[{"abstract":[{"lang":"eng","text":"The two-step norm elicitation procedure describes a commonly used tool for measuring normative\r\nexpectations in an incentivized way. This study tests some of its design features to determine whether\r\nelicited beliefs and related behaviours vary depending on i) the time of elicitation (before vs after the\r\ndecision), ii) incentivizing vs not incentivizing a question about normative expectations, and iii)\r\nquestioning subjects on their beliefs about the action of interest alone or combined with an alternative\r\naction. An online experiment is conducted via Prolific comprising a dictator game and the elicitation of\r\nfairness beliefs. A pretest reveals that applying role uncertainty does not alter beliefs and behaviours\r\ncompared to a baseline treatment without it. Subsequently, three treatments are implemented. Contrary\r\nto previous studies, results indicate that varying the time of elicitation does not significantly alter the\r\nmoney-share decision. However, incentivizing the question about normative expectations significantly\r\nincreases the fit with the actual majority norm. Finally, asking about a fair share and an unfair share\r\ninstead of only about fair sharing does not alter personal normative beliefs or normative expectations,\r\nbut it increases the empirical expectations that other dictators have provided a fair share."}],"status":"public","file":[{"relation":"main_file","content_type":"application/pdf","file_size":617905,"access_level":"open_access","file_id":"59519","file_name":"ssrn-5201614.pdf","date_updated":"2025-04-11T13:57:11Z","creator":"splass","date_created":"2025-04-11T13:57:11Z"}],"type":"working_paper","keyword":["Social Norms","Normative Expectations","Elicitation","Economic Experiment"],"ddc":["330"],"language":[{"iso":"eng"}],"file_date_updated":"2025-04-11T13:57:11Z","_id":"59518","user_id":"34502","year":"2025","citation":{"mla":"Plaß, Sabrina. <i>Variations in the Two-Step Norm Elicitation Procedure</i>. 2025.","short":"S. Plaß, Variations in the Two-Step Norm Elicitation Procedure, 2025.","bibtex":"@book{Plaß_2025, title={Variations in the Two-Step Norm Elicitation Procedure}, author={Plaß, Sabrina}, year={2025} }","apa":"Plaß, S. (2025). <i>Variations in the Two-Step Norm Elicitation Procedure</i>.","chicago":"Plaß, Sabrina. <i>Variations in the Two-Step Norm Elicitation Procedure</i>, 2025.","ieee":"S. Plaß, <i>Variations in the Two-Step Norm Elicitation Procedure</i>. 2025.","ama":"Plaß S. <i>Variations in the Two-Step Norm Elicitation Procedure</i>.; 2025."},"has_accepted_license":"1","title":"Variations in the Two-Step Norm Elicitation Procedure","main_file_link":[{"open_access":"1","url":"file:///C:/Users/splass/Downloads/ssrn-5201614.pdf"}],"oa":"1","date_updated":"2025-04-11T14:00:08Z","date_created":"2025-04-11T13:57:16Z","author":[{"id":"34502","full_name":"Plaß, Sabrina","last_name":"Plaß","first_name":"Sabrina"}]},{"publication":"Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik","type":"conference","abstract":[{"text":"Recommender Agents (RAs) facilitate consumers’ online purchase decisions for complex, multi-attribute products. As not all combinations of attribute levels can be obtained, users are forced into trade-offs. The exposure of trade-offs in a RA has been found to affect consumers’ perceptions. However, little is known about how different preference elicitation methods in RAs affect consumers by varying degrees of trade-off exposure. We propose a research model that investigates how different levels of trade-off exposure cognitively and affectively influence consumers’ satisfaction with RAs. We operationalize these levels in three different RA types and test our hypotheses in a laboratory experiment with 116 participants. Our results indicate that with increasing tradeoff exposure, perceived enjoyment and perceived control follow an inverted Ushaped relationship. Hence, RAs using preference elicitation methods with medium trade-off exposure yield highest consumer satisfaction. This contributes to the understanding of trade-offs in RAs and provides valuable implications to e-commerce practitioners.","lang":"eng"}],"status":"public","file":[{"content_type":"application/pdf","relation":"main_file","date_created":"2019-01-08T14:07:17Z","creator":"hsiemes","date_updated":"2021-08-13T13:26:11Z","file_name":"WALKING THE MIDDLE PATH.pdf","access_level":"closed","file_id":"6515","file_size":371490},{"creator":"hsiemes","date_created":"2021-08-13T13:25:53Z","date_updated":"2021-08-13T13:25:53Z","file_name":"Walking the Middle Path_ How Medium Trade-Off Exposure Leads to H.pdf","file_id":"23393","access_level":"open_access","file_size":331001,"content_type":"application/pdf","relation":"main_file"}],"_id":"6514","department":[{"_id":"277"}],"user_id":"61579","keyword":["Recommender Agents","Preference Elicitation Method","Trade-off Exposure","Customer Satisfaction"],"ddc":["000"],"file_date_updated":"2021-08-13T13:26:11Z","language":[{"iso":"eng"}],"has_accepted_license":"1","place":"Siegen, Germany","year":"2019","page":"55-64","citation":{"bibtex":"@inproceedings{Schuhbeck_Siegfried_Dorner_Benlian_Scholz_Schryen_2019, place={Siegen, Germany}, title={Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents}, booktitle={Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik}, author={Schuhbeck, Veronika and Siegfried, Nils and Dorner, Verena and Benlian, Alexander and Scholz, Michael and Schryen, Guido}, year={2019}, pages={55–64} }","short":"V. Schuhbeck, N. Siegfried, V. Dorner, A. Benlian, M. Scholz, G. Schryen, in: Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik, Siegen, Germany, 2019, pp. 55–64.","mla":"Schuhbeck, Veronika, et al. “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents.” <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>, 2019, pp. 55–64.","apa":"Schuhbeck, V., Siegfried, N., Dorner, V., Benlian, A., Scholz, M., &#38; Schryen, G. (2019). Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents. In <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i> (pp. 55–64). Siegen, Germany.","chicago":"Schuhbeck, Veronika, Nils Siegfried, Verena Dorner, Alexander Benlian, Michael Scholz, and Guido Schryen. “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents.” In <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>, 55–64. Siegen, Germany, 2019.","ieee":"V. Schuhbeck, N. Siegfried, V. Dorner, A. Benlian, M. Scholz, and G. Schryen, “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents,” in <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>, Siegen, Germany, 2019, pp. 55–64.","ama":"Schuhbeck V, Siegfried N, Dorner V, Benlian A, Scholz M, Schryen G. Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents. In: <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>. Siegen, Germany; 2019:55-64."},"date_updated":"2022-01-06T07:03:09Z","oa":"1","date_created":"2019-01-08T14:06:32Z","author":[{"last_name":"Schuhbeck","full_name":"Schuhbeck, Veronika","first_name":"Veronika"},{"full_name":"Siegfried, Nils","last_name":"Siegfried","first_name":"Nils"},{"first_name":"Verena","full_name":"Dorner, Verena","last_name":"Dorner"},{"first_name":"Alexander","full_name":"Benlian, Alexander","last_name":"Benlian"},{"first_name":"Michael","full_name":"Scholz, Michael","last_name":"Scholz"},{"id":"72850","full_name":"Schryen, Guido","last_name":"Schryen","first_name":"Guido"}],"title":"Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents","conference":{"name":"14th International Conference on Wirtschaftsinformatik","start_date":"2019-02-24","end_date":"2019-02-27","location":"Siegen, Germany"}}]