Persuasion: An experimental study of team decision making

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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 languageEnglish
Pages (from-to)244-261
Number of pages18
JournalJournal of Economic Psychology
Volume56
Early online date30 Jul 2016
DOIs
Publication statusPublished - Oct 2016

Keywords

  • Persuasion
  • Team decision making
  • Information aggregation
  • Level-k model

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