Universität zu Köln

Feldhaus, Christoph, Sobotta, Tassilo and Werner, Peter (2019). Norm Uncertainty and Voluntary Payments in the Field. Manage. Sci., 65 (4). S. 1855 - 1867. CATONSVILLE: INFORMS. ISSN 1526-5501

Full text not available from this repository.

Abstract

We investigate behavioral reactions toward exogenous changes of implicit norm-relevant information in a natural field setting where customers are free to choose if and how much to pay for a service. Customers' voluntary payments are significantly affected by subtle information cues: cues that signal a high rather than a low payment norm increase payments by some 27%. Consistent with the conjecture that this effect is in large part driven by customers' uncertainty about the actual norm, responses are mitigated when explicit norm-relevant information is provided. Additional treatments suggest that the reactions to the cues are not driven by mere saliency but by the information deduced from the cues in the presence of uncertainty.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Feldhaus, Christoph UNSPECIFIED UNSPECIFIED UNSPECIFIED Sobotta, Tassilo UNSPECIFIED UNSPECIFIED UNSPECIFIED Werner, Peter UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-151942
DOI:	10.1287/mnsc.2017.2937
Journal or Publication Title:	Manage. Sci.
Volume:	65
Number:	4
Page Range:	S. 1855 - 1867
Date:	2019
Publisher:	INFORMS
Place of Publication:	CATONSVILLE
ISSN:	1526-5501
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language WHAT-YOU-WANT; SOCIAL NORMS; REQUEST SIZE; PAY; BEHAVIOR; INCENTIVES; DONATIONS; ASK; RECIPROCITY; ALTRUISM Multiple languages Management; Operations Research & Management Science Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/15194