Demanding or deferring? An experimental analysis of the economic value of communication with attitude

• 成果类型: Article
• 署名作者: Wang, Siyu; Houser, Daniel
• 署名单位: Missouri State University; George Mason University
• 刊物名称: GAMES AND ECONOMIC BEHAVIOR
• ISSN/ISSBN: 0899-8256
• DOI: 10.1016/j.geb.2019.03.002
• 发表日期: 2019
• 页码: 381-395
• 关键词: communication; COORDINATION; experiment; attitude; GENDER

摘要

Research has shown that natural language communication is more effective than intention signaling in promoting coordination. Our paper studies the reasons behind this finding. We hypothesize that, when communicating with natural language, people use and respond to both intentions and attitudes, with attitude indicating the strength of a message sender's desire to have her message followed. We test our hypothesis using controlled laboratory experiments. We find that: (i) free-form messages include both signaled intentions and attitudes; (ii) people respond to both intentions and attitudes when making decisions; and (iii) the use of attitude in natural language messages significantly improves coordination. (C) 2019 Elsevier Inc. All rights reserved.