Personality traits and strategic behavior: Anxiousness and aggressiveness in entry games

Tamar Kugler, Zvika Neeman and Nir Vulkan

Journal of Economic Psychology, 2014, vol. 42, issue C, 136-147

Abstract: We demonstrate that personality has a systematic effect on strategic behavior. We focus on two personality traits: anxiousness and aggressiveness, and consider a 2-player entry game, where each player can guarantee a payoff by staying out, a higher payoff if she is the only player to enter, but a lower payoff if both players enter. We find that: anxious players enter less; aggressive players enter more; players are more likely to enter against anxious than non-anxious players; and players are less likely to enter against aggressive than non-aggressive players. We discuss the possible mechanism through which personality affects strategic behavior.

Keywords: Entry game; anxiousness; aggressiveness; Personality; strategic behavior (search for similar items in EconPapers)
JEL-codes: C72 C91 D81 (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:eee:joepsy:v:42:y:2014:i:c:p:136-147

DOI: 10.1016/j.joep.2014.02.006

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