Status and reputation nudging

Julia Rose, Michael Kirchler and Stefan Palan ()

Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), 2023, vol. 105, issue C

Abstract: We conduct a natural field experiment with 808 insurance brokers to test the effects of compliments including status or reputation nudges on reciprocal behavior. We send e-mail requests to insurance brokers asking them to share their expertise on specialist issues. Compared to a neutral request, we find that reputation nudges significantly increase brokers’ response rates and ultimately their willingness to follow through with an initial positive response. We find suggestive evidence for status nudges having a similar impact. These findings hold for several specifications, such as different geographical areas, and for brokers employed with large companies.

Keywords: Insurance brokers; Natural field experiment; Credence goods; Status; Reputation (search for similar items in EconPapers)
JEL-codes: C93 D12 G22 G41 (search for similar items in EconPapers)
Date: 2023
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Working Paper: Status and Reputation Nudging (2019)
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Persistent link: https://EconPapers.repec.org/RePEc:eee:soceco:v:105:y:2023:i:c:s2214804323000575

DOI: 10.1016/j.socec.2023.102031

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