Leading by words: A voluntary contribution experiment with one-way communication

Anastasios Koukoumelis, M. Vittoria Levati, Johannes Weisser

Research output: Contribution to journalArticlepeer-review

17 Citations (Scopus)

Abstract

We use experimental methods to study the power of leading by words. The context is a voluntary contribution mechanism with one-way communication. One group member can send a free-form text message to his fellow players. Contrary to the commonly accepted wisdom that the cooperation-enhancing effect of communication requires the mutual exchange of promises, we find that the introduction of one-way communication increases contributions substantially and decreases their variation. When communication is one-shot, its effect on contribution levels persists over time. Moreover, one-way communication is effective even in the absence of strategic concerns.
Original languageEnglish
Pages (from-to)379-390
Number of pages12
JournalJournal of Economic Behavior and Organization
Volume81
Issue number2
DOIs
Publication statusPublished - 2012

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