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Motivational cherry picking

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  • Regner, Tobias
  • Riener, Gerhard

Abstract

We construct a simple three person trust game with one trustor and two trustees. The trustor has the possibility to either trust both trustees or none, while the trustees make their decisions either sequentially or simultaneously, depending on the treatment. When trustees play sequentially, follower trustees who are informed about the leader's choice are significantly more selfish than in the simultaneous move treatment, independent of the leader's choice. Leaders do not behave significantly different than in the baseline treatment. Follower trustees cherry pick the motivation that materially serves them best. When the leader trustee plays selfish, they tend to conform. When the leader makes a pro-social choice, followers seem to perceive the duty as already fulfilled by the leader. While guilt works well as a motivational force in a dyadic situation, it gets alleviated easily when the situation allows a shifting of responsibility. --

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Bibliographic Info

Paper provided by Heinrich‐Heine‐Universität Düsseldorf, Düsseldorf Institute for Competition Economics (DICE) in its series DICE Discussion Papers with number 68.

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Date of creation: 2012
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Handle: RePEc:zbw:dicedp:68

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Keywords: Team production; Trust; Choice architecture; Guilt aversion; Conformity; False consensus effect; Lab experiment; Cherry picking;

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Blog mentions

As found by EconAcademics.org, the blog aggregator for Economics research:
  1. Moral licensing & cherry-picking
    by chris dillow in Stumbling and Mumbling on 2012-10-26 13:32:44
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Cited by:
  1. Bigoni, Maria & Bortolotti, Stefania & Casari, Marco & Gambetta, Diego, 2013. "It takes two to cheat: An experiment on derived trust," European Economic Review, Elsevier, vol. 64(C), pages 129-146.
  2. M. Bigoni & S. Bortolotti & M. Casari & D. Gambetta, 2012. "Trustworthy by Convention," Working Papers wp827, Dipartimento Scienze Economiche, Universita' di Bologna.

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