Elicited vs. voluntary promises

H. Ismayilov, Jan Potters

Research output: Contribution to journalArticleScientificpeer-review

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.
Original languageEnglish
Pages (from-to)295-312
JournalJournal of Economic Psychology
Volume62
DOIs
Publication statusPublished - Oct 2017

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Keywords

  • Promises
  • Communication
  • Cooperation
  • Guilt aversion
  • Experiment

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