A economia mundial encontra-se em estado de constante mudança impulsionada por fatores como desintermediação e desregulamentação que aliadas à evolução tecnológica resultam na redução de elos das cadeias de valor agregado que unem agentes que ofertam e demandam produto e serviços. O resultado dessa redução de elos é uma crescente aproximação entre os extremos das cadeias de valor agregado. Os canais de distribuição cumprem o importante papel de promover a entrega de produtos e serviços do agente que oferta para o agente demandante. Na indústria financeira de varejo os canais eletrônicos de distribuição já respondem por aproximadamente 85% das transações, reconfigurando portanto a logística de distribuição bancária que têm como forças-motrizes a convergência e a mobilidade. Nos canais eletrônicos bancários o cliente se identifica antes de realizar sua transação, transformando dessa maneira o fluxo pré-identificado de clientes no ativo mais valioso da instituição, fazendo do uso eficaz de sua ferramenta de gestão do relacionamento com cliente, um instrumento de vantagem competitiva. No sentido de se conferir uma maior capacidade de interpretação à ferramenta de gestão do relacionamento com clientes, buscou-se incorporar os tipos psicológicos ao elenco de variáveis que descrevem seu\' comportamento financeiro. O presente estudo utilizou uma amostra de 876 atendentes de um call center de uma instituição financeira de varejo com o propósito de se identificar evidências de associação entre os tipos psicológicos dos atendentes, apurados pela aplicação do Keirsey Temperament Sorter, e seus comportamentos financeiros e desempenhos profissionais. Foram desenvolvidas análises descritivas e qualitativas. As atitudes Introversão Extroversão apresentaram-se como as variáveis com maior poder de explicação das evidências de associação encontradas. / World economy is facing an ever changing scenario due to desintermediation, deregulation and technology evolution causing a reduction in the size of the value added chain that gathers demand and offer economic agents. The distribution channels play the important role of delivering products and services from the offer agent to the demand agent. In the retail banking industry the electronic channels, that represent approximately 85% of the transactions, are reshaping the distribution logistics empowered by two main drivers: convergence and mobility. In the banking electronic channels the customer has to identify himself before he does his transaction, by doing so the pre identified flow of customers becomes the most valuable corporate asset, transforming the CRM into a competitive advantage tool. In order to provide the CRM a better understanding, the psychological types were added to the variables that describe the customer behavior. This study used a sample of 876 attendants from a retail bank call center searching for evidences of association among psychological types of the attendants that answered the Keirsey Temperament Sorter, and their financial behavior and professional performance. Descriptive and qualitative analysis were developed. Introversion and Extraversion attitudes were the variables that showed the more significant evidences among the associations that were found.

Der verhaltensökonomischen Literatur entsprechend behandeln die drei Kapitel dieser Dissertation unterschiedliche Aspekte des menschlichen Verhaltens, welches als "nicht-rational" zu bezeichnen ist. Jedes dieser Kapitel leistet einen Beitrag zum aktuellen Stand der Forschung auf dem Gebiet der Verhaltensökonomik mit Hilfe von entweder experimentellen, empirischen oder methodischen Ansätzen. Das erste Kapitel schlägt ein einfaches verhaltensökonomisches Modell vor und unterzieht dieses einer Reihe von experimentellen Tests. Das Modell erweitert die Literatur zur Fehlwahrnehmung von multiplikativen Wachstumsprozessen und hilft somit typische Fehlinvestitionen in der langen Frist zu erklären. Im Rahmen des zweiten Kapitels werden Daten einer Online-Kreditbörse genutzt, um empirisch zu untersuchen, ob sich private Investoren entsprechend den Vorhersagen der standardmäßigen ökonomischen Fachliteratur verhalten und einzig die erwartete Rendite berücksichtigen oder ob sie von anderen nicht-finanztechnischen Attributen eines Schuldners beeinflusst werden. Der Schwerpunkt der Analyse liegt dabei auf Geschlechterdiskriminierung im Rahmen dessen unterschiedliche Diskriminierungskonzepte getestet werden. Das dritte Kapitel wählt einen methodischen Ansatz und schlägt ein innovatives Experiment-Design vor, welches den empirisch gut dokumentierten Schwierigkeiten bzgl. der Angabe von subjektiven Wahrscheinlichkeiten von Teilnehmern an Umfragen und Laborexperimenten Rechnung trägt. Ein Binary-Choice-Ansatz eingebettet in ein adaptives Experiment-Design minimiert den Aufwand für die Befragten und ermöglich somit eine praktikable und effiziente Elizitierung der subjektiven Meinungen. / In the line with the literature on behavioral economics, the three chapters of this dissertation shed light on different aspects of human behavior that are at odds with rationality. Each chapter contributes to the existing behavioral economic research using either experimental, empirical, or methodological tools. First, by proposing and experimentally testing a simple behavioral model that extends the literature on the misperception of multiplicative growth processes, Chapter 1 aims to explain common money mistakes that people often make with long-term investments such as retirement savings plans. Second, in Chapter 2, real-life investment data of an online-lending platform are used to empirically investigate if private investors behave as the standard economic literature would predict and solely consider an investment’s expected return or if they also care about other non-financial attributes of a debtor. The focus of the analysis is on gender discrimination, thereby defining and econometrically testing different concepts of how investors discriminate between male and female borrowers. Third, Chapter 3 takes a methodological path and proposes a novel experimental design that accounts for the empirically well-documented difficulties that survey respondents typically have when asked to state subjective probabilities. A binary choice approach embedded in an adaptive experimental design helps to minimize effort of the respondents, thus allowing for a more practical belief elicitation in both the lab and the field.

