Gift-exchange Game Research Articles

Efficiency wages with motivated agents

Many jobs serve a social purpose beyond profit maximization, contributing positively to society. This paper uses a modified principal-agent gift-exchange game with positive externality (prosocial treatment) to study how workers' prosocial motivation interacts with the use of efficiency wages in stimulating effort. We find that prosocial motivation and efficiency wages are independent in stimulating effort: compared to a standard gift-exchange game (GE treatment), the presence of the externality shifts the agents' effort choice function upwards without affecting its slope. Thus, if principals were profit-maximizers, wage offers should be the same in both treatments. However, principals offer higher wages in the prosocial treatment. We show that this is due to principals in the GE treatment highly underestimating agents' reciprocity and thereby offering wages below the profit-maximizing level. Results from robustness-checks further suggest that our findings are unlikely to be driven by a simple efficiency effect.

Reciprocal reactions to (in)transparent task assignments: An experimental investigation

We investigate how the transparency of selecting an agent to perform a task affects the agent’s reciprocal behavior. In a modified gift-exchange game, agents either receive information about having (not) been selected or receive no such information at all, which allows to analyze reciprocity of agents who were or were not the preferred choice of the principal. We do not find that transparency is harmful as agents’ reciprocity is not reduced when learning that they have not been selected. Yet, we also do not find that reciprocity increases on average when agents learn they have been selected, although we find a positive effect on the extensive margin. This observation is driven by gender-specific reactions to transparency. While men react with increased reciprocity to the positive signal of having been selected (in line with intention-based reciprocity), women do not. Our observations could be explained by gender-specific attribution styles, i.e., whether the selection is attributed to own characteristics (internally) or good luck (externally).

Reciprocity with stochastic loss

We introduce stochastic loss into a gift exchange game to study how information on intentions affects reciprocity. In one treatment, the respondent observes the amount received and whether a loss occurred, so both the consequential outcome and the sender’s original intention are known. In the other two treatments, information about whether a loss occurred is hidden, and the respondent is only informed of the amount received (outcome) or the amount initially sent (intention). Using both regression-based approaches and non-parametric tests, we find greater reciprocity in the two treatments that reveal intentions. These differences arise even in a simple one-shot setting without reputational benefits and are economically meaningful; they are similar in magnitude to the difference attributable to a full point reduction in the amount received. Our findings show the impact of the information environment on reciprocity in settings with uncertainty and suggest that transparency is important to reciprocity.

Cognitive Skills, Strategic Sophistication, and Life Outcomes

We investigate how childhood cognitive skills affect strategic sophistication and adult outcomes. In particular, we emphasize the importance of childhood theory-of-mind as a cognitive skill. We collected experimental data from more than seven hundred children in a variety of strategic interactions. First, we find that theory-of-mind ability and cognitive ability both predict level-k behavior. Second, older children respond to information about the cognitive ability of their opponent, which provides support for the emergence of a sophisticated strategic theory-of-mind. Third, theory-of-mind and age strongly predict whether children respond to intentions in a gift-exchange game, while cognitive ability has no influence, suggesting that different measures of cognitive skill correspond to different cognitive processes in strategic situations that involve understanding intentions. Using the ALSPAC birth-cohort study, we find that childhood theory-of-mind and cognitive ability are both associated with enhanced adult social skills, higher educational participation, better educational attainment, and lower fertility in young adulthood. Finally, we provide evidence that school spending improves theory-of-mind in childhood.

Confucian culture, moral reminder, and soft corruption

We developed a gift exchange game with the attribute of soft corruption that can test subjects’ behaviors in acting as both a gift giver and a gift recipient. In the experiment, we use an implicit priming method to make Confucian culture values mentally salient and measure the impact on subjects’ behaviors. Additionally, we introduce the intervention of a moral reminder to test whether altering the external environment related to the scope of self-directed moral justification affects behaviors in soft corruption. We show that soft corruption is pervasive: 65.8% of subjects choose to send a gift; only 6.2% of gift recipients would reject a gift; subjects strongly reciprocate gifting behavior by awarding higher scores to gift givers. Priming Confucian culture had no significant effect on gift-giving behavior while simultaneously promoting the fairness of grading as a grader. The intervention of a moral reminder has a limited effect on the Confucian culture groups’ gift-giving behaviors and has a limited effect on the fairness of grading for the control group.

