Are social preferences related to market performance?

Andreas Leibbrandt

Experimental Economics, 2012, vol. 15, issue 4, 589-603

Abstract: This paper combines laboratory with field data from professional sellers to study whether social preferences are related to performance in open-air markets. The data show that sellers who are more pro-social in a laboratory experiment are also more successful in natural markets: They achieve higher prices for similar quality, have superior trade relations and better abilities to signal trustworthiness to buyers. These findings suggest that social preferences play a significant role for outcomes in natural markets. Copyright Economic Science Association 2012

Keywords: Social preferences; Market performance; External validity; Quality misrepresentation; Open-air markets; C91; C93; D49 (search for similar items in EconPapers)
Date: 2012
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Working Paper: Are Social Preference Related to Market Perfomance (2011)
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DOI: 10.1007/s10683-012-9315-y

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