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  - 
TY  - RPRT
A1  - Bruttel, Lisa Verena
A1  - Nithammer, Juri
A1  - Stolley, Florian
T1  - ”Thanks in Advance”
BT  - The Negative Effect of a Polite Phrase on Compliance with a Request
T2  - CEPA Discussion Papers
N2  - This paper studies the effect of the commonly used phrase “thanks in advance” on compliance with a small request. In a controlled laboratory experiment we ask participants to give a detailed answer to an open question. The treatment variable is whether or not they see the phrase “thanks in advance.” Our participants react to the treatment by exerting less effort in answering the request even though they perceive the phrase as polite.
T3  - CEPA Discussion Papers - 7 
KW  - compliance behavior
KW  - gratitude
KW  - reciprocity
KW  - experiment
Y1  - 2019
U6  - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:517-opus4-427706
SN  - 2628-653X
IS  - 7
ER  -