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Expectations and outcome: The role of Proposer features in the Ultimatum Game

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  • Marchetti, Antonella
  • Castelli, Ilaria
  • Harlé, Katia M.
  • Sanfey, Alan G.
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    Abstract

    In social decision-making individuals make choices in an interactive context and their decisions may therefore be influenced by information they receive about features of the other player. These features may 'frame' the other player in particular ways and generate expectations about the outcome. This research examines the impact of information about the Proposer on the Responder's decision in the Ultimatum Game (UG). Two-hundred and forty undergraduates played the UG after being provided with different descriptions of the Proposer's (no information, physical description, psychological description). The results show that acceptance rates are significantly influenced by both offer fairness as well as the type of description. These results support the relevance of the expectation effects due to the framing in social decision making.

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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Economic Psychology.

    Volume (Year): 32 (2011)
    Issue (Month): 3 (June)
    Pages: 446-449

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    Handle: RePEc:eee:joepsy:v:32:y:2011:i:3:p:446-449

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    Web page: http://www.elsevier.com/locate/joep

    Related research

    Keywords: Expectations Framing Cognitive dissonance Social decision-making Ultimatum Game;

    References

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    1. Sutter, Matthias, 2007. "Outcomes versus intentions: On the nature of fair behavior and its development with age," Journal of Economic Psychology, Elsevier, vol. 28(1), pages 69-78, January.
    2. Armin Falk & Ernst Fehr & Urs Fischbacher, . "On the Nature of Fair Behavior," IEW - Working Papers 017, Institute for Empirical Research in Economics - University of Zurich.
    3. Alan Sanfey, 2009. "Expectations and social decision-making: biasing effects of prior knowledge on Ultimatum responses," Mind and Society: Cognitive Studies in Economics and Social Sciences, Fondazione Rosselli, vol. 8(1), pages 93-107, June.
    4. Solnick, Sara J. & Schweitzer, Maurice E., 1999. "The Influence of Physical Attractiveness and Gender on Ultimatum Game Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 199-215, September.
    5. Burnham, Terence & McCabe, Kevin & Smith, Vernon L., 2000. "Friend-or-foe intentionality priming in an extensive form trust game," Journal of Economic Behavior & Organization, Elsevier, vol. 43(1), pages 57-73, September.
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    Cited by:
    1. Nebiyou Tilahun & David Levinson, 2013. "Selfishness and altruism in the distribution of travel time and income," Transportation, Springer, vol. 40(5), pages 1043-1061, September.
    2. Werner Güth & Martin G. Kocher, 2013. "More than thirty years of ultimatum bargaining experiments: Motives, variations, and a survey of the recent literature," Jena Economic Research Papers 2013-035, Friedrich-Schiller-University Jena, Max-Planck-Institute of Economics.
    3. Wiederhold, Simon & Riener, Gerhard, 2012. "Hidden Costs of Control in Social Groups," Annual Conference 2012 (Goettingen): New Approaches and Challenges for the Labor Market of the 21st Century 65407, Verein für Socialpolitik / German Economic Association.

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