All Outputs (4)

Promise keeping and reliance damage (2022)
Journal Article
Sengupta, A., & Vanberg, C. (2023). Promise keeping and reliance damage. European Economic Review, 152, Article 104344. https://doi.org/10.1016/j.euroecorev.2022.104344

This paper experimentally investigates the hypothesis that promise-keeping behavior is affected by the "reliance damage" that a counterpart would suffer as a result of a breach. Reliance damage is defined as the difference between the counterfactual... Read More about Promise keeping and reliance damage.

The cancellation heuristic in intertemporal choice shifts people’s time preferences (2022)
Journal Article
Sengupta, A., & Savani, K. (2022). The cancellation heuristic in intertemporal choice shifts people’s time preferences. Scientific Reports, 12(1), Article 4627. https://doi.org/10.1038/s41598-022-07906-w

Building on past research in risky decision making, the present research investigated whether the cancellation heuristic is evident in intertemporal choice. Specifically, the cancellation heuristic posits that whenever choice options are partitioned... Read More about The cancellation heuristic in intertemporal choice shifts people’s time preferences.

Timing of Communication (2020)
Journal Article
Bhattacharya, P., Nielsen, K., & Sengupta, A. (2020). Timing of Communication. Economic Journal, 130(630), 1623-1649. https://doi.org/10.1093/ej/ueaa042

Using an experiment, we demonstrate that a communication regime where a worker communicates about his intended effort is less effective in i) soliciting truthful information, and ii) motivating effort, than a regime where he communicates about his pa... Read More about Timing of Communication.

Teams promise but do not deliver (2019)
Journal Article
Nielsen, K., Bhattacharya, P., Kagel, J. H., & Sengupta, A. (2019). Teams promise but do not deliver. Games and Economic Behavior, 117, 420-432. https://doi.org/10.1016/j.geb.2019.07.013

Individuals and two-person teams play a hidden-action trust game with pre-play communication. We replicate previous results for individuals that non-binding promises increase cooperation rates, but this does not extend to teams. While teams promise t... Read More about Teams promise but do not deliver.