Social Comparison and Performance: Experimental Evidence on the Fair Wage-Effort Hypothesis

We investigate the impact of wage comparisons for worker productivity. We present three studies which all use three-person gift-exchange experiments. Consistent with Akerlof and Yellen's (1990) fair wage-effort hypothesis we find that disadvantageous wage discrimination leads to lower efforts while advantageous wage discrimination does not increase efforts on average. Two studies allow us to measure wage comparison effects at the individual level. We observe strongly heterogeneous wage comparison effects. We also find that reactions to wage discrimination can be attributed to the underlying intentions of discrimination rather than to payoff consequences.fair wage-effort hypothesis, wage comparison, gift exchange, horizontal fairness, discrimination

Social learning and voluntary cooperation among like-minded people

Many people contribute to public goods but stop doing so once they experience free riding. We test the hypothesis that groups whose members know that they are composed only of ‘like-minded’ cooperators are able to maintain a higher cooperation level than the most cooperative, randomly-composed groups. Our experiments confirm this hypothesis. We also predict that groups of ‘like-minded’ free riders do not cooperate. Yet, we find a high level of strategic cooperation that eventually collapses. Our results underscore the importance of group composition and social learning by heterogeneously motivated agents to understand the dynamics of cooperation and free riding.Public goods, social learning, conditional cooperation, free riding, experiments

Peer Effects and Social Preferences in Voluntary Cooperation

Substantial evidence suggests the behavioral relevance of social preferences and also the importance of social influence effects ("peer effects"). Yet, little is known about how peer effects and social preferences are related. In a three-person gift-exchange experiment we find causal evidence for peer effects in voluntary cooperation: agents' efforts are positively related despite the absence of material payoff interdependencies. We confront this result with major theories of social preferences which predict that efforts are unrelated, or negatively related. Some theories allow for positively-related efforts but cannot explain most observations. Conformism, norm following and considerations of social esteem are candidate explanations.social preferences, voluntary cooperation, peer effects, reflection problem, gift exchange, conformism, social norms, social esteem

Do Managers Reciprocate? Field Experimental Evidence From a Competitive Market

A substantive amount of lab experimental evidence suggests that the norm of reciprocity has important economic consequences. However, it is unclear whether the norm of reciprocity survives in a natural and competitive environment with experienced agents. For this purpose we analyze data from a natural field experiment conducted with sales representatives who were instructed to randomly distribute product samples as gifts to their business partners. We find that distributing gifts to store managers boosts sales revenue substantially, which is consistent with the notion of reciprocity. However, the results underline that the nature of the relationship between market participants crucially affects the prevalence of reciprocal behavior.reciprocity, gift exchange, field experiment

Punishment despite Reasonable Doubt – A Public Goods Experiment with Uncertainty over Contributions

Under a great variety of legally relevant circumstances, people have to decide whether or not to cooperate, when they face an incentive to defect. The law sometimes provides people with sanctioning mechanisms to enforce pro-social behavior. Experimental evidence on voluntary public good provision shows that the option to punish others substantially improves cooperation, even if punishment is costly. However, these studies focus on situations where there is no uncertainty about others' behavior. We investigate punishment in a world with “reasonable doubt” about others' contributions. Interestingly, people reveal a high willingness to punish even if their information about cooperation rates is inaccurate, or noisy. If there is some non-trivial degree of noise, unishment (1) cannot maintain high contributions and (2) reduces welfare even below the level of a setting without punishment. Our findings suggest that sufficient information accuracy about others' behavior is crucial for he efficiency of sanction mechanisms. If a situation is characterized by low information accuracy, precluding sanctions can be optimal.Public Goods, Experimental Law & Economics, Enforcement under Uncertainty

Culture and Cooperation

Does the cultural background influence the success with which genetically unrelated individuals cooperate in social dilemma situations? In this paper we provide an answer by analyzing the data of Herrmann et al. (Science 2008, pp. 1362-1367), who study cooperation and punishment in sixteen subject pools from six different world cultures (as classified by Inglehart & Baker (American Sociological Review 2000, pp. 19-51)). We use analysis of variance to disentangle the importance of cultural background relative to individual heterogeneity and group-level differences in cooperation. We find that culture has a substantial influence on the extent of cooperation, in addition to individual heterogeneity and group-level differences identified by previous research. The significance of this result is that cultural background has a substantial influence on cooperation in otherwise identical environments. This is particularly true in the presence of punishment opportunities.human cooperation, punishment, culture, experimental public good games

Microfoundations of Social Capital

We show that the standard trust question routinely used in social capital research is importantly related to cooperation behavior and we provide evidence on the microfoundation of this relation. We run a large-scale public goods experiment over the internet in Denmark using a design that enables us to disentangle preferences for cooperation from beliefs about others’ cooperation. We find that the standard trust question is a proxy for cooperation preferences rather than beliefs about others’ cooperation. Moreover, we show that the “fairness question”, a recently proposed alternative to the standard trust question, is also related to cooperation behavior but operates through beliefs rather than preferences.Social capital, Trust, Fairness, Public goods, Cooperation, Experiment

Peer effects and social preferences in voluntary cooperation

Substantial evidence suggests the behavioral relevance of social preferences and also the importance of social influence effects (peer effects). Yet, little is known about how peer effects and social preferences are related. In a three-person gift-exchange experiment we find causal evidence for peer effects in voluntary cooperation: agents' efforts are positively related despite the absence of material payoff interdependencies. We confront this result with major theories of social preferences which predict that efforts are unrelated, or negatively related. Some theories allow for positively-related efforts but cannot explain most observations. Conformism, norm following and considerations of social esteem are candidate explanations

Overconfidence and career choice

People self-assess their relative ability when making career choices. Thus, confidence in own abilities is likely an important factor for selection into various career paths. In a sample of 711 first-year students we examine whether there are systematic differences in confidence levels across fields of study. We find evidence for selection based on our experimental confidence measure: While Political Science students exhibit the highest confidence levels, students of Humanities range at the other end of the scale. This may have important implications for subsequent earnings and/or professions students select themselves in