Make-up and suspicion in bargaining with cheap talk: An experiment controlling for gender and gender constellation

Theory and Decision 80 (3):463-471 (2016)

This paper explores gender differences in “make-up” and “suspicion” in a bargaining game in which the privately informed seller of a company sends a value message to the uninformed potential buyer who then proposes a price for the company. “Make-up” is measured by how much the true value is overstated, “suspicion” by how much the price offer differs from the value message. We run different computerized treatments varying in information about the gender and in embeddedness of gender information. The asymmetry of the game and of information allows for a robust assessment of gender effects. We report here the results from just one shot round decision since we expect such effects to be more pronounced for inexperienced participants. We mainly find an effect of gender constellation: when female sellers are aware to confront a female buyer, they overstate more, i.e. there is more “make-up”. However, we cannot confirm gender effects for suspicion.
Keywords No keywords specified (fix it)
Categories (categorize this paper)
DOI 10.1007/s11238-015-9497-9
Edit this record
Mark as duplicate
Export citation
Find it on Scholar
Request removal from index
Revision history

Download options

Our Archive

Upload a copy of this paper     Check publisher's policy     Papers currently archived: 46,206
Through your library

References found in this work BETA

No references found.

Add more references

Citations of this work BETA

Add more citations

Similar books and articles

A Dispositional Account of Gender.Jennifer McKitrick - 2015 - Philosophical Studies 172 (10):2575-2589.
Unconscious Gender Bias in Fame Judgments?Axel Buchner & Werner Wippich - 1995 - Consciousness and Cognition 5 (1-2):197-220.
Undoing Gender.J. Butler - 2004 - Routledge.
Sex Talk and Gender Rites: Women and the Tantric Sex Rite. [REVIEW]Loriliai Biernacki - 2006 - International Journal of Hindu Studies 10 (2):187-208.
Gender and "Postmodern War".Robin May Schott - 1996 - Hypatia 11 (4):19 - 29.


Added to PP index

Total views
28 ( #329,545 of 2,285,641 )

Recent downloads (6 months)
2 ( #575,397 of 2,285,641 )

How can I increase my downloads?


My notes

Sign in to use this feature