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2014
- ISIDORE Id: 10670/1.a27fc1...
- halshs: halshs-00911556
- doi: 10.1016/j.euroecorev.2013.11.005
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info:eu-repo/semantics/altIdentifier/doi/10.1016/j.euroecorev.2013.11.005
info:eu-repo/semantics/OpenAccess
Mots-clés
Ingratiation opinion conformity favoritism discrimination social distance experiment C - Mathematical and Quantitative Methods/C.C9 - Design of Experiments/C.C9.C92 - Laboratory, Group Behavior D - Microeconomics/D.D0 - General/D.D0.D03 - Behavioral Microeconomics: Underlying Principles D - Microeconomics/D.D8 - Information, Knowledge, and Uncertainty/D.D8.D86 - Economics of Contract: Theory M - Business Administration and Business Economics • Marketing • Accounting • Personnel Economics/M.M5 - Personnel Economics/M.M5.M51 - Firm Employment Decisions • PromotionsCiter ce document
Stéphane Robin et al., « Ingratiation: Experimental Evidence », HAL SHS (Sciences de l’Homme et de la Société), ID : 10.1016/j.euroecorev.2013.11.005
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Résumé
We investigate experimentally ingratiatory behavior expressed by opinion conformity. Both individuals' performance at a task and their opinions on various topics can be observed before unequal payoffs are assigned by a second mover. In some treatments, first movers can change their opinion after learning that held by the second mover. We find evidence of high ingratiation indices, as opinion conformity is rewarded. However, second movers reward conformity less when it is common knowledge that opinions can be manipulated strategically. Introducing a monetary cost for changing opinion reduces ingratiation. Introducing performance-related pay for the second mover makes ingratiation less rewarding but does not eliminate it completely. Reducing the noise in the measurement of ability has little effect.
