An Investigation of Behavioral Influences in Strategic Decision Making

Persistent Link:
http://hdl.handle.net/10150/222632
Title:
An Investigation of Behavioral Influences in Strategic Decision Making
Author:
Cardella, Eric
Issue Date:
2012
Publisher:
The University of Arizona.
Rights:
Copyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.
Abstract:
In this dissertation, I study the impact of behavioral influences on strategic economic decision making in three essays.The first essay explores the interpersonal implications of guilt aversion in strategic settings. In doing so, I first introduce a stylized 2-player game where one players has an opportunity to induce guilt upon the other player in a manner derived from findings in the psychology literature. I then develop an experimental design, centered around this game, that allows me to test (i) whether agents attempt to induce guilt upon others in self-serving ways, (ii) whether agents are susceptible to the guilt induction of others, and (iii) whether agents are more trusting when they have an opportunity to induce guilt upon others. Furthermore, I theoretically show, via an application of the Battigalli and Dufwenberg (2007) model of simple guilt, that effective guilt induction can be supported as an equilibrium of the game considered.In the second essay, I explore the influence of posted price fairness concerns in bilateral negotiation settings. In doing so, I propose a price fairness model where, in addition to their material payoff, buyers receive disutility from engaging in negotiations, and aggressively negotiating, when the price is fair. As a result, the model predicts that buyers will negotiate less aggressively and possibly even forgo profitable negotiations when the posted price is fair, which is consistent with prior survey evidence on negotiation behavior. I also include a thorough discussion of the differences between the price fairness model and main alternative approaches to modeling fairness that exists in the literature.In the third essay, I experimentally investigate how the decision making quality of an agent's opponent influences learning in strategic games. In particular, I test whether learning-by-doing and learning-by-observing become more effective in games when agents face an optimal decision making opponent. To test these hypotheses, I propose a novel experimental design that enables me to measure strategic decision making quality and control the decision making quality of the opponent.
Type:
text; Electronic Dissertation
Keywords:
Game Theory; Guilt; Learning; Psychological Game Theory; Economics; Experiments; Fairness
Degree Name:
Ph.D.
Degree Level:
doctoral
Degree Program:
Graduate College; Economics
Degree Grantor:
University of Arizona
Advisor:
Dufwenberg, Martin

Full metadata record

DC FieldValue Language
dc.language.isoenen_US
dc.titleAn Investigation of Behavioral Influences in Strategic Decision Makingen_US
dc.creatorCardella, Ericen_US
dc.contributor.authorCardella, Ericen_US
dc.date.issued2012-
dc.publisherThe University of Arizona.en_US
dc.rightsCopyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.en_US
dc.description.abstractIn this dissertation, I study the impact of behavioral influences on strategic economic decision making in three essays.The first essay explores the interpersonal implications of guilt aversion in strategic settings. In doing so, I first introduce a stylized 2-player game where one players has an opportunity to induce guilt upon the other player in a manner derived from findings in the psychology literature. I then develop an experimental design, centered around this game, that allows me to test (i) whether agents attempt to induce guilt upon others in self-serving ways, (ii) whether agents are susceptible to the guilt induction of others, and (iii) whether agents are more trusting when they have an opportunity to induce guilt upon others. Furthermore, I theoretically show, via an application of the Battigalli and Dufwenberg (2007) model of simple guilt, that effective guilt induction can be supported as an equilibrium of the game considered.In the second essay, I explore the influence of posted price fairness concerns in bilateral negotiation settings. In doing so, I propose a price fairness model where, in addition to their material payoff, buyers receive disutility from engaging in negotiations, and aggressively negotiating, when the price is fair. As a result, the model predicts that buyers will negotiate less aggressively and possibly even forgo profitable negotiations when the posted price is fair, which is consistent with prior survey evidence on negotiation behavior. I also include a thorough discussion of the differences between the price fairness model and main alternative approaches to modeling fairness that exists in the literature.In the third essay, I experimentally investigate how the decision making quality of an agent's opponent influences learning in strategic games. In particular, I test whether learning-by-doing and learning-by-observing become more effective in games when agents face an optimal decision making opponent. To test these hypotheses, I propose a novel experimental design that enables me to measure strategic decision making quality and control the decision making quality of the opponent.en_US
dc.typetexten_US
dc.typeElectronic Dissertationen_US
dc.subjectGame Theoryen_US
dc.subjectGuilten_US
dc.subjectLearningen_US
dc.subjectPsychological Game Theoryen_US
dc.subjectEconomicsen_US
dc.subjectExperimentsen_US
dc.subjectFairnessen_US
thesis.degree.namePh.D.en_US
thesis.degree.leveldoctoralen_US
thesis.degree.disciplineGraduate Collegeen_US
thesis.degree.disciplineEconomicsen_US
thesis.degree.grantorUniversity of Arizonaen_US
dc.contributor.advisorDufwenberg, Martinen_US
dc.contributor.committeememberKugler, Tamaren_US
dc.contributor.committeememberWooders, Johnen_US
dc.contributor.committeememberDufwenberg, Martinen_US
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