EconPapers    
Economics at your fingertips  
 

Strategically delusional

Alice Solda, Changxia Ke, Lionel Page () and William Von Hippel
Additional contact information
Alice Solda: 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, QUT - Queensland University of Technology [Brisbane]
Changxia Ke: QUT - Queensland University of Technology [Brisbane]
William Von Hippel: University of Queensland [Brisbane]

Working Papers from HAL

Abstract: We aim to test the hypothesis that overconfidence arises as a strategy to influence others in social interactions. We design an experiment in which participants are incentivised either to form accurate beliefs about their performance at a test, or to convince a group of other participants that they performed well. We also vary participants' ability to gather information about their performance. Our results provide the different empirical links of von Hippel and Trivers' (2011) theory of strategic overconfidence. First, we find that participants are more likely to overestimate their performance when they anticipate that they will try to persuade others. Second, when offered the possibility to gather information about their performance, they bias their information search in a manner conducive to receiving more positive feedback. Third, the increase in confidence generated by this motivated reasoning has a positive effect on their persuasiveness.

Keywords: Overconfidence; motivated cognition; self-deception; persuasion; information sampling; experiment (search for similar items in EconPapers)
New Economics Papers: this item is included in nep-exp and nep-neu
Date: 2019-02-27
Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-02050263
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed

Downloads: (external link)
https://halshs.archives-ouvertes.fr/halshs-02050263/document (application/pdf)

Related works:
Working Paper: Strategically delusional (2019) Downloads
Working Paper: Strategically delusional (2019) Downloads
Working Paper: Strategically delusional (2019) Downloads
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:wpaper:halshs-02050263

Access Statistics for this paper

More papers in Working Papers from HAL
Bibliographic data for series maintained by CCSD ().

 
Page updated 2019-11-12
Handle: RePEc:hal:wpaper:halshs-02050263