TY  - RPRT
A1  - Bruttel, Lisa Verena
A1  - Felgendreher, Simon
A1  - Güth, Werner
A1  - Hertwig, Ralph
T1  - Strategic ignorance in repeated prisoners’ dilemma experiments and its effects on the dynamics of voluntary cooperation
T2  - CEPA Discussion Papers
N2  - Being ignorant of key aspects of a strategic interaction can represent an advantage rather than a handicap. We study one particular context in which ignorance can be beneficial: iterated strategic interactions in which voluntary cooperation may be sustained into the final round if players voluntarily forego knowledge about the time horizon. We experimentally examine this option to remain ignorant about the time horizon in a finitely repeated two-person prisoners’ dilemma game. We confirm that pairs without horizon knowledge avoid the drop in cooperation that otherwise occurs toward the end of the game. However, this effect is superposed by cooperation declining more rapidly in pairs without horizon knowledge during the middle phase of the game, especially if players do not know that the other player also wanted to remain ignorant of the time horizon.
T3  - CEPA Discussion Papers - 10 
KW  - strategic ignorance
KW  - cooperation
KW  - prisoners' dilemma
KW  - experiment
Y1  - 2019
U6  - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:517-opus4-431881
SN  - 2628-653X
IS  - 10
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  - 
TY  - RPRT
A1  - Bruttel, Lisa Verena
T1  - Is There a Loyalty-Enhancing Effect of Retroactive Price-Reduction Schemes?
T2  - CEPA Discussion Papers
N2  - This paper presents an experiment on the effect of retroactive price-reduction schemes on buyers’ repeated purchase decisions. Such schemes promise buyers a reduced price for all units that are bought in a certain time frame if the total quantity that is purchased passes a given threshold. This study finds a loyalty-enhancing effect of retroactive price-reduction schemes only if the buyers ex-ante expected that entering into the scheme would maximize their monetary gain, but later learn that they should leave the scheme. Furthermore, the effect crucially hinges on the framing of the price reduction.
T3  - CEPA Discussion Papers - 5 
KW  - rebate and discount
KW  - buyer behavior
KW  - risk aversion
KW  - loss aversion
KW  - regulation of dominant firms
KW  - experiment
Y1  - 2019
U6  - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:517-opus4-427688
SN  - 2628-653X
IS  - 5
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  -