Expectations and outcome: the role of proposer features in the Ultimatum Game

Antonella Marchetti, Ilaria Castelli, Katia M. Harlé, Alan G. Sanfey

Risultato della ricerca: Contributo in rivistaArticolo in rivistapeer review

28 Citazioni (Scopus)


In social decision-making individuals make choices in an interactive context and their decisions may therefore be influenced by information they receive about features of the other player. These features may ‘frame’ the other player in particular ways and generate expectations about the outcome. This research examines the impact of information about the Proposer on the Responder’s decision in the UltimatumGame (UG). Two-hundred and forty undergraduates played the UG after being provided with different descriptions of the Proposer’s (no information, physical description, psychological description). The results show that acceptance rates are significantly influenced by both offer fairness as well as the type of description. These results support the relevance of the expectation effects due to the framing in social decision making.
Lingua originaleEnglish
pagine (da-a)446-449
Numero di pagine4
RivistaJournal of Economic Psychology
Stato di pubblicazionePubblicato - 2011


  • Cognitive dissonance
  • Expectations
  • Social decision-making
  • UltimatumGame


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