Das Kerninteresse der Dissertation gilt den Einsatzmöglichkeiten ökonomischer Experimente in der Institutionenanalyse. Sie setzt sich aus einem konzeptionellen und vier empirischen Aufsätzen zusammen. Im ersten Aufsatz werden drei theoretische Blickwinkel auf institutionellen Wandel unterschieden. Diese werden dann mit empirischen Arbeiten in der experimentellen Wirtschaftsforschung in Beziehung gesetzt. Die empirischen Aufsätze greifen diese Überlegungen auf. Im zweiten Aufsatz findet für die Analyse der Verkehrsmittelwahl von Pendlern unter verschiedenen Politikszenarien ein „Framed Field Experiment“ Anwendung. Es wird gezeigt, wie Verlustaversion und Statusängste die Entscheidungen der Pendler erklären können. Im dritten Aufsatz kommt ein „Public Goods Game“ zum Einsatz, um den Einfluss von ökonomischer Ungleichheit und Vorbildverhalten auf Beiträge zu einer gemeinsam genutzten sanitären Einrichtung zu untersuchen. In einer strukturell ähnlichen Entscheidungssituation verhalten sich Teilnehmerinnen häufig so wie es ihnen aus anderen Zusammenhängen bekannt ist. Der vierte Aufsatz untersucht den Einfluss des sogenannten Status-Quo-Effekts auf umweltfreundliches Verhalten. In einem Feldexperiment wird gezeigt, dass sich ein Zwang zur Entscheidung positiv auf umweltfreundliches Verhalten auswirken kann. Der fünfte Aufsatz geht der Frage nach, ob sich Experimente als didaktisches Werkzeug zur Schaffung größeren Umweltbewusstseins einsetzen lassen. Im Vergleich zu einer Kontrollgruppe zeigen selbst Teilnehmende mit negativen Erfahrungen aus dem Experiment einen positiven Effekt auf umweltfreundliches Verhalten. In einem Fazit findet eine Synthese der Aufsätze statt. Ein Ergebnis ist die Entwicklung eines analytischen Rahmens für die Durchführung ökonomischer Experimente zur Untersuchung institutionellen Wandels. Konstitutionelle Regeln, also Regeln zur Änderung von Regeln, werden als erfolgversprechender Ansatzpunkt für die zukünftige Forschung identifiziert. / The dissertation focuses on the use of economic experiments for institutional analysis. It consists of one conceptual and four empirical essays. In the first essay, three theoretical perspectives on institutional change are distinguished. These are linked to empirical work in Experimental Economics. The empirical essays expand on these considerations. In the second essay, commuters’ transportation mode choice is analyzed. It is shown that loss aversion and status concerns drive behavior. In the third essay, a public goods game is employed to investigate the effect of endowment heterogeneity and leading by example on voluntary contributions to a jointly used sanitation facility. It is demonstrated that in a structurally similar decision context, choices are driven by experiences from other contexts. The fourth essay examines the impact of the so-called status quo bias on pro-environmental behavior. In a field experiment, it is shown that forcing a decision has a positive effect on pro-environmental behavior. The fifth essay investigates whether experiments can be used as a tool for environmental awareness building. Even participants with negative experiences from taking part in the dilemma experiment show a greater likeliness of behaving environmentally friendly in comparison to a control group. In a concluding part, the essays are synthesized. One outcome is an analytical framework for developing economic experiments on institutional change. Constitutional rules (i.e., rules on how to change the rules) are identified as a promising starting point for future research.

