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Promises and Partner-Switch

Author

Listed:
  • Giovanni Di Bartolomeo
  • Martin Dufwenberg
  • Stefano Papa

Abstract

Building on a partner-switching mechanism, this study experimentally tests two theories explaining why promises foster trust and cooperation. The expectation-based explanation operates through belief-dependent guilt aversion, while the commitment-based explanation suggests that promises create commitment power through a belief-independent preference to keep one's word. The paper applies the partner-switching mechanism to a trust-game setting with unilateral promises and compares its findings with previous evidence based on informal agreements. The results support the expectation-based explanation over the commitment-based explanation, suggesting that one-sided promises and informal agreements may activate different behavioral mechanisms.

Suggested Citation

  • Giovanni Di Bartolomeo & Martin Dufwenberg & Stefano Papa, 2023. "Promises and Partner-Switch," CIMEO Working Paper Series 165, Centre for Investigation and Modelling of Experimental Observations (CIMEO).
    • Handle: RePEc:ter:wpaper:00165
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    JEL classification:

    • A13 - General Economics and Teaching - - General Economics - - - Relation of Economics to Social Values
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D01 - Microeconomics - - General - - - Microeconomic Behavior: Underlying Principles
    • D64 - Microeconomics - - Welfare Economics - - - Altruism; Philanthropy; Intergenerational Transfers

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