Elicited vs. voluntary promises

Huseyn Ismayilov and Jan Potters

Journal of Economic Psychology, 2017, vol. 62, issue C, 295-312

Abstract: We set up an experiment with pre-play communication to study the impact of promise elicitation by trustors from trustees on trust and trustworthiness. When given the opportunity a majority of trustors solicits a promise from the trustee. This drives up the promise making rate by trustees to almost 100%. We find that elicited promises are more likely to be trusted than volunteered promises, but trustees who make an elicited promise are not more likely to be trustworthy than trustees who make a voluntary promise.

Keywords: Promises; Communication; Cooperation; Guilt aversion; Cost-of-lying; Experiment (search for similar items in EconPapers)
JEL-codes: C72 C91 D03 (search for similar items in EconPapers)
Date: 2017
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joepsy:v:62:y:2017:i:c:p:295-312

DOI: 10.1016/j.joep.2017.07.005

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