2019
Working Paper
HBS Working Paper Series

Motivated Errors

By: Christine L Exley and Judd B. Kessler

Format:Print
| Language:English
| Pages:96

Abstract

In three sets of experiments involving over 4,200 subjects, we show that agents motivated to be selfish make systematic decision errors of the kind generally attributed to cognitive limitations or behavioral biases. We show that that these decision errors are eliminated (or dramatically reduced) when self-serving motives are removed. We say that individuals make "motivated errors." They make decision errors, but only when it is self-serving to do so.

Keywords

Information; Behavior; Motivation and Incentives; Philanthropy and Charitable Giving

Citation

Exley, Christine L., and Judd B. Kessler. "Motivated Errors." Harvard Business School Working Paper, No. 18-017, August 2019. (Revised December 2019.)