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Compliance and the Power of Authority

Lookup NU author(s): Dr Alexandros Karakostas, Professor Daniel ZizzoORCiD

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This work is licensed under a Creative Commons Attribution 4.0 International License (CC BY 4.0).

Abstract

Compliance to authority is an integral part of how organizations operate. We use an experiment to show that compliance to a cue by an authority is a powerful motivating mechanism. We do this in an experiment where there are direct orders or indirect cues to destroy half of another participant’s earnings at a cost to one’s own earnings. Depending on the experimental treatment, up to around 60-70% of participants decide to comply with the orders or cues being provided.

Publication metadata

Author(s): Karakostas A, Zizzo DJ

Publication type: Article

Publication status: Published

Journal: Journal of Economic Behavior and Organization

Year: 2015

Volume: 124

Pages: 67-80

Print publication date: 01/04/2016

Online publication date: 01/10/2015

Acceptance date: 21/09/2015

Date deposited: 29/09/2015

ISSN (print): 0167-2681

Publisher: Elsevier

URL: http://dx.doi.org/10.1016/j.jebo.2015.09.016

DOI: 10.1016/j.jebo.2015.09.016

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