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Descriptive norms – the behavior of other individuals in one's reference group – play a key role in shaping individual decisions. When characterizing the behavior of others, a standard approach in the literature is to focus on average behavior. In this paper, we argue both theoretically and...
Persistent link: https://www.econbiz.de/10014290143
We experimentally investigate whether individuals strategically distort their beliefs about dominant norms. Embedded in the context of lying, we systematically vary both the nature of elicited beliefs (descriptive about what others do, or normative about what others approve of) and whether...
Persistent link: https://www.econbiz.de/10012179858
We experimentally investigate whether individuals strategically distort their beliefs about dominant norms. Embedded in the context of lying, we systematically vary both the nature of elicited beliefs (descriptive about what others do, or normative about what others approve of) and whether...
Persistent link: https://www.econbiz.de/10012842671
Descriptive norms – the behavior of other individuals in one’s reference group – play a key role in shaping individual decisions. When characterizing the behavior of others, a standard approach in the literature is to focus on average behavior. In this paper, we argue both theoretically...
Persistent link: https://www.econbiz.de/10014262671
When asking for donations, charitable organizations often use suggestions concerning the amount of potential contributions. In our randomized field experiment, opera visitors received solicitation letters asking to support a social youth project organized by the opera house. The three different...
Persistent link: https://www.econbiz.de/10010333365