Abstract
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.
| Original language | English |
|---|---|
| Pages (from-to) | 244-261 |
| Number of pages | 18 |
| Journal | Journal of Economic Psychology |
| Volume | 56 |
| Early online date | 30 Jul 2016 |
| DOIs | |
| Publication status | Published - Oct 2016 |
Keywords
- Persuasion
- Team decision making
- Information aggregation
- Level-k model
Profiles
-
Stefan Penczynski
- School of Economics - Associate Professor in Economics
- Centre for Behavioural and Experimental Social Science - Member
- Behavioural Economics - Member
Person: Research Group Member, Academic, Teaching & Research