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Strategically delusional

Alice Soldà (UGent) , Changxia Ke, Lionel Page and William von Hippel
(2020) EXPERIMENTAL ECONOMICS. 23(3). p.604-631
Author
Organization
Abstract
We aim to test the hypothesis that overconfidence arises as a strategy to influence others in social interactions. To address this question, we design an experiment in which participants are incentivized either to form accurate beliefs about their performance at a test, or to convince a group of other participants that they performed well. We also vary participants' ability to gather information about their performance. Our results show that participants are more likely to (1) overestimate their performance when they anticipate that they will try to persuade others and (2) bias their information search in a manner conducive to receiving more positive feedback, when given the chance to do so. In addition, we also find suggestive evidence that this increase in confidence has a positive effect on participants' persuasiveness.
Keywords
Economics, Econometrics and Finance (miscellaneous)

Citation

Please use this url to cite or link to this publication:

MLA
Soldà, Alice, et al. “Strategically Delusional.” EXPERIMENTAL ECONOMICS, vol. 23, no. 3, 2020, pp. 604–31, doi:10.1007/s10683-019-09636-9.
APA
Soldà, A., Ke, C., Page, L., & von Hippel, W. (2020). Strategically delusional. EXPERIMENTAL ECONOMICS, 23(3), 604–631. https://doi.org/10.1007/s10683-019-09636-9
Chicago author-date
Soldà, Alice, Changxia Ke, Lionel Page, and William von Hippel. 2020. “Strategically Delusional.” EXPERIMENTAL ECONOMICS 23 (3): 604–31. https://doi.org/10.1007/s10683-019-09636-9.
Chicago author-date (all authors)
Soldà, Alice, Changxia Ke, Lionel Page, and William von Hippel. 2020. “Strategically Delusional.” EXPERIMENTAL ECONOMICS 23 (3): 604–631. doi:10.1007/s10683-019-09636-9.
Vancouver
1.
Soldà A, Ke C, Page L, von Hippel W. Strategically delusional. EXPERIMENTAL ECONOMICS. 2020;23(3):604–31.
IEEE
[1]
A. Soldà, C. Ke, L. Page, and W. von Hippel, “Strategically delusional,” EXPERIMENTAL ECONOMICS, vol. 23, no. 3, pp. 604–631, 2020.
@article{01GJ338KBXQJ88ZX7CMXTGGA77,
  abstract     = {{We aim to test the hypothesis that overconfidence arises as a strategy to influence others in social interactions. To address this question, we design an experiment in which participants are incentivized either to form accurate beliefs about their performance at a test, or to convince a group of other participants that they performed well. We also vary participants' ability to gather information about their performance. Our results show that participants are more likely to (1) overestimate their performance when they anticipate that they will try to persuade others and (2) bias their information search in a manner conducive to receiving more positive feedback, when given the chance to do so. In addition, we also find suggestive evidence that this increase in confidence has a positive effect on participants' persuasiveness.}},
  author       = {{Soldà, Alice and Ke, Changxia and Page, Lionel and von Hippel, William}},
  issn         = {{1386-4157}},
  journal      = {{EXPERIMENTAL ECONOMICS}},
  keywords     = {{Economics,Econometrics and Finance (miscellaneous)}},
  language     = {{eng}},
  number       = {{3}},
  pages        = {{604--631}},
  title        = {{Strategically delusional}},
  url          = {{http://doi.org/10.1007/s10683-019-09636-9}},
  volume       = {{23}},
  year         = {{2020}},
}
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