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dc.contributor.authorSeabright, Paul
dc.contributor.authorMilinski, Manfred
dc.contributor.authorHopfensitz, Astrid
dc.contributor.authorDjemaï, Elodie
dc.contributor.authorCentorrino, Samuele
dc.date.accessioned2011-10-22T12:19:49Z
dc.date.available2011-10-22T12:19:49Z
dc.date.issued2011-04
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/7309
dc.language.isoenen
dc.subjectCostly signalingen
dc.subjectexperimenten
dc.subjectSmilingen
dc.subjecttrust gameen
dc.subjectvideoen
dc.subject.ddc338.5en
dc.subject.classificationjelD03en
dc.subject.classificationjelD85en
dc.subject.classificationjelD87en
dc.subject.classificationjelZ13en
dc.titleSmiling is a Costly Signal of Cooperation Opportunities : Experimental Evidence from a Trust Gameen
dc.typeDocument de travail / Working paper
dc.contributor.editoruniversityotherUniversity of Toulouse 1;France
dc.description.abstractenWe test the hypothesis that "genuine" or "convincing" smiling is a costly signal that has evolved to induce cooperation in situations requiring mutual trust. Potential trustees in a trust game made video clips for viewing by potential trusters before the latter decided whether to send them money. Ratings of the genuineness of smiles vary across clips; it is difficult to make convincing smiles to order. We argue that smiling convincingly is costly, because smiles from trustees playing for higher stakes are rated as significantly more convincing, so that rewards appear to induce effort. We show that it induces cooperation : smiles rated as more convincing strongly predict judgments about the trustworthiness of trustees, and willingness to send them money. Finally, we show that it is a honest signal : those smiling convincingly return more money on average to senders. Convincing smiles are to some extent a signal of the intrinsic character of trustees : less honest individuals find smiling convincingly more difficult. They are also informative about the greater amounts that trustees playing for higher stakes have available to share : it is harder to smile convincingly if you have less to offer.en
dc.publisher.nameInstitut d’Économie Industrielle, Université Toulouse 1
dc.publisher.cityToulouse
dc.identifier.citationpages44en
dc.relation.ispartofseriestitleIDEI Working Paper Seriesen
dc.relation.ispartofseriesnumber669en
dc.description.sponsorshipprivateouien
dc.subject.ddclabelMicroéconomieen


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