We review 74 experiments with no, low, or high performance-based financial incentives. The
modal result has no effect on mean performance (though variance is usually reduced by …

Most economic models are based on the self-interest hypothesis that assumes that material
self-interest exclusively motivates all people. Experimental economists have gathered …

We propose a technique for assessing robustness to demand effects of findings from
experiments and surveys. The core idea is that by deliberately inducing demand in a …

Принято считать, что существующие различия в экономике, политике и обществе
отражают влияние различных институтов. Но среди экономистов, политологов и …

Behavioral decision research provides many important insights into managerial behavior.
From negotiation to investment decisions, the authors weave behavioral decision research …

Take-it or leave-it offers are probably as old as mankind. Our objective here is, first, to
provide a, probably subjectively colored, recollection of the initial ultimatum game …

There is strong evidence that people exploit their bargaining power in competitive markets
but not in bilateral bargaining situations. There is also strong evidence that people exploit …

Game theory, the formalized study of strategy, began in the 1940s by asking how
emotionless geniuses should play games, but ignored until recently how average people …

We demonstrate that a simple model, constructed on the premise that people are motivated
by both their pecuniary payoff and their relative payoff standing, organizes a large and …

This paper shows that reciprocity has powerful implications for many economic domains. It is
an important determinant in the enforcement of contracts and social norms and enhances …