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Words versus actions as a means to influence cooperation in social dilemma situations

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Pogrebna, Ganna, Schade, Christian, Krantz, David H. and Keser, Claudia (2011) Words versus actions as a means to influence cooperation in social dilemma situations. Theory and Decision, Vol.71 (No.4). pp. 473-502. doi:10.1007/s11238-011-9248-5

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Official URL: http://dx.doi.org/10.1007/s11238-011-9248-5

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Abstract

We use a sequential voluntary contribution game to compare the relative impact of firstmover’s
non-binding announcement versus binding commitment on cooperation. We find that
non-binding announcement and binding commitment increase individual contributions to a
similar extent. Since announced contributions systematically exceed commitments, in sessions
with non-binding announcement, second-movers tend to contribute more to the group activity
than in sessions with binding commitment. Yet, second-movers appear to be more motivated
towards achieving a social optimum when the first-mover uses commitment. We also find that
non-binding announcement has a higher impact on individual propensity to cooperate than the
ex post contribution of the first-mover. However, the failure to make announced contributions
decreases cooperation even though the first-mover is reassigned in every period.

Item Type: Journal Article
Subjects: B Philosophy. Psychology. Religion > BF Psychology
Divisions: Faculty of Social Sciences > Economics
Library of Congress Subject Headings (LCSH): Cooperativeness
Journal or Publication Title: Theory and Decision
Publisher: Springer
ISSN: 0040-5833
Official Date: 13 April 2011
Dates:
DateEvent
13 April 2011Published
Volume: Vol.71
Number: No.4
Number of Pages: 30
Page Range: pp. 473-502
DOI: 10.1007/s11238-011-9248-5
Status: Peer Reviewed
Access rights to Published version: Restricted or Subscription Access
Funder: Volkswagenstiftung (VWS)

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