A Social Approach to Truth-Telling
Type
conference paper
Date Issued
2013-06-04
Author(s)
Abstract (De)
How can we get people to admit to socially unpleasant truths about their health behavior in surveys? We propose a novel approach that provides incentives for truthful responding in hypothetical consumer surveys. In this approach, respondents answer survey questions in the context of a pure coordination game. In a series of studies, we show that the game induces greater truth telling by having respondents being rewarded if their answers agree with those of friends on Facebook. Improvement depends on the observability of the surveyed behavior, the tendency of
the respondent to self-disclose, and the closeness of the Facebook friend.
the respondent to self-disclose, and the closeness of the Facebook friend.
Language
German
HSG Classification
contribution to scientific community
Refereed
Yes
Book title
Lost in Translation: Marketing in an Interconnected World
Publisher
EMAC European Marketing Association
Publisher place
Brüssel
Start page
7
Event Title
42nd European Marketing Academy (EMAC) Annual Conference
Event Location
Istanbul
Event Date
04.-07.06.2013
Subject(s)
Eprints ID
221818