O presente estudo buscou compreender os efeitos do uso de incentivos financeiros na produtividade dos beneficiários do Programa de Produtividade em Pesquisa (PPP) da Universidade Federal do Tocantins (UFT), sob a ótica da Economia Comportamental. Teve como objetivos, verificar se através dos incentivos, os indivíduos aumentaram ou não a produtividade em pesquisa. Buscou-se também, identificar quais as características individuais impactaram mais a propensão dos indivíduos a ingressarem no programa, bem como, analisar se os resultados obtidos convergiram ou divergiram da teoria da Economia Comportamental. Para alcançar o intento, foi realizada análise documental (AD), onde foram analisados os currículos lattes dos 125 integrantes da amostra. Em seguida, os dados foram sistematizados e a pontuação atribuída a cada indivíduo foi tabulada. Com os resultados obtidos na AD, utilizou-se os modelos econométricos Propensity Score Matching (PSM) e Diferença em Diferenças (DD) para aferir o efeito do tratamento. Como resultados, verificou-se através do modelo PSM que o efeito do tratamento no período da intervenção foi positivo. Já quando este resultado foi comparado com o período pré-intervenção, através da aplicação do modelo DD, verificou-se que o efeito do tratamento foi negativo. Constatou-se, porém, que o efeito negativo apontado pelo modelo DD decorreu da aproximação de desempenho dos integrantes do grupo controle (aumento de 84,69% na produtividade média do grupo), em relação aos integrantes do grupo de tratamento, e não pela diminuição do desempenho dos tratados, tendo em vista que, houve aumento de 13,68% na produtividade média do grupo, entre um período e outro. Ou seja, durante o período de vigência do programa, houve aumento da média de produtividade nos dois grupos analisados. No geral, os resultados alcançados convergiram com os pressupostos teóricos da Economia Comportamental. / The present study sought to understand the effects of the use of financial incentives on the productivity of beneficiaries of the Research Productivity Program (PPP) of the Federal University of Tocantins from the perspective of Behavioral Economics. The objective was to verify if through the incentives the individuals increased or not the productivity. It was also sought to identify which individual characteristics impacted more the individuals' propensity to enter the program as well as to analyze if the results obtained converged or diverged from the behavioral theory. To reach the intent, a documentary analysis (AD) was carried out, where the lattes resume of the 125 sample members were analyzed. Then the data were systematized and the score attributed to each individual was tabulated. With the results obtained in the AD, the econometric models Propensity Score Matching (PSM) and Difference in Differences (DD) were used to gauge the treatment effect. As results, it was verified through the PSM model that the treatment effect in the intervention period was positive. When this result was compared with the pre-intervention period through the application of the DD model, it was verified that the effect of the treatment was negative. It was observed, however, that the negative effect indicated by the DD model resulted from the approximation of the performance of the control group (increase of 84,69% in the average productivity of the group) in relation to the members of the treatment group, since there was an increase of 13,68% in the average of the treated individuals. That is, during the period of validity of the program, there was an increase in the average productivity of the two groups analyzed. In general, the results achieved converged with the theoretical assumptions of Behavioral Economics.

Submitted by Maicon Juliano Schmidt (maicons) on 2015-04-06T17:17:20Z No. of bitstreams: 1 Gustavo André Olsson.pdf: 1799854 bytes, checksum: 0a833923268b119a275b33522e2bfaa7 (MD5) / Made available in DSpace on 2015-04-06T17:17:20Z (GMT). No. of bitstreams: 1 Gustavo André Olsson.pdf: 1799854 bytes, checksum: 0a833923268b119a275b33522e2bfaa7 (MD5) Previous issue date: 2013-03-25 / CNPQ – Conselho Nacional de Desenvolvimento Científico e Tecnológico / Este trabalho investiga a pretensão da Análise Econômica do Direito Penal em contribuir na maneira pela qual o Direito se relaciona com a sociedade contemporânea. Aquela se sustenta na utilização de instrumentos de análise da Ciência Econômica a respeito do comportamento dos seres humanos em sociedade. Investiga o efeito dos incentivos (em um sentido amplo), mensurando as respostas dos "agentes racionais" (mesmo com racionalidade limitada). Nesse contexto, a intenção das análises econômicas consiste em complexificar a perspectiva jurídica a respeito do comportamento humano, no sentido de encontrar melhor responsividade social em relação ao ordenamento jurídico, sobretudo fazendo uso de pesquisas empíricas. Assim, partindo de uma reconstrução da Análise Econômica do Direito Penal, desde o texto seminal de Gary Becker (1968), a pesquisa discute os avanços internos daquela perspectiva, assim como os aportes provenientes da Economia Comportamental. Esse enfoque é assumido em razão de, por si só, a Economia Comportamental (da mesma maneira que as análises empíricas) ser capaz de auxiliar na