Persuasion: An experimental study of team decision making

Stefan P. Penczynski

Journal of Economic Psychology, 2016, vol. 56, issue C, 244-261

Abstract: This paper studies persuasion within teams and investigates why teams commonly take, by some measures, better decisions than individuals. The analysis is based on data from electronic communication within teams of two players. Thanks to the experimental design, changes of an individual’s decision can be attributed to the content of the team partner’s message. The results for knowledge-related and strategic problems show that individuals’ decisions change upon receiving more informative and sophisticated arguments and remain the same otherwise. This individual behavior is an essential part of the information aggregation in teams and can explain the advantage of teams in decision making and in games.

Keywords: Persuasion; Team decision making; Information aggregation; Level-k model (search for similar items in EconPapers)
JEL-codes: C92 D70 D83 (search for similar items in EconPapers)
Date: 2016
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (17)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joepsy:v:56:y:2016:i:c:p:244-261

DOI: 10.1016/j.joep.2016.07.004

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