Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/51708
Authors: 
Falk, Armin
Zimmermann, Florian
Year of Publication: 
2011
Series/Report no.: 
Discussion paper series // Forschungsinstitut zur Zukunft der Arbeit 5840
Abstract: 
This paper studies how a preference for consistency can affect economic decision-making. We propose a two-period model where people have a preference for consistency because consistent behavior allows them to signal personal and intellectual strength. We then present three experiments that study main predictions and implications of the model. The first is a simple principal-agent experiment that shows that consistency is valued by others and that this value is anticipated. The second experiment underlines the crucial role of early commitment for consistency preferences. Finally we show how preferences for consistency can be used to manipulate choices.
Subjects: 
consistency preferences
experiments
early commitment
charitable giving
social influence
JEL: 
C91
D03
D64
Persistent Identifier of the first edition: 
Document Type: 
Working Paper

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