How Altruistic is Indirect Reciprocity? - Evidence from Gift-Exchange Games in the Lab

Indirect reciprocity is defined as a specific kind of behavior: An agent rewards or penalizes another agent for having behaved kindly or unkindly toward a third party. This paper analyzes the question of what drives indirect reciprocity: Does the agent reward or penalize because she (altruistically) cares for the third party? Or does she take the other agent's behavior as a signal of how the latter would treat her if they met? In order to measure the relative importance of the altruism motive versus the signaling motive, we consider a gift-exchange game with three players: an employer pays wages to a worker and a coworker, before the worker (but not the coworker) may reciprocate by exerting effort. We offer a theoretical framework to analyze both motives for indirect reciprocity and run a series of lab experiments. The treatments manipulate the worker's information on wages. We find that, if only the coworker's wage is observable, the worker's effort increases in the coworker's wage. In contrast, if the worker can observe her own wage, the coworker's wage does not affect worker effort at all. We interpret this as support for the signaling motive: Indirect reciprocity is rather a byproduct of direct reciprocity than an act of altruism.

Does Whistleblowing on Tax Evaders Reduce Ingroup Cooperation?

Whistleblowing is a powerful and rather inexpensive instrument to deter tax evasion. Despite the deterrent effects on tax evasion, whistleblowing can reduce trust and undermine agents’ attitude to cooperate with group members. Yet, no study has investigated the potential spillover effects of whistleblowing on ingroup cooperation. This paper reports results of a laboratory experiment in which subjects participate in two consecutive phases in unchanging groups: a tax evasion game, followed by a generalized gift exchange game. Two dimensions are manipulated in our experiment: the inclusion of a whistleblowing stage in which, after observing others’ declared incomes, subjects can signal other group members to the tax authority, and the provision of information about the content of the second phase before the tax evasion game is played. Our results show that whistleblowing is effective in both curbing tax evasion and improving the precision of tax auditing. Moreover, we detect no statistically significant spillover effects of whistleblowing on ingroup cooperation in the subsequent generalized gift exchange game, with this result being unaffected by the provision of information about the experimental task in the second phase. Finally, the provision of information does not significantly alter subjects’ (tax and whistleblowing) choices in the tax evasion game: thus, knowledge about perspective ingroup cooperation did not alter attitude toward whistleblowing.

Reciprocal reactions to (in)transparent task assignments: An experimental investigation

We investigate how the transparency of selecting an agent for a task affects the agent's reciprocal behavior. In a laboratory experiment, we conduct a gift-exchange game with a random move representing the chance that a selected agent may not be available. We vary the transparency of the principal's selection, i.e., agents either receive information about having (not) been selected or receive no such information at all. The design allows to analyze the reciprocal response of agents who were not the preferred choice of the principal. We find that transparency of selection decisions induces opposing gender-specific reactions to the information of having (not) been selected. While men's behavior is in line with intention-based reciprocity, women's behavior is not. Behavior of both, men and women can be explained by gender-specific attribution styles of successes and failures (i.e., of having been selected or not). Our results imply that when hiring either a male employee who was the first choice or a female employee who was not the first choice, it might be a good idea to inform them about these facts to induce higher reciprocity.

Who benefits from corporate social responsibility? Reciprocity in the presence of social incentives and self-selection

Firms can donate a share of profits to charity as a form of corporate social responsibility (CSR). Recent experiments have found that such initiatives can induce higher effort by workers, generating benefits for both sides of the labour market. We design a novel version of the gift-exchange game to account for self-selection, and find that wages remain the most effective incentive to attract and motivate workers, with corporate donations playing a smaller role than previously suggested. We also show that firms substitute donations to charity with lower wage offers, keeping their profits constant but reducing workers' earnings. Initiatives of corporate philanthropy can thus be marginally beneficial for firms, but considerably costly for workers.

Cheating in Labour Markets

Our results from a laboratory experiment offer new evidence for the detrimental effects that cheating behaviour in the workplace may have on the degree of reciprocity between firms and workers. First, we replicate existing findings showing that in the absence of monitoring (cheating is possible) workers cheat on their actual performance in a real-effort task. The extent of cheating influences how firms (managers) decide to set their wages in a subsequent gift-exchange game. Specifically, firms offer higher wages to workers who cheat and interestingly, workers expect such behaviour by firms. These higher wages are not matched by workers’ performance in the gift-exchange game, where cheating is not possible, resulting in a flat wage-effort relationship. In contrast, in the presence of monitoring (cheating is not possible), we find a positive relationship between wages offered and effort provided by the workers. Our findings have implications for adopting measures at the workplace that eliminate workers’ opportunities to cheat on their performance.

