There are numerous situations in which people ask for something or make a request, e.g. asking a favor, asking for help or requesting compliance with specific norms. For this reason, how to ask for something in order to increase people’s willingness to fulfill such requests is one of the most important question for many people working in various different fields of responsibility such as charitable giving, marketing, management or policy making. This dissertation consists of four chapters that deal with the effects of small changes in the decision-making environment on altruistic decision-making and compliance behavior. Most notably, written communication as an influencing factor is the focus of the first three chapters. The starting point was the question how to devise a request in order to maximize its chance of success (Chapter 1). The results of the first chapter originate the ideas for the second and third chapter. Chapter 2 analyzes how communication by a neutral third-party, i.e. a text from the experimenters that either reminds potential benefactors of their responsibility or highlights their freedom of choice, affects altruistic decision-making. Chapter 3 elaborates on the effect of thanking people in advance when asking them for help. While being not as closely related to the other chapters as the three first ones are, the fourth chapter deals as well with the question how compliance (here: compliance with norms and rules) is affected by subtle manipulations of the environment in which decisions are made. This chapter analyzes the effect of default settings in a tax return on tax compliance. In order to study the research questions outlined above, controlled experiments were conducted. Chapter 1, which analyzes the effect of text messages on the decision to give something to another person, employs a mini-dictator game. The recipient sends a free-form text message to the dictator before the latter makes a binary decision whether or not to give part of her or his endowment to the recipient. We find that putting effort into the message by writing a long note without spelling mistakes increases dictators’ willingness to give. Moreover, writing in a humorous way and mentioning reasons why the money is needed pays off. Furthermore, men and women seem to react differently to some message categories. Only men react positively to efficiency arguments, while only women react to messages that emphasize the dictator’s power and responsibility. Building on this last result, Chapter 2 attempts to disentangle the effect of reminding potential benefactors of their responsibility for the potential beneficiary and the effect of highlighting their decision power and freedom of choice on altruistic decision-making by studying the effects of two different texts on giving in a dictator game. We find that only men react positively to a text that stresses their responsibility for the recipient by giving more to her or him, whereas only women seem to react positively to a text that emphasizes their decision power and freedom of choice. Chapter 3 focuses on the compliance with a request. In the experiment, participants are asked to provide a detailed answer to an open question. Compliance is measured by the effort participants spend on answering the question. The treatment variable is whether or not they see the text “thanks in advance.” We find that participants react negatively by putting less effort into complying with the request in response to the phrase “thanks in advance.” Chapter 4 studies the effect of prefilled tax returns with mostly inaccurate default values on tax compliance. In a laboratory experiment, participants earn income by performing a real-effort task and must subsequently file a tax return for three consecutive rounds. In the main treatment, the tax return is prefilled with a default value, resulting from participants’ own performance in previous rounds, which varies in its relative size. The results suggest that there is no lasting effect of a default value on tax honesty, neither for relatively low nor relatively high defaults. However, participants who face a default that is lower than their true income in the first round evade significantly and substantially more taxes in this round than participants in the control treatment without a default.

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.

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.

To reach its climate targets, the European Union has to implement a major sustainability transition in the coming decades. While the socio-technical change required for this transition is well discussed in the academic literature, the economics that go along with it are often reduced to a cost-benefit perspective of climate policy measures. By investigating climate change mitigation as a coordination problem, this thesis offers a novel perspective: It integrates the economic and the socio-technical dimension and thus allows to better understand the opportunities of a sustainability transition in Europe. First, a game theoretic framework is developed to illustrate coordination on green or brown investment from an agent perspective. A model based on the coordination game "stag hunt" is used to discuss the influence of narratives and signals for green investment as a means to coordinate expectations towards green growth. Public and private green investment impulses – triggered by credible climate policy measures and targets – serve as an example for a green growth perspective for Europe in line with a sustainability transition. This perspective also embodies a critical view on classical analyses of climate policy measures. Secondly, this analysis is enriched with empirical results derived from stakeholder involvement. In interviews and with a survey among European insurance companies, coordination mechanisms such as market and policy signals are identified and evaluated by their impact on investment strategies for green infrastructure. The latter, here defined as renewable energy, electricity distribution and transmission as well as energy efficiency improvements, is considered a central element of the transition to a low-carbon society. Thirdly, this thesis identifies and analyzes major criticisms raised towards stakeholder involvement in sustainability science. On a conceptual level, different ways of conducting such qualitative research are classified. This conceptualization is then evaluated by scientists, thereby generating empirical evidence on ideals and practices of stakeholder involvement in sustainability science. Through the combination of theoretical and empirical research on coordination problems, this thesis offers several contributions: On the one hand, it outlines an approach that allows to assess the economic opportunities of sustainability transitions. This is helpful for policy makers in Europe that are striving to implement climate policy measures addressing the targets of the Paris Agreement as well as to encourage a shift of investments towards green infrastructure. On the other hand, this thesis enhances the stabilization of the theoretical foundations in sustainability science. Therefore, it can aid researchers who involve stakeholders when studying sustainability transitions.