University of Arkansas

Walton College

The Sam M. Walton College of Business

Presentations and Recent Research


Wednesday, Sept 26

Time: 12 pm-1 pm

Place: BBRL Conference Room (JBHT 128)

Title: A Gift with Thoughtfulness: A Field Experiment on Work Incentives

Presenter: Sherry Li

Abstract: We design a field experiment to investigate whether and how different forms of monetary gift influence workers' reciprocity at the workplace. Undergraduate students are hired for a temporary research assistant job at a Chinese university. At the end of the task, they are surprised with a monetary gift and decide whether to help with additional work under a less appealing pay scheme relative to in the original task. We find that how to present the monetary gift matters but only for the larger gift. For the larger gift, a weakly more thoughtful presentation with cash enclosed in a red envelope dominates cash in all the aspects including workers' average performance, willingness to help, and willingness to trade off higher quality of work for quantity. Workers are more likely to perceive the more thoughtful gift as the employer's appreciation, which counteracts the crowding-out effect of the monetary gift on workers' effort.



Wednesday, October 24

Time: 12 pm-1 pm

Place: BBRL Conference Room (JBHT 128)

Title: Bargaining for others, with limits

Presenter: Dr. Ernan Haruvy (, Professor of Marketing at Univ. of Texas at Dallas, BBRL Short-term Visiting Professor

Abstract: In experimental ultimatum game settings, principals on the proposing side delegate bargaining to an agent by setting limits on either end of the offer. Through careful experimental procedures, we find that agents treat limits—on both ends—much as they would treat a non-binding proposer suggestion—as long as the limit does not strictly truncate the offer the agent would have made. Thus, the lower range of lower limit offers and upper range of upper limit offers are treated in a similar manner to non-binding proposer suggestions. In the upper range of lower limits and lower range of upper limits, the limit is strictly adhered to. We discuss the implications of these findings in terms of the importance of communication access, and the role of limits as a means for obtaining the benefits of delegation while reducing variance.




Wednesday, November 7

Time: 12:30 - 1:30 pm

Place: BBRL Conference Room (JBHT 128)

Title: Waiting to Eat: Agency and Waiting Periods Increase the Effectiveness of Healthy Food Subsidies

Presenter: Andy Brownback

We study the effectiveness of subsidies in encouraging healthy food purchases. Running a field experiment where low-income grocery shoppers, we find that subsidizing healthy food -- fruits and vegetables -- increases purchase rates. Our unique design enables us to deliver subsidies and elicit subsidy choice both before and at the point of purchase. This allows us to show that the structure of the choice environment has a substantial impact on the effectiveness of the subsidy. Compared to restricted subsidies that only target fruits and vegetables, endowing people with choice between healthy and unhealthy food subsidies does not decrease healthy food purchases. In fact, when coupled with a waiting period before shopping, we find that shoppers spend significantly more of their budget on fruits and vegetables when endowed with subsidy choice. Asking people to commit to a subsidy before the shopping trip has a small additional effect on increasing healthy purchases, but the majority of the benefits are achieved with the less restrictive waiting period alone. We find evidence that shoppers use the selection of a healthy food subsidy as a costly commitment device to purchase more fruits and vegetables, but it is the act of choosing rather than the selection itself that drives the increase in healthy purchases. We conclude with a discussion of heterogeneity and implications for increased choice and waiting periods as policy tools.


Wednesday, November 28

Time: 12:00-1:00 pm

Place: BBRL Conference Room (JBHT 128)

Title: The Impact of Temporal Delays and Non-Monetary Sales Promotions on Purchase Evaluations

Presenter: Atmadeep Mukherjee – Marketing Doctoral Student

Intertemporal choices frequently confront consumers in decision-making contexts. In a similar fashion, sales promotions also can play an integral role in decision-making. One growing trend in promotional strategy involves the sale of a product before the date when the product becomes available to consumers. Can these wait times change the likelihood that a consumer makes a purchase? Additionally, many of these temporal delay purchase situations include a sales promotion involving either a monetary discount or non-monetary deal. Will the addition of this type of promotional incentive influence the purchase behavior of a consumer? In this paper, we focus on the role of non-monetary sales promotions in price perception and intertemporal choice. Across studies, we find convergent evidence that increasing the temporal delay will deter individuals from choosing or purchasing a product. However, including non-monetary sales promotions, such as a bundled gift, can attenuate the negative effect of temporal delay on consumer purchase evaluations.