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Robust Systems of Cooperation in the Presence of Rankings: How Displaying Prosocial Contributions Can Offset the Disruptive Effects of Performance Rankings
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2020 | Organization Science | Citations: 0
Authors: Chambers, Cassandra R.; Baker, Wayne E.

Abstract: Sustaining systems of cooperation in the face of strong self-interest is a subje ... Expand

Abstract: Sustaining systems of cooperation in the face of strong self-interest is a subject of long-standing inquiry in the social sciences. Much of this work has focused on understanding the antecedents and outcomes associated with cooperation, noting that the inertial properties of a system should sustain cooperation over time. This paper shifts the focus toward examining how cooperation is maintained in the face of potentially disruptive forces. To advance theory, research, and practice on how to maintain cooperation over time, we examine how systems of cooperation interact with, withstand, or succumb to a potentially disruptive force that is commonplace in organizational contexts: rankings. Using a longitudinal, no-deception, between-groups experimental design, we assess how systems of cooperation respond to the introduction of performance rankings. Examining data from more than 11,000 rounds of decision making from 592 participants clustered in 74 teams, we find that cooperation plummets when performance-rank information is introduced. However, the addition of reputation information—individuals’ histories of prosocial contributions—enables a system of cooperation to withstand the disruptive effects of performance rankings. Actors use reputation information to make decisions that reduce perceived inequity. Our study contributes to theories of cooperation, performance feedback, macrolevel prosocial behavior, and management practice. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: decision making organizational context laptop computer logistics management social capital

Methods: experiment longitudinal research experimental design descriptive statistic time series analysis

Theories: loss aversion control theory complexity theory
The Effect of Stake Size in Experimental Bargaining and Distribution Games: A Survey
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2017 | Group Decision and Negotiation | Citations: 0
Authors: Karagözoğlu, Emin; Urhan, Ümit Barış

Abstract: We review the literature on bargaining and distribution experiments to investiga ... Expand

Abstract: We review the literature on bargaining and distribution experiments to investigate whether changes in stake size have significant effects on behaviour in laboratory/field settings. We conclude that experiments in this field do not lead to clear/common results. The joint presence of opposing factors (e.g., increasing relative risk aversion and increasing cost of fairness) might be one reason contributing to this. Moreover, we argue that variables such as subjects’ financial conditions, cognitive abilities, risk attitudes, loss-aversion, justice orientations, and relevant personality characteristics should be controlled in laboratory experiments to understand the effect of stake size on behaviour, more clearly. Finally, quasi-experiments using data from (very) high-stake games/events and meta-analysis studies should complement (individual) controlled experiments. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: personality privacy public good

Methods: experiment laboratory experiment experimental design survey meta analysis

Theories: loss aversion
Buying under Pressure: Purchase Pressure Cues and their Effects on Online Buying Decisions

2015 | International Conference on Information Systems | Citations: 30
Authors: Amirpur, Miglena; Benlian, Alexander

Abstract: Although purchase pressure cues (PPC) that signal limited time (LT) or limited p ... Expand

Abstract: Although purchase pressure cues (PPC) that signal limited time (LT) or limited product availability (LPA) are widely used features on e-commerce websites to boost sales, research on whether and why PPCs affect consumers’ purchase choice in online settings has remained largely unexplored. Drawing on the Stimulus-OrganismResponse (S-O-R) model, consumer decision-making literature, and prospect theory, we conducted a controlled lab experiment with 121 subjects in the context of Deal-ofthe-Day (DoD) platforms. We demonstrate that while LT pressure cues significantly increase deal choice, LPA pressure cues have no distinct influence on it. Furthermore, our results show that perceived stress and perceived product value serve as two serial mediators explaining the theoretical mechanism of why LT pressure cues affect deal choice. Complementary to these results, we provide evidence that higher perceived stress is accompanied by significant changes in consumers’ physiological arousal. Further theoretical and practical implications of our findings are discussed. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: website electronic commerce decision making web page search engine

Methods: experiment laboratory experiment experimental group electrocardiography chi squared test

Theories: prospect theory loss aversion
Using Measures of Risk Perception to Predict Information Security Behavior: Insights from Electroencephalography (EEG)

2014 | Journal of the Association for Information Systems | Citations: 42
Authors: Vance, Anthony; Brinton Anderson, Bonnie; Brock Kirwan, C.; Eargle, David

Abstract: Users' perceptions of risks have important implications for information security ... Expand

Abstract: Users' perceptions of risks have important implications for information security because individual users' actions can compromise entire systems. Therefore, there is a critical need to understand how users perceive and respond to information security risks. Previous research on perceptions of information security risk has chiefly relied on self-reported measures. Although these studies are valuable, risk perceptions are often associated with feelings-such as fear or doubt-that are difficult to measure accurately using survey instruments. Additionally, it is unclear how these self-reported measures map to actual security behavior. This paper contributes to this topic by demonstrating that risk-taking behavior is effectively predicted using electroencephalography (EEG) via event-related potentials (ERPs). Using the Iowa Gambling Task, a widely used technique shown to be correlated with real-world risky behaviors, we show that the differences in neural responses to positive and negative feedback strongly predict users' information security behavior in a separate laboratory-based computing task. In addition, we compare the predictive validity of EEG measures to that of self-reported measures of information security risk perceptions. Our experiments show that self-reported measures are ineffective in predicting security behaviors under a condition in which information security is not salient. However, we show that, when security concerns become salient, self-reported measures do predict security behavior. Interestingly, EEG measures significantly predict behavior in both salient and non-salient conditions, which indicates that EEG measures are a robust predictor of security behavior. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: IT security threat information security risk enterprise resource planning malware laptop computer

