Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/162651
Authors: 
Bühren, Christoph
Steinberg, Philip J.
Year of Publication: 
2017
Series/Report no.: 
Joint Discussion Paper Series in Economics 05-2017
Abstract: 
In order to analyze if heterogeneity in psychological traits affects individual performance in sequential tournaments, we conducted a tennis field experiment. In the experiment, we also varied the payment schemes (individual, team, competition) to control for moderating effects of different incentives. Team incentives, risk taking, and self-esteem reduced performance whereas a preference towards competition enhanced it. On average, we observe a second mover advantage. However, individuals' psychological traits, such as self-esteem or self-efficacy, can turn a second mover into a first mover advantage. Our results shed new light on the discussion of first vs. second mover advantages and performance under pressure. Study findings have implications for psychological requirements of competitive and team tasks in business settings.
Subjects: 
performance under pressure
experiment
psychological traits
second mover advantage
tennis
sequential tournaments
JEL: 
C93
D81
Z20
M52
Document Type: 
Working Paper

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