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Building on previous research in economics and psychology, we propose that the costliness of initial prosocial behavior positively influences whether that behavior leads to consistent future behaviors. We suggest that costly prosocial behaviors serve as a signal of prosocial identity and that people subsequently behave in line with that self-perception. In(More)
We propose that individuals use anger strategically in interactions. We first show that in some environments angering people makes them more effective in competitions, whereas in others, anger makes them less effective. We then show that individuals anticipate these effects and strategically use the option to anger their opponents. In particular, they are(More)
We use an information-gap framework to capture the diverse motives driving the preference to obtain or avoid information. Beyond the conventional desire for information as an input to decision making, people are driven by curiosity, which is a desire for knowledge for its own sake, even in the absence of material benefits. People are additionally motivated(More)
There is growing interest in the use of loss contracts that offer performance incentives as upfront payments that employees can lose. Standard behavioral models predict a tradeoff in the use of loss contracts: employees will work harder under loss contracts than under gain contracts; but, anticipating loss aversion, they will prefer gain contracts to loss(More)
  • Cary D Frydman, Samuel M Hartzmark, David H Solomon, Justin Birru, Alex Imas, Kelly Shue +3 others
  • 2016
When investors sell one asset and quickly buy another, their trades are consistent with rolling the mental account into the new asset rather than closing it. When trading the new position, investors exhibit a disposition effect relative to the amount invested in the original position that is no longer in the portfolio. On days when an investor buys and(More)
In a tedious real effort task, subjects know that their piece rate is either low or ten times higher. When subjects are informed about their piece rate realization, they adapt their performance. One third of subjects nevertheless forego this instrumental information when given the choice — and perform stunningly well. Agents who are uninformed regarding(More)
The extent to which individuals discount the future and whether they discount in a time-consistent fashion is an important determinant of their life outcomes. Using a field experiment in the Democratic Republic of Congo, we show that direct exposure to violence substantially increases present bias – choice of the smaller, immediate reward over the larger,(More)
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