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Elicited vs. voluntary promises

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  • Ismayilov, H.

    (Tilburg University, School of Economics and Management)

  • Potters, Jan

    (Tilburg University, School of Economics and Management)

Abstract

We set up an experiment with pre-play communication to study the impact of promise elicitation by trustors from trustees on trust and trustworthiness. When given the opportunity a majority of trustors solicits a promise from the trustee. This drives up the promise making rate by trustees to almost 100%. We find that elicited promises are more likely to be trusted than volunteered promises, but trustees who make an elicited promise are not more likely to be trustworthy than trustees who make a voluntary promise.
(This abstract was borrowed from another version of this item.)

Suggested Citation

  • Ismayilov, H. & Potters, Jan, 2017. "Elicited vs. voluntary promises," Other publications TiSEM 7e354b03-0fa0-4303-8a40-1, Tilburg University, School of Economics and Management.
    • Handle: RePEc:tiu:tiutis:7e354b03-0fa0-4303-8a40-1d42743e30d3
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    Cited by:

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    3. Rong, Rong & Barton, Jared, 2021. "I’ll be there: Promises in the field," Organizational Behavior and Human Decision Processes, Elsevier, vol. 166(C), pages 20-26.

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    More about this item

    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
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles

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