The Effect of Commitment Timing on Reciprocity
We show that reciprocity is significantly weakened if commitment on the level of reciprocation is made before (vs. after) a benefit is received. The effect is established using field and laboratory experiment. In addition, two online trust-game experiments provide process evidence and showcase a moderation effect based on framing.
Citation:
Raghabendra Pratap KC, Vincent Mak, and Elie Ofek (2019) ,"The Effect of Commitment Timing on Reciprocity", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 682-683.
Authors
Raghabendra Pratap KC, Rollins College, USA
Vincent Mak, Cambridge Judge Business School, UK
Elie Ofek, Harvard Business School, USA
Volume
NA - Advances in Consumer Research Volume 47 | 2019
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