The maths behind gut decisions

First carefully weigh up the costs and benefits and then make a rational decision. This may be the way we want it to be. But in reality, invisible emotions, experiences, prejudices and even altruisms also influence our decisions.

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In a nutshell

Human decision-making behaviour is far more complex than the traditional economic model of homo economicus, the benefit maximiser, suggests. Who would have thought, for example, that people who are able to determine their own salary do not in fact pay themselves the maximum but a rather moderate amount? That television affects our choice of junior staff or our income and consumption requirements? Or that people with an economic background actually behave differently when making financial decisions? Behavioural economists at the Halle Institute for Economic Research (IWH) are investigating what such irrational factors mean for a society's economic processes, using the (social) psychology toolbox and devising experiments and studies to identify and close the gaps in the homo economicus model.

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All experts, press releases, publications and events on "Behaviour"

 

The world of work is one area where such deviations from the benefit-maximising ideal image are the rule rather than the exception. Companies need productive staff to be successful. In order to maintain or even improve this productivity, however, it is not enough for a firm to focus solely on the remuneration of its workforce according to the motto: the more, the better. Other factors, such as meaningful work or the feeling of being treated fairly, also affect workforce productivity levels.

For example, if employees learn at a later, that a task they have already performed was meaningless, they will make less of an effort with future work. This means that meaningless work not only evokes negative emotions at the time, such as disappointment and replaceability, but also influences future motivation, as IWH behavioural economist, Sabrina Jeworrek and her co-authors discovered with the help of a large-scale experiment. This discovery should not be confused with another, however: employees also definitely want information about their companies' setbacks. If, for example, a campaign has failed in the past, it makes sense to inform the workforce of this and not to conceal this fact. As employees will not be demotivated by this setback, as you might expect – on the contrary. They will try harder next time if they are able to regard the task as a meaningful challenge.
In another study, Jeworrek discovered that employees are less productive if they believe that their employer is treating their colleagues unfairly – even if they themselves are unaffected by this. For this experiment, 195 test subjects were hired for two assignments in a call centre. A section of the workforce was arbitrarily dismissed on grounds of cost savings. "We wanted the situation to be as anti-social and unfair as possible," says Jeworrek. And not only did productivity fall, the test subjects also took longer breaks and left work earlier.

The self-employed do not have the problem of colleagues being unfairly treated. Nevertheless,their behaviour is also affected by hidden factors. Whether they are gripped by entrepreneurial spirit also depends on which TV programmes they watched in their youth, for example. Or whether they have sufficient financial market knowledge. You see,econometric findings suggest that greater financial literacy leads to increased self-employment. So, if politicians want more entrepreneurial activity in Germany, the prevalence of positive role models, the inclusion of a basic grasp of economics in the curriculum and financial information would be a major starting point. As soon as a person becomes self-employed, their character also changes: if a person is self-employed they are more willing to take risks – and also more likely to remain self-employed.

And even the unemployed are influenced by context: IWH economist Steffen Müller discovered that parental unemployment affects children, for example. What is particularly interesting is that boys and girls react differently to parental unemployment. If their father was unemployed, both sons and daughters are more likely to be unemployed in future, but daughters experience a counter-reaction that sons do not: they invest more in their education.

Regardless of whether a person is employed, self-employed or unemployed, their subjective wellbeing heavily depends on how they perceive their position within their social group. This can also affect basic personal attitudes, for example, towards foreigners: if a person compares their income with that of their friends and feels financially inferior, this will have a negative impact on their sympathy towards foreigners – even if this person is actually a higher-earner.

People do not always act and make decisions rationally; they are fallible. Subconscious factors determine the direction of our decisions, and many of these factors are beyond our control. However, being aware of the mechanisms behind this can help us to understand people and their role in the economy, identifying and promoting their potential.

Publications on "Behaviour"

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Import Shocks and Voting Behavior in Europe Revisited

Annika Backes Steffen Müller

in: IWH Discussion Papers, No. 8, 2024

Abstract

We provide first evidence for the long-run causal impact that Chinese imports to European regions had on voting outcomes and revisit earlier estimates of the short-run impact for a methodological reason. The fringes of the political spectrum gained ground many years after the China shock plateaued and, unlike an earlier study by Colantone and Stanig (2018b), we do not find any robust evidence for a short-run effect on far-right votes. Instead, far-left and populist parties gained in the short run. We identify persistent long-run effects of import shocks on voting. These effects are biased towards populism and, to a lesser extent, to the far-right.

