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Is it what you say or how you say it?

Author

Listed:
  • Xiangdong Qin

    (Shanghai Jiao Tong University)

  • Siyu Wang

    (Wichita State University)

  • Mike Zhiren Wu

    (Monash University)

Abstract

This study investigates the mechanisms driving the effectiveness of free-form communication in promoting cooperation within a sequential social dilemma game. We hypothesize that the self-constructing nature of free-form communication enhances the sincerity of messages and increases the disutility of dishonoring promises. Our experimental results demonstrate that free-form messages outperform both restricted promises and treatments where subjects select and use previously constructed free-form messages. Interestingly, we find that selected free-form messages and restricted promises achieve similar levels of cooperation. We observe that free-form messages with higher sincerity increase the likelihood of high-price and high-quality choices, thereby promoting cooperation. These messages frequently include promises and honesty, while threats do not promote cooperation. Our findings emphasize the crucial role of the self-constructed nature of free-form messages in promoting cooperation, exceeding the impact of message content compared to restricted communication protocols.

Suggested Citation

  • Xiangdong Qin & Siyu Wang & Mike Zhiren Wu, 2024. "Is it what you say or how you say it?," Experimental Economics, Springer;Economic Science Association, vol. 27(4), pages 874-921, September.
    • Handle: RePEc:kap:expeco:v:27:y:2024:i:4:d:10.1007_s10683-024-09830-4
    DOI: 10.1007/s10683-024-09830-4
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    More about this item

    Keywords

    Communication; Promise; Threat; Cooperation; Commitment;
    All these keywords.

    JEL classification:

    • C92 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Group Behavior
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making

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