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Preferences for Consistency

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  • Falk, Armin
  • Zimmermann, Florian

Abstract

This paper studies how a preference for consistency can affect economic decisionmaking. We propose a two-period model where people have a preference for consistency because consistent behavior allows them to signal personal and intellectual strength. We then present three experiments that study main predictions and implications of the model. The first is a simple principal-agent experiment that shows that consistency is valued by others and that this value is anticipated. The second experiment underlines the crucial role of early commitment for consistency preferences. Finally we show how preferences for consistency can be used to manipulate choices.

Suggested Citation

  • Falk, Armin & Zimmermann, Florian, 2011. "Preferences for Consistency," CEPR Discussion Papers 8519, C.E.P.R. Discussion Papers.
    • Handle: RePEc:cpr:ceprdp:8519
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    References listed on IDEAS

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    Cited by:

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    2. Ayelet Gneezy & Alex Imas & Amber Brown & Leif D. Nelson & Michael I. Norton, 2012. "Paying to Be Nice: Consistency and Costly Prosocial Behavior," Management Science, INFORMS, vol. 58(1), pages 179-187, January.
    3. Jeffrey V. Butler, 2016. "Inequality and Relative Ability Beliefs," Economic Journal, Royal Economic Society, vol. 126(593), pages 907-948, June.
    4. Mara Ewers & Florian Zimmermann, 2015. "Image And Misreporting," Journal of the European Economic Association, European Economic Association, vol. 13(2), pages 363-380, April.
    5. Oxoby, Robert J. & Smith, Alexander, 2014. "Using Cognitive Dissonance to Manipulate Social Preferences," IZA Discussion Papers 8310, Institute of Labor Economics (IZA).
    6. Sebastian Goerg & Sebastian Kube, 2012. "Goals (th)at Work – Goals, Monetary Incentives, and Workers’ Performance," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2012_19, Max Planck Institute for Research on Collective Goods.
    7. Dessi, Roberta & Monin, Benoît, 2012. "Noblesse Oblige? Moral Identity and Prosocial Behavior in the Face of Selfishness," TSE Working Papers 12-347, Toulouse School of Economics (TSE).
    8. Nenad Živić & Igor Andjelković & Tolga Özden & Milovan Dekić & Edward Castronova, 2017. "Results of a massive experiment on virtual currency endowments and money demand," PLOS ONE, Public Library of Science, vol. 12(10), pages 1-14, October.
    9. Brice Corgnet & Roberto Hernán González, 2014. "Don't Ask Me If You Will Not Listen: The Dilemma of Consultative Participation," Management Science, INFORMS, vol. 60(3), pages 560-585, March.
    10. Frackenpohl, Gerrit & Pönitzsch, Gert, 2013. "Bundling Public with Private Goods," Bonn Econ Discussion Papers 05/2013, University of Bonn, Bonn Graduate School of Economics (BGSE).
    11. Dengler-Roscher, Kathrin & Montinari, Natalia & Panganiban, Marian & Ploner, Matteo & Werner, Benedikt, 2018. "On the malleability of fairness ideals: Spillover effects in partial and impartial allocation tasks," Journal of Economic Psychology, Elsevier, vol. 65(C), pages 60-74.

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    More about this item

    Keywords

    Consistency preferences; Experiments; Early commitment; Charitable giving; Social influence;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • D64 - Microeconomics - - Welfare Economics - - - Altruism; Philanthropy; Intergenerational Transfers

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