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Rose, J., Kirchler, M. and Palan, S. (2023). Status and reputation nudging Journal of Behavioral and Experimental Economics, 105.

  • Affiliated author
  • Publication year
    2023
  • Journal
    Journal of Behavioral and Experimental Economics
View publication

We conduct a natural field experiment with 808 insurance brokers to test the effects of compliments including status or reputation nudges on reciprocal behavior. We send e-mail requests to insurance brokers asking them to share their expertise on specialist issues. Compared to a neutral request, we find that reputation nudges significantly increase brokers{\textquoteright} response rates and ultimately their willingness to follow through with an initial positive response. We find suggestive evidence for status nudges having a similar impact. These findings hold for several specifications, such as different geographical areas, and for brokers employed with large companies.