The Impact of Personal Experience on Behavior: Evidence from Video-Rental Fines

Authors:
Michael P. Haselhuhn;Devin G. Pope;Maurice E. Schweitzer;Peter Fishman
Affiliations:
Lubar School of Business, University of Wisconsin--Milwaukee, Milwaukee, Wisconsin 53211;Booth School of Business, University of Chicago, Chicago, Illinois 60637;The Wharton School, University of Pennsylvania, Philadelphia, Pennsylvania 19104;University of California, Berkeley, Berkeley, California 94704
Venue:
Management Science
Year:
2012

Citing 3
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Abstract

Personal experience matters. In a field setting with longitudinal data, we disentangle the effects of learning new information from the effects of personal experience. We demonstrate that experience with a fine, controlling for the effect of learning new information, significantly boosts future compliance. We also show that experience with a large fine boosts compliance more than experience with a small fine, but that the influence of experience with both large and small fines decays sharply over time. This paper was accepted by Brad Barber, Teck Ho, and Terrance Odean, special issue editors.