Persuasion: An experimental study of team decision making

Penczynski, Stefan P. ORCID: (2016) Persuasion: An experimental study of team decision making. Journal of Economic Psychology, 56. pp. 244-261. ISSN 0167-4870

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This paper studies persuasion within teams and investigates why teams commonly take, by some measures, better decisions than individuals. The analysis is based on data from electronic communication within teams of two players. Thanks to the experimental design, changes of an individual’s decision can be attributed to the content of the team partner’s message. The results for knowledge-related and strategic problems show that individuals’ decisions change upon receiving more informative and sophisticated arguments and remain the same otherwise. This individual behavior is an essential part of the information aggregation in teams and can explain the advantage of teams in decision making and in games.

Item Type: Article
Uncontrolled Keywords: persuasion,team decision making,information aggregation,level-k model
Faculty \ School: Faculty of Social Sciences > School of Economics
UEA Research Groups: Faculty of Social Sciences > Research Groups > Economic Theory
Faculty of Social Sciences > Research Groups > Behavioural Economics
Faculty of Social Sciences > Research Centres > Centre for Behavioural and Experimental Social Sciences
Depositing User: Pure Connector
Date Deposited: 19 Dec 2017 06:07
Last Modified: 20 Apr 2023 00:45
DOI: 10.1016/j.joep.2016.07.004


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