Daniel W. Elfenbein

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Consumers respond positively to products tied to charity, particularly from sellers that are relatively new and hence have limited alternative means of assuring quality. We establish this result using data from a diverse group of eBay sellers who " experiment " with charity by varying the presence of a donation in a set of otherwise matched product(More)
Consumers consistently express a willingness to favor socially responsible firms, but will they actually pay more for products linked to charitable donations, green production, and similar activities? To answer this question, we analyze a novel data set that matches identical products sold on eBay via charity and non-charity auctions. Items sold through(More)
We analyze " natural experiments " on eBay where sellers offer identical products with and without charity donations. Charity-tied products are more likely to sell and attract higher prices, and these benefits accrue primarily to sellers without extensive eBay histories. This suggests that consumers view charity as a signal of seller quality and a(More)
O rganization scholars have highlighted the value of relationships in fostering effective exchange, suggesting that repeated exchange creates a relational asset with latent value derived from elevated social connections, norms, and simple expectations of exchange continuity. Yet the empirical evidence supporting such claims remains largely indirect. As a(More)
Quality certification programs are used to improve consumers' ability to identify high-quality products or sellers in markets with information asymmetries. Using data from eBay UK's online marketplace, we study how certification's benefits vary with market-and seller-level attributes, exploiting quasi-experimental variation in sellers' certification status.(More)
We present the results of a 10-day field experiment in which over 500 elite software developers prepared solutions to the same computational algorithmic problem. Participants were divided into two groups with identical skills distributions and exposed to the same competitive institutional setting. The " sorted " group was composed of individuals who(More)
Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. Abstract The literature on state-owned entity (SOE) reform has been focused on privatization. We however show that even(More)
Prior empirical studies suggest repeated exchange develops increasing value in buyer-supplier relationships. A first order implication of this finding is that buyers will focus exchange to generate maximum value in relationships. However, buyers are equally concerned with value capture. By distributing rather than focusing exchange, buyers may position(More)