Communication & competition

Charness and Dufwenberg (Am. Econ. Rev. 101(4):1211–1237, 2011) have recently demonstrated that cheap-talk communication raises efficiency in bilateral contracting situations with adverse selection. We replicate their main finding and extend their design to include competition between agents. We find that communication and competition act as “substitutes:” communication raises efficiency in the absence of competition but not with competition, and competition raises efficiency without communication but lowers efficiency with communication. We briefly review some behavioral theories that have been proposed in this context and show that each can explain some but not all features of the observed data patterns. Our findings highlight the fragility of cheap-talk communication and may serve as a guide to refine existing behavioral theories.     

The effect of activation on the post-activation civilian earnings of reservists

To fight wars in Iraq and Afghanistan, the Department of Defense has relied heavily on its reserve components. Among the hardships of activation is the possibility that reservists might suffer an earnings loss following their period of active-duty service due to difficulties reentering the civilian labor market. This paper reports estimates of the effect of activation on the post-activation civilian earnings of reservists employing administrative data on earnings and periods of activation. Our results indicate that reserve activations lead to moderate losses in civilian earnings in the year immediately following activation that disappear and turn to earnings gains in subsequent years.     

Task Routineness and Trade Policy Preferences

Understanding the formation of individual trade policy preferences is a fundamental input into the modeling of trade policy outcomes. Surprisingly, past studies have found mixed evidence that various labor market and industry attributes of workers affect their trade policy preferences, even though recent studies have found that trade policy can have substantial impacts on workers' incomes. This paper provides the first analysis of the extent to which task routineness affects trade policy preferences using survey data from the American National Election Studies. We find significant evidence that greater task routineness leads workers to be much more supportive of import restrictions, consistent with recent evidence on how trade openness puts downward pressure on employment and wages for workers whose occupations involve routine tasks. In fact, other than education levels, task routineness is the only labor market attribute that displays a robust correlation with individuals' stated trade policy preferences. We also provide evidence that there are some interactions between the economic and non‐economic factors in our study. For example, women's trade policy views are much more invariant to their labor market attributes than men, suggesting that women's views on this issue are driven more by personal and ideological beliefs than men.     

Ambient scent and consumer behavior: a field study in a florist's retail shop

Numerous studies have shown that ambient scents influence human behavior including customers' behavior in real retail environments. However, the effects of scents in a closed-in plant and flower shop have not yet been examined. This study proceeded to measure customer behavior in two different situations taking place in a French flower shop: when lavender aroma was diffused and when it was not. The results showed that lavender aroma increased both the number of customers who bought plants and/or flowers and the amount of purchasing.     

The ambiguous role of cultural moderators in intercultural business negotiations

Many modern business negotiations cross borders, and one plausible idea for successfully managing such negotiations is to equip negotiation teams with a “cultural moderator,” an individual who has the same cultural background as the business partner. This study investigates the effect of cultural moderators on both the negotiation process (e.g., use of integrative strategies) and economic outcomes (e.g., profit). Using German and French negotiators in an experimental setting, the authors show that a cultural moderator's influence on the team's use of integrative strategies depends on the moderator's degree of collectivism. With respect to economic outcomes, the presence of a cultural moderator always improves a team's results. Together, these findings suggest that the benefits of using a cultural moderator are not unconditional; rather, they depend on the cultural moderator's cultural background and on the negotiation goals (process vs. outcome) of the team that employs the moderator.