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The Experience Is (Not) Everything: Sequential Outcomes and Social Decision-Making

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  • Johannes Buckenmaier
  • Eugen Dimant

Abstract

In multiple pre-registered experiments, we examine the effect of sequences of positive and negative experiences on altruism, trust, trustworthiness, and cooperation. For non-social experiences, we find no effect on subsequent behavior in any of these social domains. However, when experiences are social in nature, we find more cooperation after gains than after losses. For neutral experiences with gains equalizing losses, we find no evidence for a differential effect of experiences irrespective of whether the experience is social or not. Our findings are in line with recent evidence on decision making under risk, showing that the effect of prior experiences depends on task similarity. Beyond that, we extend these findings to various forms of social decision making. Our results suggest that the overall valence of an experience (gain or loss) matters, whereas its dynamic trend (improving or deteriorating) does not.

Suggested Citation

  • Johannes Buckenmaier & Eugen Dimant, 2021. "The Experience Is (Not) Everything: Sequential Outcomes and Social Decision-Making," CESifo Working Paper Series 9097, CESifo.
    • Handle: RePEc:ces:ceswps:_9097
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    References listed on IDEAS

    as
    1. Schwerter, Frederik & Zimmermann, Florian, 2020. "Determinants of trust: The role of personal experiences," Games and Economic Behavior, Elsevier, vol. 122(C), pages 413-425.
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    3. Dimant, Eugen, 2015. "On Peer Effects: Behavioral Contagion of (Un)Ethical Behavior and the Role of Social Identity," MPRA Paper 68732, University Library of Munich, Germany.
    4. Ulrike Malmendier & Stefan Nagel, 2016. "Learning from Inflation Experiences," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 131(1), pages 53-87.
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    6. Alex Imas, 2016. "The Realization Effect: Risk-Taking after Realized versus Paper Losses," American Economic Review, American Economic Association, vol. 106(8), pages 2086-2109, August.
    7. Christoph Merkle & Jan Müller-Dethard & Martin Weber, 2021. "Closing a mental account: the realization effect for gains and losses," Experimental Economics, Springer;Economic Science Association, vol. 24(1), pages 303-329, March.
    8. Richard H. Thaler & Eric J. Johnson, 1990. "Gambling with the House Money and Trying to Break Even: The Effects of Prior Outcomes on Risky Choice," Management Science, INFORMS, vol. 36(6), pages 643-660, June.
    9. Dimant, Eugen, 2019. "Contagion of pro- and anti-social behavior among peers and the role of social proximity," Journal of Economic Psychology, Elsevier, vol. 73(C), pages 66-88.
    10. Thaler, Richard, 1980. "Toward a positive theory of consumer choice," Journal of Economic Behavior & Organization, Elsevier, vol. 1(1), pages 39-60, March.
    11. Ulrike Malmendier & Stefan Nagel, 2011. "Depression Babies: Do Macroeconomic Experiences Affect Risk Taking?," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 126(1), pages 373-416.
    12. Paola Giuliano & Antonio Spilimbergo, 2014. "Growing up in a Recession," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 81(2), pages 787-817.
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    Cited by:

    1. Bicchieri, Cristina & Dimant, Eugen & Gächter, Simon & Nosenzo, Daniele, 2022. "Social proximity and the erosion of norm compliance," Games and Economic Behavior, Elsevier, vol. 132(C), pages 59-72.

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    More about this item

    Keywords

    altruism; cooperativeness; sequential decisions; trust;
    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
    • D80 - Microeconomics - - Information, Knowledge, and Uncertainty - - - General
    • D90 - Microeconomics - - Micro-Based Behavioral Economics - - - General

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