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Gain versus loss contracts: Does contract framing affect agents’ reciprocity?

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  • von Bieberstein, Frauke
  • Essl, Andrea
  • Friedrich, Kathrin

Abstract

Loss contracts are rarely observed in practice, although research suggests that they induce higher effort compared to gain contracts. We experimentally examine one potential reason for this scarcity: agents’ reciprocity toward the principal might be negatively affected by loss contracts. First, agents worked on a real effort task under either a gain or a loss contract. Second, principals and agents played a trust game. We find that loss contracts induce more effort, and thus a higher payoff for the principal in the real effort task. However, we do not find a spillover effect of contract framing in the trust game. Differences in reciprocity are small in size and not significant. Thus, they cannot explain the rare use of loss contracts in practice.

Suggested Citation

  • von Bieberstein, Frauke & Essl, Andrea & Friedrich, Kathrin, 2020. "Gain versus loss contracts: Does contract framing affect agents’ reciprocity?," Economics Letters, Elsevier, vol. 187(C).
    • Handle: RePEc:eee:ecolet:v:187:y:2020:i:c:s0165176519304288
    DOI: 10.1016/j.econlet.2019.108846
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    References listed on IDEAS

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    More about this item

    Keywords

    Reciprocity; Contract framing; Incentives; Laboratory experiment;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making
    • J33 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Compensation Packages; Payment Methods

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