence on the bargaining behavior, if one must react to the decision of a predecessor.

Suggested Citation

  • Lutz Sommer, 2019. "The Influence of International Experience on Bargaining Behavior," Advances in Decision Sciences, Asia University, Taiwan, vol. 23(1), pages 1-30, March.
    • Handle: RePEc:aag:wpaper:v:23:y:2019:i:1:p:1-30
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    References listed on IDEAS

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    Cited by:

    1. Xiuqun Chen & Shun-Chi Yu & Xuemei Sun & Dan Wang, 2023. "Investigating the Influence of Brand Communication and Brand Trust on Customer Commitment: An Examination from the Perspective of Customer Perception," Advances in Decision Sciences, Asia University, Taiwan, vol. 27(2), pages 166-195, June.

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    More about this item

    Keywords

    International experience; Bargaining Behavior; Justice; Self-interest; Decision making;
    All these keywords.

    JEL classification:

    • C70 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - General
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • C73 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Stochastic and Dynamic Games; Evolutionary Games

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