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Ingratiation and Favoritism: Experimental Evidence

Stéphane Robin (), Agnieszka Rusinowska () and Marie Claire Villeval ()
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Stéphane Robin: GATE Lyon Saint-Étienne - Groupe d'analyse et de théorie économique - ENS Lyon - École normale supérieure - Lyon - UL2 - Université Lumière - Lyon 2 - UCBL - Université Claude Bernard Lyon 1 - Université de Lyon - UJM - Université Jean Monnet [Saint-Étienne] - Université de Lyon - CNRS - Centre National de la Recherche Scientifique
Agnieszka Rusinowska: CES - Centre d'économie de la Sorbonne - CNRS - Centre National de la Recherche Scientifique - UP1 - Université Panthéon-Sorbonne, PSE - Paris School of Economics

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Abstract: We provide experimental evidence of worker's ingratiation by opinion conformity and of managers' discrimination in favor of workers with whom they share similar opinions. In our Baseline, managers can observe both workers' performance at a task and opinions before assigning unequal payoffs. In the Ingratiation treatment, workers can change their opinion after learning that held by manager. In the Random treatment, workers can also change opinion but payoffs are assigned randomly, which gives a measure of non-strategic opinion conformism. We find evidence of high ingratiation indices, as overall, ingratiation is effective. Indeed, managers rewards opinion conformity, and even more so when opinions cannot be manipulated. Additional treatments reveal that ingratiation is cost sensitive and that the introduction of performance pay for managers as well as a less noisy measure of performance increase the role of relative performance in the assignment of payoffs, without eliminating the reward of opinion conformity.

Keywords: experiment; social distance; ingratiation; opinion conformity; favoritism; discrimination; expérience; distance sociale; favoritisme; conformité d'opinion; flagornerie (search for similar items in EconPapers)
Date: 2012-05
Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-00706791
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Published in 2012

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Working Paper: Ingratiation and Favoritism: Experimental Evidence (2012) Downloads
Working Paper: Ingratiation and Favoritism: Experimental Evidence (2012) Downloads
Working Paper: Ingratiation and Favoritism: Experimental Evidence (2012) Downloads
Working Paper: Ingratiation and Favoritism: Experimental Evidence (2012) Downloads
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