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Publications
  • 2019
  • Working Paper
  • HBS Working Paper Series

Motivated Errors

By: Christine L Exley and Judd B. Kessler
  • Format:Print
  • | Language:English
  • | Pages:96
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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.)
  • SSRN
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About The Author

Christine L. Exley

Negotiation, Organizations & Markets
→More Publications

More from the Authors

    • January 2022
    • Faculty Research

    Negotiating for Equal Pay: The U.S. Women’s National Soccer Team (A) and (B)

    By: John Beshears and Christine Exley
    • June 2021
    • Management Science

    The Role of Beliefs in Driving Gender Discrimination

    By: Katherine B. Coffman, Christine L. Exley and Muriel Niederle
    • 2021
    • Faculty Research

    Information Avoidance and Image Concerns

    By: Christine L. Exley and Judd B. Kessler
More from the Authors
  • Negotiating for Equal Pay: The U.S. Women’s National Soccer Team (A) and (B) By: John Beshears and Christine Exley
  • The Role of Beliefs in Driving Gender Discrimination By: Katherine B. Coffman, Christine L. Exley and Muriel Niederle
  • Information Avoidance and Image Concerns By: Christine L. Exley and Judd B. Kessler
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