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Compliance and the power of authority

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  • Karakostas, Alexandros
  • Zizzo, Daniel John

Abstract

Compliance to authority is an integral part of how organizations operate. We use an experiment to show that compliance to a cue by an authority is a powerful motivating mechanism. We do this in an experiment where there are direct orders or indirect cues to destroy half of another participant's earnings at a cost to one's own earnings. Depending on the experimental treatment, up to around 60–70% of participants decide to comply with the orders or cues being provided.

Suggested Citation

  • Karakostas, Alexandros & Zizzo, Daniel John, 2016. "Compliance and the power of authority," Journal of Economic Behavior & Organization, Elsevier, vol. 124(C), pages 67-80.
    • Handle: RePEc:eee:jeborg:v:124:y:2016:i:c:p:67-80
    DOI: 10.1016/j.jebo.2015.09.016
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    More about this item

    Keywords

    Compliance; Obedience; Conformism; Social pressure; Experimenter demand; Antisocial behavior;
    All these keywords.

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • H8 - Public Economics - - Miscellaneous Issues

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