Status and Reputation Nudging

24 Pages Posted: 19 Dec 2019

See all articles by Julia Rose

Julia Rose

University of Innsbruck

Michael Kirchler

University of Innsbruck

Stefan Palan

University of Graz

Date Written: December 2, 2019

Abstract

Status and reputation concerns are conjectured to be important especially in markets with information asymmetries between buyers and sellers, such as in credence goods markets. To investigate the effects of status and reputation on reciprocal behavior of sales personnel in a financial credence goods market, we run a natural field experiment. We send e-mail requests to insurance brokers asking for an appointment. We find that status nudging and, with a larger effect size, reputation nudging in the e-mails increase brokers’ response rates compared to a neutral request. Both effects are robust across all responses, only counting affirmative responses, and in urban and rural areas.

Keywords: insurance brokers, natural field experiment, credence goods, status, reputation

JEL Classification: C93, G41, G22, D12

Suggested Citation

Rose, Julia and Kirchler, Michael and Palan, Stefan, Status and Reputation Nudging (December 2, 2019). Available at SSRN: https://ssrn.com/abstract=3497462 or http://dx.doi.org/10.2139/ssrn.3497462

Julia Rose

University of Innsbruck ( email )

Universitätsstraße 15
Innsbruck, Innsbruck 6020
Austria

Michael Kirchler

University of Innsbruck ( email )

Universitätsstraße 15
Innsbruck, Innsbruck 6020
Austria

Stefan Palan (Contact Author)

University of Graz ( email )

Universitätsstraße 15/F2
Graz, 8010
Austria
+433163807306 (Phone)
+433163809580 (Fax)

HOME PAGE: http://academic.palan.biz

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