Video taped group decision experiments on a two-person investment game were used to elicit the motivational structure of subjects' behavior. A majority of investors trusted (invested) and a majority of receivers reciprocated (returned). Cognition and decision were focused on extremes: total or no investment and equitable or no return. Subjects exhibited motivational heterogeneity in both roles, but both materialism and reciprocity proved stronger than altruism. The qualitative model of motivational attractors is introduced to explain observations. The model is also applied to the ultimatum game and compared to utilitarian, behavioral, and evolutionary approaches to the question of economic motivation.
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Paper provided by University of Bonn, Germany in its series Discussion Paper Serie B with number
386.
Length: pages Date of creation: Sep 1996 Date of revision: Handle: RePEc:bon:bonsfb:386
Contact details of provider: Postal: Bonn Graduate School of Economics, University of Bonn, Adenauerallee 24 - 26, 53113 Bonn, Germany Fax: +49 228 73 9221 Web page: http://www.bgse.uni-bonn.de/index.php?id=517
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Find related papers by JEL classification: C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory C92 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Group Behavior
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