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Persuasion in Experimental Ultimatum Games

Author

Listed:
  • Ola Andersson

    () (Department of Economics,Stockholm School of Economics)

  • Matteo M. Galizzi

    () (Department of Economics,University of Brescia)

  • Tim Hoppe

    () (Faculty of Economics and Management, Otto-von-Guericke University Magdeburg)

  • Sebastian Kranz

    () (Department of Economics,University of Bonn)

  • Karen van der Wiel

    () (CentER,Tiburg University)

  • Erik Wengström

    () (Department of Economics,University of Copenhagen)

Abstract

This paper experimentally studies persuasion effects in ultimatum games and finds that Proposers' payoffs significantly increase if, along with offers, they can send messages which Responders read before their acceptance decision. Higher payoffs are due to higher acceptance rates as well as more aggressive offers by Proposers.

Suggested Citation

  • Ola Andersson & Matteo M. Galizzi & Tim Hoppe & Sebastian Kranz & Karen van der Wiel & Erik Wengström, 2008. "Persuasion in Experimental Ultimatum Games," FEMM Working Papers 08020, Otto-von-Guericke University Magdeburg, Faculty of Economics and Management.
  • Handle: RePEc:mag:wpaper:08020
    as

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    File URL: http://www.ww.uni-magdeburg.de/fwwdeka/femm/a2008_Dateien/2008_20.pdf
    File Function: First version, 2008
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    References listed on IDEAS

    as
    1. Klaus Abbink & Abdolkarim Sadrieh & Shmuel Zamir, 2004. "Fairness, Public Good, and Emotional Aspects of Punishment Behavior," Theory and Decision, Springer, vol. 57(1), pages 25-57, August.
    2. Rankin, Frederick W., 2003. "Communication in ultimatum games," Economics Letters, Elsevier, vol. 81(2), pages 267-271, November.
    3. Urs Fischbacher, 2007. "z-Tree: Zurich toolbox for ready-made economic experiments," Experimental Economics, Springer;Economic Science Association, vol. 10(2), pages 171-178, June.
    4. Ellingsen, Tore & Johannesson, Magnus, 2007. "Anticipated verbal feedback induces altruistic behavior," SSE/EFI Working Paper Series in Economics and Finance 668, Stockholm School of Economics.
    5. Erte Xiao & Daniel Houser, 2005. "Emotion expression in human punishment behavior," Experimental 0504003, EconWPA, revised 18 May 2005.
    Full references (including those not matched with items on IDEAS)

    Citations

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    Cited by:

    1. Penn, Jerrod & Hu, Wuyang, 2016. "Making the Most of Cheap Talk in an Online Survey," 2016 Annual Meeting, July 31-August 2, 2016, Boston, Massachusetts 236171, Agricultural and Applied Economics Association.
    2. repec:gam:jgames:v:8:y:2017:i:3:p:29-:d:104745 is not listed on IDEAS
    3. Martin Meier & Enrico Minelli & Herakles Polemarchakis, 2014. "Competitive markets with private information on both sides," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 55(2), pages 257-280, February.
    4. Köhler, Katrin & Pagel, Beatrice & Rau, Holger A., 2015. "How worker participation affects reciprocity under minimum remuneration policies: Experimental evidence," Center for European, Governance and Economic Development Research Discussion Papers 267, University of Goettingen, Department of Economics.
    5. Monica Billio & Roberto Casarin, 2010. "Bayesian Estimation of Stochastic-Transition Markov-Switching Models for Business Cycle Analysis," Working Papers 1002, University of Brescia, Department of Economics.
    6. Mario Capizzani & Luigi Mittone & Andrew Musau & Antonino Vaccaro, 2017. "Anticipated Communication in the Ultimatum Game," Games, MDPI, Open Access Journal, vol. 8(3), pages 1-20, July.
    7. Rosella Levaggi & Francesco Menoncin, 2009. "Decentralized provision of merit and impure public goods," Working Papers 0909, University of Brescia, Department of Economics.
    8. Bisin, A. & Geanakoplos, J.D. & Gottardi, P. & Minelli, E. & Polemarchakis, H., 2011. "Markets and contracts," Journal of Mathematical Economics, Elsevier, vol. 47(3), pages 279-288.
    9. Francesco Menoncin & Paolo Panteghini, 2009. "Retrospective Capital Gains Taxation in the Real World," CESifo Working Paper Series 2674, CESifo Group Munich.
    10. Shen, Junyi & Takahashi, Hiromasa, 2013. "A cash effect in ultimatum game experiments," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 47(C), pages 94-102.
    11. Tripathi, Sanjeev, 2016. "Does odd or even make a difference," IIMA Working Papers WP2016-03-15, Indian Institute of Management Ahmedabad, Research and Publication Department.
    12. Samahita, Margaret, 2017. "Venting and gossiping in conflicts: Verbal expression in ultimatum games," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 67(C), pages 111-121.
    13. Moellers, Claudia & Normann, Hans-Theo & Snyder, Christopher M., 2017. "Communication in vertical markets: Experimental evidence," International Journal of Industrial Organization, Elsevier, vol. 50(C), pages 214-258.
    14. Del Boca, Alessandra & Fratianni, Michele & Spinelli, Franco & Trecroci, Carmine, 2010. "The Phillips curve and the Italian lira, 1861-1998," The North American Journal of Economics and Finance, Elsevier, vol. 21(2), pages 182-197, August.
    15. Güth, Werner & Kocher, Martin G., 2014. "More than thirty years of ultimatum bargaining experiments: Motives, variations, and a survey of the recent literature," Journal of Economic Behavior & Organization, Elsevier, vol. 108(C), pages 396-409.
    16. Alessandro Fedele & Paolo M. Panteghini & Sergio Vergalli, 2011. "Optimal Investment and Financial Strategies under Tax‐Rate Uncertainty," German Economic Review, Verein für Socialpolitik, vol. 12(4), pages 438-468, November.
    17. Möllers, Claudia & Normann, Hans-Theo & Snyder, Christopher M., 2016. "Communication in vertical markets: Experimental evidence," DICE Discussion Papers 226, University of Düsseldorf, Düsseldorf Institute for Competition Economics (DICE).
    18. Alessandro Fedele & Raffaele Miniaci, 2010. "Do Social Enterprises Finance Their Investments Differently from For-profit Firms? The Case of Social Residential Services in Italy," Journal of Social Entrepreneurship, Taylor & Francis Journals, vol. 1(2), pages 174-189, October.
    19. Alessandro Fedele & Francesco Liucci & Andrea Mantovani, 2009. "Credit availability in the crisis: the European investment bank group," Working Papers 0913, University of Brescia, Department of Economics.
    20. repec:eee:eecrev:v:100:y:2017:i:c:p:175-192 is not listed on IDEAS
    21. Claudia Möllers & Hans-Theo Normann & Christopher M. Snyder, 2016. "Communication in Vertical Markets: Experimental Evidence," NBER Working Papers 22219, National Bureau of Economic Research, Inc.
    22. Yola Engler & Lionel Page, 2017. "Driving a Hard Bargain is a Balancing Act: How social preferences constrain the negotiation process," QuBE Working Papers 051, QUT Business School.

    More about this item

    Keywords

    Communication in Games; Cheap Talk;

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness

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