We investigate the role of identity and self-image consideration under “pay-what-you-want” pricing. Results from three field experiments show that often, when granted opportunity to name price a product, fewer consumers choose buy it than is fixed low. this opt-out behavior driven largely by individuals’ concerns; individuals feel bad they pay less “appropriate” price, causing them pass on purchase product altogether.

Charitable giving is one of the major obligations Islam and a strong Muslim norm endorses to needy, but discourages public displays giving. This puzzling in light previous evidence, suggesting that making donations often increases We use an experiment assess effects this moral prescription on actual levels anonymous setting. conducted two field experiments with 534 186 subjects at Moroccan educational institutions. Subjects who participated paid study were given option donate from their...

The use of affirmative action policies to promote female employment remains debated. Do attract applicants, and does that come at the expense deterring highly qualified male applicants? In three field experiments in Colombia, we compare job seekers who are informed selection criteria before they apply with those told after applying. We find gains attracting applicants far outweigh losses applicants. Moreover, our results indicate not decrease quality top 15th percentile pool

Does it matter if you speak with a regional accent? Speaking immediately reveals something of one's own social and cultural identity, be consciously or unconsciously. Perceiving accents involves not only reconstructing such imprints but also augmenting them particular attitudes stereotypes. Even though we know much about stereotypes that are transmitted by, e.g. skin color, names physical attractiveness, do yet have satisfactory answers how accent perception affects human behavior. How...

The social dilemma may contain, within the individual, a self-control conflict between urges to act selfishly and better judgment cooperate. Examining argument from perspective of temptation, we pair public good game with treatments that vary degree which money is abstract (merely numbers on-screen) or tangible (tokens cash). We also include psychometric measures impulsivity. Consistent our hypothesis, find in render more stronger positive association cooperation — negative Our results shed...

We investigate the effect of a reduction anonymity on consumers' purchase decisions (whether to buy, and if so how much pay) at an online music store with Pay‐What‐You‐Want (PWYW)‐like pricing in Internet experiment mimicking real world situation. Revealing customer's name, e‐mail, payment artist (seller) led insignificantly higher payments, although it drastically reduced number customers purchasing. Overall, regime revenue loss 25%. In experiment, drops by 35%. These results suggest that...

We examine an explanation for differences of self selection into competitive environments between men and women: gender-task stereotypes. Via data from a laboratory framed field experiment we test recent model on stereotyping. Therefore, contrast genders' competitiveness three tasks, two which are male-connotated one is not strongly associated with gender. An indirect ensures that our quantitative sports task stereotypically male, while the verbal concerning gender performance absent....

We study how other-regarding behavior extends to environments with uncertain income and conditional commitments. Should fundraisers ask a banker donate "if he earns bonus" or wait after the bonus is known? Standard EU theory predicts these are equivalent; loss-aversion signaling models predict larger commitment before known; theories of affect reverse. In field lab experiments, we solicit charitable donations from lottery winnings, varying timing conditionality. Conditional ("if you win")...

Abstract Many intertemporal trade-offs are unbalanced: while the advantages of options concentrated in a few periods, disadvantages dispersed over numerous periods. We provide novel experimental evidence for “concentration bias,” tendency to overweight that time. Subjects commit too much overtime work is multiple days exchange bonus time: concentration bias increases subjects’ willingness by 22.4% beyond what standard discounting models could account for. In additional conditions and...

The social dilemma may involve a within-person conflict, between urges to act selfishly and better judgment cooperate.Examining the proposition from perspective of temptation, we pair public good game with treatments that vary degree which money is abstract (numbers onscreen) or tangible (tokens cash).We also include psychometric measures self-control impulsivity.Consistent our hypothesis, find in render more stronger positive association cooperation self-control-and negative impulsivity.Our...

Ambiguous language is ubiquitous and often deliberate. Recent theoretical work (Bose Renou, 2014; Kellner Le Quement, 2018; Beauchêne et al., 2019) has shown how ambiguation can improve outcomes by mitigating conflict of interest. Our experiment finds a significant effect on subjects who are proficient at Bayesian updating. For ambiguity averse within this population, part operates via the channel subjects' desire to reduce ambiguity. both neutral an additional behavioral also present.