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“Thanks in advance” – The negative effect of a polite phrase on compliance with a request

Author

Listed:
  • Bruttel Lisa

    (University of Potsdam, Department of Economics and Social Sciences, August-Bebel-Str. 89, 14482 Potsdam, Germany)

  • Nithammer Juri

    (University of Potsdam, Department of Economics and Social Sciences, August-Bebel-Str. 89, 14482 Potsdam, Germany)

  • Stolley Florian

    (University of Potsdam, Department of Economics and Social Sciences, August-Bebel-Str. 89, 14482 Potsdam, Germany)

Abstract

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.

Suggested Citation

  • Bruttel Lisa & Nithammer Juri & Stolley Florian, 2022. "“Thanks in advance” – The negative effect of a polite phrase on compliance with a request," German Economic Review, De Gruyter, vol. 23(1), pages 61-78, February.
    • Handle: RePEc:bpj:germec:v:23:y:2022:i:1:p:61-78:n:6
    DOI: 10.1515/ger-2021-0020
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    References listed on IDEAS

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    More about this item

    Keywords

    compliance behavior; gratitude; reciprocity; experiment;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D64 - Microeconomics - - Welfare Economics - - - Altruism; Philanthropy; Intergenerational Transfers

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