Personality traits and strategic behavior: Anxiousness and aggressiveness in entry games

Tamar Kugler, Zvika Neeman, Nir Vulkan

Research output: Contribution to journalArticle

3 Scopus citations

Abstract

We demonstrate that personality has a systematic effect on strategic behavior. We focus on two personality traits: anxiousness and aggressiveness, and consider a 2-player entry game, where each player can guarantee a payoff by staying out, a higher payoff if she is the only player to enter, but a lower payoff if both players enter. We find that: anxious players enter less; aggressive players enter more; players are more likely to enter against anxious than non-anxious players; and players are less likely to enter against aggressive than non-aggressive players. We discuss the possible mechanism through which personality affects strategic behavior.

Original languageEnglish (US)
Pages (from-to)136-147
Number of pages12
JournalJournal of Economic Psychology
Volume42
DOIs
StatePublished - Jun 2014

Keywords

  • Aggressiveness
  • Anxiousness
  • Entry game
  • Personality
  • Strategic behavior

ASJC Scopus subject areas

  • Applied Psychology
  • Sociology and Political Science
  • Economics and Econometrics

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