Recommendations, credits and discounts : essays in behavioral decision making

[摘要] (cont.) Based on archival data, consisting of more than 38,000 journal articles, we show that the three fields have different ordering practices. In two empirical studies, with 351 faculty and graduate student participants from all three disciplines, as well as in a computer simulation, we show that ordering practices systematically affect and shape the allocation of perceived contributions and credit. While strong disciplinary norms in economics and psychology govern the allocation of contribution credits, a more heterogeneous picture emerges for marketing. This lack of strong norms has detrimental effects in terms of assigned contribution credits. Essay 3: Performance-Contingent Discounts and Consumer Choice Incentives affect individuals;; attitudes and behaviors in a myriad of ways. In this paper we explore the effects of performance-contingent discounts on consumer choice. For that purpose we set up an online store for digital cameras. Half the subjects received a fixed rebate; the other half had to ;;earn;; their rebate by learning about the products offered. The more information subjects remembered, as inferred from their answers to a short quiz, the higher their discounts. Our results indicate that subjects, who were offered performance-contingent discounts, found the online store more informative and reputable, were more likely to recommend the store to their friends, and were more likely to buy. The results cannot be attributed to a better performance in the quiz or a more thorough exploration of the products offered.

[发布机构] Massachusetts Institute of Technology