Building on a partner-switching mechanism, we experimentally test two theories that posit different reasons why promises breed trust and cooperation. The expectation-based explanation (EBE) operates via belief-dependent guilt aversion, while the commitment-based explanation (CBE) suggests that promises offer commitment power via a (belief-independent) preference to keep one’s word. Previous research performed a similar test, which we argue should be interpreted as concerning informal agreements rather than (unilateral) promises.
Promises and partner-switch / DI BARTOLOMEO, Giovanni; Dufwenberg, Martin; Papa, Stefano. - In: JOURNAL OF THE ECONOMIC SCIENCE ASSOCIATION. - ISSN 2199-6784. - 9:(2023), pp. 77-89. [10.1007/s40881-023-00128-4]
Promises and partner-switch
Giovanni Di Bartolomeo
;Martin Dufwenberg;Stefano Papa
2023
Abstract
Building on a partner-switching mechanism, we experimentally test two theories that posit different reasons why promises breed trust and cooperation. The expectation-based explanation (EBE) operates via belief-dependent guilt aversion, while the commitment-based explanation (CBE) suggests that promises offer commitment power via a (belief-independent) preference to keep one’s word. Previous research performed a similar test, which we argue should be interpreted as concerning informal agreements rather than (unilateral) promises.| File | Dimensione | Formato | |
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