Does Whistleblowing on Tax Evaders Reduce Ingroup Cooperation?

Whistleblowing is a powerful and rather inexpensive instrument to contrast tax evasion. Despite the deterrent effects on tax evasion, whistleblowing can reduce trust and undermine agents’ attitude to cooperate with group members. Yet, no study has investigated the potential spillover effects of whistleblowing on ingroup cooperation. This paper reports results of a laboratory experiment in which subjects participate in two consecutive phases in unchanging groups: a tax evasion game, followed by a generalized gift exchange game. Two dimensions are manipulated in our experiment: the inclusion of a whistleblowing stage in which, after observing others’ declared incomes, subjects can signal other group members to the tax authority, and the provision of information about the content of the second phase before the tax evasion game is played. Our results show that whistleblowing is effective in both curbing tax evasion and improving the precision of tax auditing. Moreover, we detect no statistically significant spillover effects of whistleblowing on ingroup cooperation in the subsequent generalized gift exchange game, with this result being unaffected by the provision of information about the experimental task in the second phase. Finally, the provision of information does not significantly alter subjects’ (tax and whistleblowing) choices in the tax evasion game: thus, knowledge about perspective ingroup cooperation did not alter attitude towards whistleblowing.

How the Visibility of Real-Effort Contribution Impacts Reciprocity

Outcome bias is pervasive and persistent across different environments. In our noisy gift-exchange game, where agents can perform a real effort task to improve principals' lottery win probability, we replicate outcome bias in effort rewarding when effort is only numerically observable. To investigate the role of principals' beliefs on effort cost, we employed a visual treatment in which principals watch a 30-second video of the agents performing the task. We show that visually observing agents' work corrects asymmetry in rewarding effort. The post-experiment survey suggests that the mechanism through which visually observing effort reduces the outcome bias in reciprocating effort is informing principals about the cost of effort.

Who Benefits from Corporate Social Responsibility? Reciprocity in the Presence of Social Incentives and Self-Selection

Firms can donate a share of profits to charity as a form of corporate social responsibility (CSR). Recent experiments have found that such initiatives can induce higher effort by workers, generating benefits for both sides of the labour market. We design a novel version of the gift-exchange game to account for self-selection, and find that wages remain the most effective incentive to attract and motivate workers, with corporate donations playing a smaller role than previously suggested. We also show that firms substitute donations to charity with lower wage offers, keeping their profits constant but reducing workers' earnings. Initiatives of corporate philanthropy can thus be marginally beneficial for firms, but considerably costly for workers.

Sex differences in trust and trustworthiness: A meta-analysis of the trust game and the gift-exchange game

We present a meta-analytic review of the literature on sex differences in the trust game (174 effect sizes) and the related gift-exchange game (35 effect sizes). Based on parental investment theory and social role theory we expected men to be more trusting and women to be more trustworthy. Indeed, men were more trusting in the trust game (g = 0.22), yet we found no significant sex difference in trust in the gift-exchange game (g = 0.15). Regarding trustworthiness, we found no significant sex difference in the trust game (g = −0.04), and we found men, not women, to be more trustworthy in the gift-exchange game (g = 0.33). These results suggest that men send more money than women do when their money is going to be multiplied, thereby creating an efficiency gain. This so-called “male multiplier effect” may be explained by a stronger psychological tendency in men to acquire resources.

How Altruistic is Indirect Reciprocity? - Evidence from Gift-Exchange Games in the Lab

Indirect reciprocity is defined as a specific kind of behavior: An agent rewards or penalizes another agent for having behaved kindly or unkindly toward a third party. This paper analyzes the question of what drives indirect reciprocity: Does the agent reward or penalize because she (altruistically) cares for the third party? Or does she take the other agent's behavior as a signal of how the latter would treat her if they met? In order to measure the relative importance of the altruism motive versus the signaling motive, we consider a gift-exchange game with three players: an employer pays wages to a worker and a coworker, before the worker (but not the coworker) may reciprocate by exerting effort. We offer a theoretical framework to analyze both motives for indirect reciprocity and run a series of lab experiments. The treatments manipulate the worker's information on wages. We find that, if only the coworker's wage is observable, the worker's effort increases in the coworker's wage. In contrast, if the worker can observe her own wage, the coworker's wage does not affect worker effort at all. We interpret this as support for the signaling motive: Indirect reciprocity is rather a byproduct of direct reciprocity than an act of altruism.