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Der Börsengang und die interne Organisation des Unternehmens

Daniel Bias Benjamin Lochner Stefan Obernberger Merih Sevilir

in: Wirtschaft im Wandel, No. 1, 2024

Abstract

In diesem Beitrag wird untersucht, wie Unternehmen ihre Organisation anpassen, wenn sie erstmalig an die Börse gehen (<i>initial public offering, IPO</i>). Im Zuge des Börsengangs wandeln sich Unternehmen in eine hierarchischere Organisation um und verstärken die Aufsicht durch das Management. Organisatorische Funktionen in den Bereichen Rechnungswesen, Finanzen, Informationstechnologie und Personalwesen gewinnen an Bedeutung. Sie tauschen einen großen Teil ihrer Belegschaft und fast ihr gesamtes Management aus, um ihr Humankapital an die neue Organisation anzupassen. Die neue Organisation erleichtert interne Versetzungen und Beförderungen. Insgesamt ist das Unternehmen durch den Börsengang einem Wandel unterworfen, der die Abhängigkeit des Unternehmens von einzelnen Beschäftigten verringert und den Produktionsprozess effizient organisiert.

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Does Information about Inequality and Discrimination in Early Child Care Affect Policy Preferences?

Henning Hermes Philipp Lergetporer Fabian Mierisch Guido Schwerdt Simon Wiederhold

in: IWH Discussion Papers, No. 2, 2024

Abstract

We investigate public preferences for equity-enhancing policies in access to early child care, using a survey experiment with a representative sample of the German population (n ≈ 4, 800). We observe strong misperceptions about migrant-native inequalities in early child care that vary by respondents’ age and right-wing voting preferences. Randomly providing information about the actual extent of inequalities has a nuanced impact on the support for equity-enhancing policy reforms: it increases support for respondents who initially underestimated these inequalities, and tends to decrease support for those who initially overestimated them. This asymmetric effect leads to a more consensual policy view, substantially decreasing the polarization in policy support between under- and overestimators. Our results suggest that correcting misperceptions can align public policy preferences, potentially leading to less polarized debates about how to address inequalities and discrimination.

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Income Shocks, Political Support and Voting Behaviour

Richard Upward Peter Wright

in: IWH Discussion Papers, No. 1, 2024

Abstract

We provide new evidence on the effects of economic shocks on political support, voting behaviour and political opinions over the last 25 years. We exploit a sudden, large and long-lasting shock in the form of job loss and trace out its impact on individual political outcomes for up to 10 years after the event. The availability of detailed information on households before and after the job loss event allows us to reweight a comparison group to closely mimic the job losers in terms of their observable characteristics, pre-existing political support and voting behaviour. We find consistent, long-lasting but quantitatively small effects on support and votes for the incumbent party, and short-lived effects on political engagement. We find limited impact on the support for fringe or populist parties. In the context of Brexit, opposition to the EU was much higher amongst those who lost their jobs, but this was largely due to pre-existing differences which were not exacerbated by the job loss event itself.

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Frühkindliche Betreuung erhöht den Arbeitsmarkterfolg von Müttern ohne Abitur

Henning Hermes Marina Krauß Philipp Lergetporer Frauke Peter Simon Wiederhold

in: Wirtschaft im Wandel, No. 3, 2023

Abstract

In den meisten Ländern wirkt sich die Geburt eines Kindes negativ auf den Arbeitsmarkterfolg von Müttern aus, insbesondere bei Müttern mit niedrigerem Schulabschluss. In diesem Beitrag werden die Ergebnisse eines Feldexperiments in Deutschland vorgestellt, in dem Familien bei der Bewerbung für einen Platz in einer Kindertagesstätte (Kita) unterstützt wurden. Die Ergebnisse zeigen, dass der verbesserte Zugang zu frühkindlicher Betreuung die Wahrscheinlichkeit erhöht, dass Mütter ohne Abitur in Vollzeit arbeiten, und deren Haushaltseinkommen steigert. Um den Arbeitsmarkterfolg von Müttern zu verbessern, sollte die Politik den Zugang zu frühkindlicher Betreuung erleichtern und die Zahl der Kita-Plätze noch weiter erhöhen.

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