TY  - JOUR
A1  - Bruttel, Lisa Verena
A1  - Stolley, Florian
T1  - Getting a yes
BT  - an experiment on the power of asking
JF  - Journal of behavioral and experimental economics
N2  - This paper studies how the request for a favor has to be devised in order to maximize its chance of success. We present results from a mini-dictator game, in which the recipient can send a free-form text message to the dictator before the latter decides. We find that putting effort into the message, writing in a humorous way and mentioning reasons why the money is needed pays off. Additionally, we find differences in the behavior of male and female dictators. Only men react positively to efficiency arguments, while only women react to messages that emphasize the dictators power and responsibility.
KW  - dictator game
KW  - communication
KW  - inequality
KW  - text analysis
KW  - experiment
Y1  - 2020
U6  - https://doi.org/10.1016/j.socec.2020.101550
SN  - 2214-8043
VL  - 86
PB  - Elsevier
CY  - New York
ER  - 
TY  - JOUR
A1  - Holtzman, Nicholas S.
A1  - Tackman, Allison M.
A1  - Carey, Angela L.
A1  - Brucks, Melanie S.
A1  - Kuefner, Albrecht C. P.
A1  - Deters, Fenne Grosse
A1  - Back, Mitja D.
A1  - Donnellan, M. Brent
A1  - Pennebaker, James W.
A1  - Sherman, Ryne A.
A1  - Mehl, Matthias R.
T1  - Linguistic Markers of Grandiose Narcissism: A LIWC Analysis of 15 Samples
JF  - Journal of Language and Social Psychology
N2  - Narcissism is unrelated to using first-person singular pronouns. Whether narcissism is linked to other language use remains unclear. We aimed to identify linguistic markers of narcissism. We applied the Linguistic Inquiry and Word Count to texts (k = 15; N = 4,941). The strongest positive correlates were using words related to sports, second-person pronouns, and swear words. The strongest negative correlates were using anxiety/fear words, tentative words, and words related to sensory/perceptual processes. Effects were small (each |r| < .10).
KW  - language
KW  - LIWC
KW  - narcissism
KW  - personality
KW  - text analysis
Y1  - 2019
U6  - https://doi.org/10.1177/0261927X19871084
SN  - 0261-927X
SN  - 1552-6526
VL  - 38
IS  - 5-6
SP  - 773
EP  - 786
PB  - Sage Publ.
CY  - Thousand Oaks
ER  - 
TY  - RPRT
A1  - Bruttel, Lisa Verena
A1  - Stolley, Florian
A1  - Utikal, Verena
T1  - Getting a Yes
BT  - An Experiment on the Power of Asking
T2  - CEPA Discussion Papers
N2  - This paper studies how the request for a favor has to be devised in order to maximize its chance of success. We present results from a mini-dictator game, in which the recipient can send a free-form text message to the dictator before the latter decides. We find that putting effort into the message, writing in a humorous way and mentioning reasons why the money is needed pays off. Additionally, we find differences in the behavior of male and female dictators. Only men react positively to efficiency arguments, while only women react to messages that emphasize the dictator’s power and responsibility.
T3  - CEPA Discussion Papers - 2 
KW  - dictator game
KW  - communication
KW  - inequality
KW  - text analysis
KW  - experiment
Y1  - 2019
U6  - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:517-opus4-427638
SN  - 2628-653X
IS  - 2
ER  -