One of the key issues for understanding reciprocity is how people evaluate the kindness of an action. In this paper we argue that the motivation driving an action plays an important role for the reciprocating response to that action. We test experimentally the hypothesis that reciprocal behavior is stronger in response to actions driven by intrinsic motivation, as opposed to extrinsic motivation. Our results indicate that reciprocity is significantly stronger when extrinsic motivation can be ruled out, both at the aggregate and the individual level. These findings suggest that models of reciprocal behavior should take into account not only outcomes but also intentions and, in particular, motivations: the type of motivation of an action matters for its perceived kindness and, as a consequence, for reciprocity.

Corazzini, L., Stanca, L., & Bruni, L. (2007). Testing Theories of Reciprocity: Do Motivations Matter? [Working paper del dipartimento].

Testing Theories of Reciprocity: Do Motivations Matter?

STANCA, LUCA MATTEO;BRUNI, LUIGINO
2007

Abstract

One of the key issues for understanding reciprocity is how people evaluate the kindness of an action. In this paper we argue that the motivation driving an action plays an important role for the reciprocating response to that action. We test experimentally the hypothesis that reciprocal behavior is stronger in response to actions driven by intrinsic motivation, as opposed to extrinsic motivation. Our results indicate that reciprocity is significantly stronger when extrinsic motivation can be ruled out, both at the aggregate and the individual level. These findings suggest that models of reciprocal behavior should take into account not only outcomes but also intentions and, in particular, motivations: the type of motivation of an action matters for its perceived kindness and, as a consequence, for reciprocity.
Working paper del dipartimento
No
Scientifica
Reciprocity; Intrinsic Motivation; Laboratory Experiments
English
Corazzini, L., Stanca, L., & Bruni, L. (2007). Testing Theories of Reciprocity: Do Motivations Matter? [Working paper del dipartimento].
Corazzini, L; Stanca, L; Bruni, L
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Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/10281/23137
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