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Predictably competitive? What faces can tell us about competitive behavior

Author

Listed:
  • Loukas Balafoutas

    (Department of Public Finance, University of Innsbruck)

  • Helena Fornwagner

    (Institute of Economics and Econometrics, University of Regensburg)

  • Brit Grosskopf

    (Department of Economics, University of Exeter)

Abstract

Competition for limited resources is ubiquitous in social and economic life and has sparked a large body of research on the determinants of competitive behavior. While we know a lot about the role of contextual factors and personality traits, no link has been established between competitive behavior and physical appearance. In this study, we document for the first time a strong positive association between attractiveness, measured through ratings of headshots from experimental participants, and the competitive behavior of female participants in the form of opting for a tournament payment scheme in a real-effort task. We also show that individuals are sometimes better than chance at predicting the competitiveness of experimental participants, just by looking at their headshots. These findings significantly advance our understanding of the factors that underlie competitive attitudes and of the role of observable physical characteristics as telltale signs of behavior.

Suggested Citation

  • Loukas Balafoutas & Helena Fornwagner & Brit Grosskopf, 2021. "Predictably competitive? What faces can tell us about competitive behavior," Discussion Papers 2107, University of Exeter, Department of Economics.
    • Handle: RePEc:exe:wpaper:2107
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    More about this item

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making

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