Methods: electroencephalography self reported survey survey experiment NeuroIS

Theories: loss aversion
Online auction: the effects of transaction probability and listing price on a seller’s decision-making behavior
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2010 | Electronic Markets | Citations: 0
Authors: Tan, Chuan-Hoo; Teo, Hock-Hai; Xu, Heng

Abstract: This study seeks to the answer the question of how an individual would trade off ... Expand

Abstract: This study seeks to the answer the question of how an individual would trade off between listing fee (i.e., cost of listing an auction item) and transaction probability (i.e., the chance that a product will be sold). Applying the trade-off decision-making paradigm into the auction context, we examine a seller’s choice of online auction outlet and subsequent starting price strategies when facing the trade-off between transaction probability and listing fee. Results from a set of laboratory experiments suggest that a seller would be willing to incur a high cost in exchange for a higher transaction prospect. Furthermore, if the expected transaction probability is high, a seller is more likely to set a high starting price despite incurring a high listing fee. The implications for theory and practice are discussed. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: website online auction decision making internet technology DVD

Methods: experiment chi squared test survey statistical hypothesis test descriptive statistic

Theories: transaction cost economics loss aversion auction theory
Buyout Option and Reserve Price in Online Auctions: Should I Bid or Buy Out?

2006 | International Conference on Information Systems | Citations: 0
Authors: Tan, Chuan-Hoo; Goh, Khim-Yong; Teo, Hock-Hai; Sim, Kim Sia

Abstract: This article examines the influences of two forms of buyout options – permanent ... Expand

Abstract: This article examines the influences of two forms of buyout options – permanent (i.e., a buyer could buy out the item at any point during the entire bidding process) and temporary (i.e., buyout option ceases to be present once the bidding price exceeds the reserve price) – under the presence of reserve price on a buyer’s decision in online auctions. We propose that the presence of permanent buyout option leads a buyer to buy out instead of bidding. However, a buyer with temporary buyout option would attempt to bid above the reserve price so as to prevent other buyers from ending the auction prematurely. A series of controlled experiments was subsequently conducted to investigate the impact of buyout permanence (permanent versus temporary), price contrast (small versus large difference between the average clearance price and buyout price) and reserve price (low versus high) on a buyer’s behavior. The results support our conjecture by suggesting that a buyer is more likely to be loss averse and has a higher propensity to buy out in the presence of the permanent buyout option. However, when facing the temporary buyout option, a buyer becomes reserve-price conscious and is more likely to bid. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: online auction decision making price management website individual characteristic

Methods: experiment descriptive statistic survey design survey statistical hypothesis test

Theories: loss aversion
An Empirical Investigation of the Auction Buyer's Choice to Buy Out or Bid: Cry of Regret or Laugh of Satisfaction?

2005 | International Conference on Information Systems | Citations: 14
Authors: Tan, Chuan-Hoo; Yang, Xue; Teo, Hock-Hai; Lin, Grace

Abstract: Online auction buyers often face the predicament of choosing between the buyout ... Expand

Abstract: Online auction buyers often face the predicament of choosing between the buyout strategy and the bidding strategy to acquire an auctioned product. A buyer who chooses to buy out will obtain the item immediately at the posted price while the one who chooses to bid will have to monitor the bidding process in the hope of acquiring the product at a price lower than the posted one. Despite the wealth of auction literature, relatively few studies empirically assess the buyout option. This study seeks to bridge the gap by investigating how the buyout option (permanent or temporary) and price parameters (starting price and buyout price) affect the formation of two emotions, namely anticipated satisfaction of choice and anticipated regret of outcome, which in turn affect the buying strategy (i.e., buy out or bid). We employ laboratory experiments in our study and our results indicate two interesting findings. First, when the permanent buyout option is available, a buyer is more likely to exhibit loss aversion characteristics and prefer to adopt the buyout strategy. Second, when the temporary buyout option is present, the thought that one could avoid premature ending of auction by exercising the bidding option at the start decreases one’s preference for adopting the buyout strategy. Implications of these results for further research and practice are discussed. Collapse

Semantic filters: loss aversion laboratory experiment

Topics: online auction decision making website individual characteristic

Methods: experiment statistical hypothesis test partial least squares regression survey analysis of covariance

Theories: loss aversion auction theory

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Found 7 articles

Robust Systems of Cooperation in the Presence of Rankings: How Displaying Prosocial Contributions Can Offset the Disruptive Effects of Performance Rankings

The Effect of Stake Size in Experimental Bargaining and Distribution Games: A Survey

Buying under Pressure: Purchase Pressure Cues and their Effects on Online Buying Decisions

Using Measures of Risk Perception to Predict Information Security Behavior: Insights from Electroencephalography (EEG)

Online auction: the effects of transaction probability and listing price on a seller’s decision-making behavior

Buyout Option and Reserve Price in Online Auctions: Should I Bid or Buy Out?

An Empirical Investigation of the Auction Buyer's Choice to Buy Out or Bid: Cry of Regret or Laugh of Satisfaction?