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  • 1
    Online Resource
    Online Resource
    Wiesbaden : Springer Fachmedien Wiesbaden | Wiesbaden : Springer Gabler
    Person(s): Kröll, Markus
    Type of Medium: Online Resource
    Pages: 1 Online-Ressource (XXXVI, 908 Seiten) , Illustrationen
    ISBN: 9783658291372
    DDC: 658.3
    Language: German
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  • 2
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    Bonn: Institute of Labor Economics (IZA)
    Publication Date: 2018-07-18
    Description: We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior. Matching individual behavior in the game with firm data on sales performance shows that higher concern for others is significantly associated with higher revenue per customer. At the same time, it is also associated with fewer sales per day. Both effects offset each other, so that the overall association with total sales revenue becomes insignificant. Our findings highlight the nuanced role of self- vs. other-regarding concerns in sales contexts with important implications for management and marketing research.
    Keywords: C91 ; D91 ; M31 ; ddc:330 ; other-regarding preferences ; sales performance ; experimental games
    Language: English
    Type: doc-type:workingPaper
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  • 3
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    Munich: Center for Economic Studies and Ifo Institute (CESifo)
    Publication Date: 2018-07-14
    Description: We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior. Matching individual behavior in the game with firm data on sales performance shows that higher concern for others is significantly associated with higher revenue per customer. At the same time, it is also associated with fewer sales per day. Both effects offset each other, so that the overall association with total sales revenue becomes insignificant. Our findings highlight the nuanced role of self- vs. other-regarding concerns in sales contexts with important implications for management and marketing research.
    Keywords: C91 ; D91 ; M31 ; ddc:330 ; other-regarding preferences ; sales performance ; experimental games
    Language: English
    Type: doc-type:workingPaper
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  • 4
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    Kiel, Hamburg: ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften, Leibniz-Informationszentrum Wirtschaft
    Publication Date: 2017-10-02
    Description: Social identity is an important driver of behavior. But where do difierences in social identity come from? We use a novel laboratory experiment based on a revealed preference approach to analyze how individuals choose their identity. Facing a trade-off between monetary payments and belonging to difierent groups, individuals are willing to forego significant earnings to avoid certain groups and thereby reveal their identification preferences. We then show that these identification preferences are systematically related to behavioral heterogeneity in group-specific social preferences. These results illustrate the importance of identification as a choice and its relevance for explaining individual behavior.
    Keywords: C91 ; C92 ; D03 ; ddc:330 ; Social Identity ; Identification ; Social Preferences ; Outgroup Discrimination
    Language: English
    Type: doc-type:conferenceObject
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  • 5
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    Frankfurt a. M.: Goethe University Frankfurt, SAFE - Sustainable Architecture for Finance in Europe
    Publication Date: 2019-09-17
    Description: Sellers display astounding differences in their cheating behavior, even in developing countries with weak enforcement of rules. Using the context of informal milk markets in India, we examine the role of reputation and norms of honesty as potential explanations. Our results show that individuals cannot verify milk quality, which weakens the scope of reputation-based mechanisms. But a strong correlation exists between milk quality and norms of honesty, measured using a novel behavioral experiment. Price collusion allows for the coexistence of honest and dishonest milkmen within a market. Norms of honesty can mitigate market inefficiency under the right institutional environment.
    Description: [Date Written: June 7, 2017]
    Keywords: C93 ; D00 ; O13 ; Q01 ; ddc:330 ; Cheating ; informal sector ; reputation ; norms of honesty ; milk markets ; India
    Language: English
    Type: doc-type:workingPaper
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  • 6
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    Trier: University of Trier, Institute for Labour Law and Industrial Relations in the European Union (IAAEU)
    Publication Date: 2019-12-17
    Description: A large body of evidence shows that social identity affects behavior. However, our understanding of the substantial variation of these behavioral effects is still limited. We use a novel laboratory experiment to measure differences in preferences for social identities as a potential source of behavioral heterogeneity. Facing a trade-off between monetary payments and belonging to different groups, individuals are willing to forego significant earnings to avoid belonging to certain groups. We then show that individual differences in these foregone earnings correspond to the differences in discriminatory behavior towards these groups. Our results illustrate the importance of considering individual heterogeneity to fully understand the behavioral effects of social identity.
    Keywords: C91 ; C92 ; D90 ; ddc:330 ; Social Identity ; Identification Preferences ; Social Preferences ; Outgroup Discrimination ; Behavioral Heterogeneity ; Social Status ; Social Distance
    Language: English
    Type: doc-type:workingPaper
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  • 7
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    Kiel und Hamburg: ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften, Leibniz-Informationszentrum Wirtschaft
    Publication Date: 2015-05-08
    Description: This paper tests social identity theory with respect to individuals' self-identification behavior. We report results from a laboratory experiment in which subjects choose their group membership, which is interpreted as decision to identify with the respective group. Inducing a trade-off between monetary payoffs and different group identification choices we elicit the respective implicit valuations of identifying with different groups. The variation of these valuations is in line with the predictions from social identity theory: Subjects have a higher valuation for identifying with groups with a higher status and with groups to which they have a smaller social distance. Finally, we show that this behavior predicts individual out-group discrimination in allocation decisions, which has previously been shown to be associated with social identity. Overall our results provide strong support for the notion that individuals optimize behavior with respect to social identity.
    Keywords: D01 ; D03 ; C90 ; ddc:330
    Language: English
    Type: doc-type:conferenceObject
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