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Emotion and economic decision in the ultimatum game (In French)

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Author Info
Emmanuel PETIT (GREThA UMR CNRS 5113)

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Abstract

We study the impact of induced positive or negative emotions on economic decisions in a negotiation context. Decision was assessed with a well studied social task, the Ultimatum game. In this task, subjects had to make decisions to either accept or reject fair or unfair offers from other players. Emotion was induced with short movie clips. Our results show that participants induced with negative emotions (such as anger or indignation) reject significantly more unfair offers than subjects induced with positive emotions (such as joy or elation). These results demonstrate that even subtle emotions can play an important role in biasing decision making.

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Paper provided by Groupe de Recherche en Economie Théorique et Appliquée in its series Cahiers du GREThA with number 2009-03.

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Date of creation: 2009
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Handle: RePEc:grt:wpegrt:2009-03

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Related research
Keywords: Moral emotions; negotiation; induction procedure;

Find related papers by JEL classification:
A12 - General Economics and Teaching - - General Economics - - - Relation of Economics to Other Disciplines
C70 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - General
C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior

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  1. Mónica C. Capra, 2004. "Mood-Driven Behavior in Strategic Interactions," American Economic Review, American Economic Association, vol. 94(2), pages 367-372, May. [Downloadable!]
  2. Blount, Sally, 1995. "When Social Outcomes Aren't Fair: The Effect of Causal Attributions on Preferences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(2), pages 131-144, August. [Downloadable!] (restricted)
  3. Pillutla, Madan M. & Murnighan, J. Keith, 1996. "Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(3), pages 208-224, December. [Downloadable!] (restricted)
  4. Guth, Werner & Schmittberger, Rolf & Schwarze, Bernd, 1982. "An experimental analysis of ultimatum bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 3(4), pages 367-388, December. [Downloadable!] (restricted)
  5. Jon Elster, 1998. "Emotions and Economic Theory," Journal of Economic Literature, American Economic Association, vol. 36(1), pages 47-74, March. [Downloadable!] (restricted)
  6. Branas-Garza, Pablo, 2007. "Promoting helping behavior with framing in dictator games," Journal of Economic Psychology, Elsevier, vol. 28(4), pages 477-486, August. [Downloadable!] (restricted)
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  7. Kirchsteiger, Georg & Rigotti, Luca & Rustichini, Aldo, 2006. "Your morals might be your moods," Journal of Economic Behavior & Organization, Elsevier, vol. 59(2), pages 155-172, February. [Downloadable!] (restricted)
  8. Smith, Vernon L, 1982. "Microeconomic Systems as an Experimental Science," American Economic Review, American Economic Association, vol. 72(5), pages 923-55, December. [Downloadable!] (restricted)
  9. Lin, Chien-Huang & Chuang, Shih-Chieh & Kao, Danny T. & Kung, Chaang-Yung, 2006. "The role of emotions in the endowment effect," Journal of Economic Psychology, Elsevier, vol. 27(4), pages 589-597, August. [Downloadable!] (restricted)
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This page was last updated on 2009-11-27.

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