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  • October 2017
  • Article
  • Management Science

Observability Increases the Demand for Commitment Devices

By: Christine L Exley and Jeffrey K. Naecker
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Abstract

Previous research often interprets the choice to restrict one’s future opportunity set as evidence for sophisticated time inconsistency. We propose an additional mechanism that may contribute to the demand for commitment technology: the desire to signal to others. We present a field experiment where participants can choose to give up money if they do not follow through with an action. When commitment choices are made public rather than kept private, we find significantly higher uptake rates.

Keywords

Motivation and Incentives; Behavior; Decision Choices and Conditions; Attitudes

Citation

Exley, Christine L., and Jeffrey K. Naecker. "Observability Increases the Demand for Commitment Devices." Management Science 63, no. 10 (October 2017): 3262–3267.
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About The Author

Christine L. Exley

Negotiation, Organizations & Markets
→More Publications

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    Beliefs about Gender Differences in Social Preferences

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    Negotiating for Equal Pay: The U.S. Women’s National Soccer Team (A) and (B)

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    • June 2021
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    The Role of Beliefs in Driving Gender Discrimination

    By: Katherine B. Coffman, Christine L. Exley and Muriel Niederle
More from the Authors
  • Beliefs about Gender Differences in Social Preferences By: Christine L Exley, Oliver P. Hauser, Molly Moore and John-Henry Pezzuto
  • Negotiating for Equal Pay: The U.S. Women’s National Soccer Team (A) and (B) By: John Beshears and Christine Exley
  • The Role of Beliefs in Driving Gender Discrimination By: Katherine B. Coffman, Christine L. Exley and Muriel Niederle
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