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  • 2016
  • Working Paper
  • HBS Working Paper Series

Observability Increases the Demand for Commitment Devices

By: Christine L. Exley and Jeffrey K. Naecker
  • Format:Print
  • | Language:English
  • | Pages:17
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Abstract

Previous research often interprets the choice to restrict one's future opportunity set as evidence for sophisticated time-inconsistency. We propose an additional mechanism that may contribute to the demand for commitment technology: the desire to signal to others. We present a field experiment where participants can choose to give up money if they do not follow through with an action. When commitment choices are made public rather than kept private, we find significantly higher uptake rates.

Keywords

Field Experiment; Commitment; Signaling; Time Inconsistency; Motivation And Incentives; Behavior

Citation

Exley, Christine L., and Jeffrey K. Naecker. "Observability Increases the Demand for Commitment Devices." Harvard Business School Working Paper, No. 16-064, November 2015. (Revised March 2016.)
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About The Author

Christine L. Exley

Negotiation, Organizations & Markets
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Related Work

    • 2016
    • Faculty Research

    Observability Increases the Demand for Commitment Devices

    By: Christine L. Exley and Jeffrey K. Naecker
Related Work
  • Observability Increases the Demand for Commitment Devices By: Christine L. Exley and Jeffrey K. Naecker
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