Can Contracts Signal Social Norms? Experimental Evidence
Published Online:29 Feb 2016https://doi.org/10.1287/mnsc.2015.2336
References
- (1980) A theory of social custom, of which unemployment may be one consequence. Quart. J. Econom. 94:749–775.Crossref, Google Scholar
- (2005) Conformity and reciprocity in public good provision. J. Econom. Psych. 26:664–681.Crossref, Google Scholar
- (2015) Reference points, social norms, and fairness in contract renegotiations. J. Eur. Econom. Assoc. 13:98–129.Crossref, Google Scholar
- (2007) Guilt in games. Amer. Econom. Rev. 97:170–176.Crossref, Google Scholar
- (2003) Intrinsic and extrinsic motivation. Rev. Econom. Stud. 70:489–520.Crossref, Google Scholar
- (2006) Incentives and prosocial behavior. Amer. Econom. Rev. 96:1652–1678.Crossref, Google Scholar
- (2012) Laws and norms. IZA Discussion Paper 6290, IZA, Bonn, Germany.Google Scholar
- (1995) Trust, reciprocity, and social history. Games Econom. Behav. 10:122–142.Crossref, Google Scholar
- (1994) A theory of conformity. J. Political Econom. 102:841–877.Crossref, Google Scholar
- (2006) The Grammar of Society: The Nature and Dynamics of Social Norms (Cambridge University Press, New York).Google Scholar
- (2009) Do the right thing: But only if others do so. J. Behavioral Decision Making 22:191–208.Crossref, Google Scholar
- (2008) Policies designed for self-interested citizens may undermine “the moral sentiments”: Evidence from economic experiments. Science 320:1605–1609.Crossref, Google Scholar
- (2016) Employee recognition and performance: A field experiment. Management Sci. 62:3085–3099.Link, Google Scholar
- (2012) A multimethod approach to identifying norms and normative expectations within a corporate hierarchy: Evidence from the financial services industry. Management Sci. 58:203–217.Link, Google Scholar
- (2003) Unemployment as a social norm: Psychological evidence from panel data. J. Labor Econom. 21:323–351.Crossref, Google Scholar
- (2014) Beliefs and actions in the trust game: Creating instrumental variables to estimate the causal effect. Games Econom. Behav. 88:298–309.Crossref, Google Scholar
- (2008) Pride and prejudice: The human side of incentive theory. Amer. Econom. Rev. 98:990–1008.Crossref, Google Scholar
- (2010) Testing guilt aversion. Games Econom. Behav. 68:95–107.Crossref, Google Scholar
- (1989) Social norms and economic theory. J. Econom. Perspect. 3:99–117.Crossref, Google Scholar
- (2006) The hidden costs of control. Amer. Econom. Rev. 96:1611–1630.Crossref, Google Scholar
- (2002) Psychological foundations of incentives. Eur. Econom. Rev. 46:687–724.Crossref, Google Scholar
- (2004a) Social norms and human cooperation. Trends Cognitive Sci. 8:185–190.Crossref, Google Scholar
- (2004b) Third-party punishment and social norms. Evolution Human Behav. 25:63–87.Crossref, Google Scholar
- (2004) The hidden costs and returns of incentives—Trust and trustworthiness among CEOs. J. Eur. Econom. Assoc. 2:743–771.Crossref, Google Scholar
- (2003) Detrimental effects of sanctions on human altruism. Nature 422:137–140.Crossref, Google Scholar
- (2002) Strong reciprocity, human cooperation, and the enforcement of social norms. Human Nature 13:1–25.Crossref, Google Scholar
- (2007) z-Tree: Zurich toolbox for ready-made economic experiments. Experiment. Econom. 10:171–178.Crossref, Google Scholar
- (2008) Optimal contracting with endogenous social norms. Amer. Econom. Rev. 98:1459–1475.Crossref, Google Scholar
- (2011) Team governance: Empowerment or hierarchical control. J. Econom. Behav. Organ. 78:1–13.Crossref, Google Scholar
- (2012) The impact of social comparisons on reciprocity. Scand. J. Econom. 114:1346–1367.Crossref, Google Scholar
- (2013) Sanctions that signal: An experiment. J. Econom. Behav. Organ. 94:34–51.Crossref, Google Scholar
- (2000a) A fine is a price. J. Legal Stud. 29:1–18.Crossref, Google Scholar
- (2000b) Pay enough or don’t pay at all. Quart. J. Econom. 115:791–810.Crossref, Google Scholar
- (2004) An online recruitment system for economic experiments. Kremer K, Macho V, eds. Forschung und wissenschaftliches Rechnen (Gesellschaft für wissenschaftliche Datenverarbeitung, Göttingen, Germany), 79–93.Google Scholar
- (2013) Social learning increases the acceptance and the efficiency of punishment institutions in social dilemmas. J. Econom. Psych. 34:229–239.Crossref, Google Scholar
- (2008) Contracts as reference points. Quart. J. Econom. 123:1–48.Crossref, Google Scholar
- (2012) Social norms and economic incentives in firms. J. Econom. Behav. Organ. 83:173–185.Crossref, Google Scholar
- (2000) Work environment and individual background: Explaining regional shirking differentials in a large Italian firm. Quart. J. Econom. 115:1057–1090.Crossref, Google Scholar
- (2012) Norms and contracting. Management Sci. 58:62–77.Link, Google Scholar
- (2009) The focusing and informational effects of norms on pro-social behavior. J. Econom. Psych. 30:307–320.Crossref, Google Scholar
- (2016) A meeting of the minds: Informal agreements and social norms. Management Sci., ePub ahead of print May 31, http://dx.doi.org/10.1287/mnsc.2016.2429Link, Google Scholar
- (2001) On the regulation of social norms. J. Law, Econom., Organ. 17:449–476.Crossref, Google Scholar
- (1999) Social norms and economic incentives in the welfare state. Quart. J. Econom. 114:1–35.Crossref, Google Scholar
- (2008) Crowding out in blood donation: Was Titmuss right? J. Eur. Econom. Assoc. 6:845–863.Crossref, Google Scholar
- (1967) Die Strategiemethode zur Erforschung des eingeschränkt rationalen Verhaltens im Rahmen eines Oligopolexperimentes. Sauermann H, ed. Beiträge zur experimentellen Wirtschaftsforschung (J.C.B. Mohr (Paul Siebeck), Tübingen, Germany), 136–168.Google Scholar
- (2009) Separating reputation, social influence, and identification effects in a dictator game. Eur. Econom. Rev. 53:197–209.Crossref, Google Scholar
- (2007) Trust as a signal of a social norm and the hidden costs of incentive schemes. Amer. Econom. Rev. 97:999–1012.Crossref, Google Scholar
- (2004) The role of social work norms in job searching and subjective well-being. J. Eur. Econom. Assoc. 2:696–719.Crossref, Google Scholar
- (2012) The signaling power of sanctions in social dilemmas. J. Law, Econom., Organ. 28:103–126.Crossref, Google Scholar
- (2008) Social norms. Durlauf SN, Blume LE, eds. The New Palgrave Dictionary of Economics (Nature Publishing Group, Basingstoke, UK), 647–651.Crossref, Google Scholar
- (2010) Experimenter demand effects in economic experiments. Experiment. Econom. 13:75–98.Crossref, Google Scholar