Cognitive Skills, Strategic Sophistication, and Life Outcomes

We investigate how childhood cognitive skills affect strategic sophistication and adult outcomes. In particular, we emphasize the importance of childhood theory-of-mind as a cognitive skill. We collected experimental data from more than seven hundred children in a variety of strategic interactions. First, we find that theory-of-mind ability and cognitive ability both predict level-k behavior. Second, older children respond to information about the cognitive ability of their opponent, which provides support for the emergence of a sophisticated strategic theory-of-mind. Third, theory-of-mind and age strongly predict whether children respond to intentions in a gift-exchange game, while cognitive ability has no influence, suggesting that different measures of cognitive skill correspond to different cognitive processes in strategic situations that involve understanding intentions. Using the ALSPAC birth-cohort study, we find that childhood theory-of-mind and cognitive ability are both associated with enhanced adult social skills, higher educational participation, better educational attainment, and lower fertility in young adulthood. Finally, we provide evidence that school spending improves theory-of-mind in childhood.

Cognitive Skills, Strategic Sophistication, and Life Outcomes

We investigate how childhood cognitive skills affect strategic sophistication and adult outcomes. In particular, we emphasize the importance of childhood theory-of-mind as a cognitive skill. We collected experimental data from more than seven hundred children in a variety of strategic interactions. First, we find that theory-of-mind ability and cognitive ability both predict level-k behavior. Second, older children respond to information about the cognitive ability of their opponent, which provides support for the emergence of a sophisticated strategic theory-of-mind. Third, theory-of-mind and age strongly predict whether children respond to intentions in a gift-exchange game, while cognitive ability has no influence, suggesting that different measures of cognitive skill correspond to different cognitive processes in strategic situations that involve understanding intentions. Using the ALSPAC birth-cohort study, we find that childhood theory-of-mind and cognitive ability are both associated with enhanced adult social skills, higher educational participation, better educational attainment, and lower fertility in young adulthood. Finally, we provide evidence that school spending improves theory-of-mind in childhood.

Promises in group decision making

We assess in the laboratory the effect of promises on group decision-making. The gift-exchange game provides the testing ground for our experiment. When the game is played between groups, inter-group cooperation and reciprocity represent a condition for increasing total earnings as a measure of social efficiency. Our findings show that promises have positive effect on aggregate payoffs and that effect is reinforced when a group member is randomly selected as proposer to set forth an effort/transfer level that other group members can approve or reject. Promises and proposers elicit social conformity leading groups to exhibit more desirable social behavior.

Hukou Status and Individual-Level Labor Market Discrimination: An Experiment in China

This article examines discrimination based on hukou status, a legal construct that segregates locals and migrants in urban China. Local and migrant household helpers were recruited as experimental participants to interact in a standard gift exchange game (GEG) as well as a new variant of the GEG, called the wage promising game (WPG). The WPG uses non-binding wage offers and final wages that employers set after observing effort. In the GEG, both statistical and preference-based discrimination may motivate employers to offer lower wages to migrants than to locals, whereas in the WPG the statistical motive is excluded. Results reveal discrimination against migrants and show that preference-based discrimination is an important employer motive.

Basic Income, Wages, and Productivity: A Laboratory Experiment

Abstract This paper reports the results of an economic lab experiment designed to test the impact of Basic Income (BI) on wages and productivity. The experimental design is based on the classic gift exchange game. Participants assigned the role of employer were tasked with making wage offers, and those assigned as employees chose how hard they would work in return. In addition to a control without any social security net, BI was compared to unemployment benefits, and both types of cash transfers were tested at two levels. The results are that wage offers were increased in both the BI and unemployment benefit treatments compared to the control. The higher-level BI treatment also significantly increased effort. Further experimentation could shed more light on how the potential extra value created in the labor market through increased productivity would be divided between employers and employees.