The influence of face-to-face communication: a principal-agent experiment

Arleta Rasmußen ()

Central European Journal of Operations Research, 2014, vol. 22, issue 1, 73-88

Abstract: The principal-agent problem is an interesting problem involved in many everyday relationships, such as the one between company owners and their delegates. Our experiment simulates such a relationship, whereby the task of participating pairs is to negotiate labor contracts. Our aim is to find the effects of face-to-face communication and negotiation on contract framing. We argue that including pre-play communication into the principal-agent problem leads to a significant improvement of agent’s effort and results in changes of the compensation scheme. We show that incentives are not the only possibility to induce high effort. We use content analysis of the video-taped negotiations to find some characteristics of the communication process. Copyright Springer-Verlag Berlin Heidelberg 2014

Keywords: Principal-agent problem; Experiment; Compensation; Effort; Face-to-face communication; Negotiation (search for similar items in EconPapers)
Date: 2014
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://hdl.handle.net/10.1007/s10100-012-0270-7 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:cejnor:v:22:y:2014:i:1:p:73-88

Ordering information: This journal article can be ordered from
http://www.springer. ... search/journal/10100

DOI: 10.1007/s10100-012-0270-7

Access Statistics for this article

Central European Journal of Operations Research is currently edited by Ulrike Leopold-Wildburger

More articles in Central European Journal of Operations Research from Springer, Slovak Society for Operations Research, Hungarian Operational Research Society, Czech Society for Operations Research, Österr. Gesellschaft für Operations Research (ÖGOR), Slovenian Society Informatika - Section for Operational Research, Croatian Operational Research Society
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().