Perceived Motives and Reciprocity
37 Pages Posted: 8 Jun 2017
Date Written: June 5, 2017
In reciprocal interactions, both genuine kindness and self-interested material gain may motivate socially beneficial actions. The paper presents results from two experiments that distinguish the role of perceived motives in reciprocal decision making from the role of outcomes or perceived intentions. The results indicate that positive reciprocity triggered by the same beneficial action is lower when the first-mover is more likey to be motivated by strategic incentives. Therefore, stronger incentives for beneficial behavior may not increase total welfare.
Keywords: Motives, Beliefs, Reciprocity, Intentions, Social Preferences
JEL Classification: C91, C92, D63, D64, D84
Suggested Citation: Suggested Citation