construção/evolução da dogmática do Direito. Por fim, investiga-se, com fundamentação da Teoria dos Sistemas, a possibilidade de acomplamentos entre os aportes da Ciência Econômica (como comunicação do Sistema da Ciência ou da Economia) em relação ao Sistema do Direito, especialmente considerando as dificuldades de racionalidades consequencialistas, como as propostas ligadas ao agente racional (que reage aos incentivos - ainda que limitadamente, com viéses e com heurísticas de decisão). O resultado considera a possibilidade de ganhos para o Direito, especialmente na maneira de como as normas jurídicas podem ser planejadas e terem sua eficiência e efetividade mensuradas; de outro lado, sugere-se atenção às pesquisas (e a realização de novas) a respeito da percepção e da responsividade dos destinatários das normas jurídicas. Da mesma forma, verificou-se dificuldades para que o Direito alcance objetivos sociais diante da contingência e dos riscos nas sociedades contemporâneas, segundo a perspectiva da Teoria dos Sistemas Sociais. / This research studies the role of the Economic Analysis of Criminal Law in order to verify how it might contributes with the Law in contemporary society. Economic analysis is based on the use of analytical tools of Economic Science with the aim to investigate the way in which humans beings behave in society. Actually, it investigates the effect of incentives (in a broad sense) in human behavior. In this context, the intention of the Law and Economics analysis is to complexify the legal perspective regarding human behavior to find better social responsiveness, in relation to changes in the legal system. Thus, based on a reconstruction of the Economic Analysis of Criminal Law, from the Gary Becker’s seminal text (1968), this research discusses the internal progress of that perspective, and especially the criticism added on it from Behavioral Economics. This approach was chosen because Behavioral Economics, by itself, could be able to assist in the construction of the dogmatic view of Law. Finally, it was investigate, based on System Theory, the theoretical relationship between the contributions of Economic Science (as communications of System Science or Economics) in relation to the System of Law, especially considering the difficulties of “consequentialist rationalities”, as related to the “rational agent” (that reacts to incentives, even with bounded rationality, biases and heuristics of decision). The result suggests the possibility of gains for the Law, especially in the way of how legal rules can be planned and might have measured their efficiency and effectiveness, considering the way of how recipients perceive (and react) to rules changing. In the same perspective, it might be difficult to Law reach social goals in a social contingent and risky society, from the perspective of the Theory of Social Systems.

Durant les dernières décennies, deux théories a priori contradictoires l’une avec l’autre,prétendent donner un fondement aux comportements des agents économiques. La théorie de la décision axiomatique, la plus ancienne cherche à décrire les comportements à partir du principe de rationalité, alors que l’économie comportementale se base principalement sur une analyse empirique et expérimentale. Cette thèse, prend le parti de réunir ces deux points de vues en mobilisant le concept de préférence incomplète. Leurs fléxibilités capturent de nombreux comportements observés lors des expériences, et leurs structures riches permettent une analyse normative. Dans cette optique, nous développons dans la première partie un modèle d’aversion au risque dynamique, en modélisant la notion de bienêtre par une relation de préférence incomplète. Nous montrons que le bien-être du décideur est représenté par deux psychologies contradictoires. La première traduit l’aversion au risque sur le long terme et, est représentée par le modèle de l’espérance d’utilité, la deuxième décrit une réaction plus émotionnelle face au risque, et est caractérisée par le modèle de l’espérance d’utilité au sens de Choquet. Dans la seconde partie, nous démontrons quelles sont les conditions comportementales, nécessaires et suffisantes permettant à une relation de préférences incomplète d’être représentée par l’intersection d’un ensemble de relation de préférences complètes vérifiant l’axiome de l’indépendance comonotone. / In recent decades, two theories which seems contradictory, claim that they can provide abasis for the behavior of economic agents, i.e the theory of decision and the behavioral economics. We have tried, in this thesis to unite these two points of view by mobilizing the concept of incomplete preference. We develop in the first part a model of time varying risk aversion: we show that the Decision Maker anticipates that the passage of time will have an effect on him outlook. By modeling the notion of well-being with a incomplete preference,we show that the welfare of the decision maker is represented by two contradictory psychologies. The first reflects the risk aversion in the long term and is represented by the model of expected utility, the second describes a more emotional response to risk, and is characterized by the model of Choquet expected utility. In the second part, we identify the behavioral conditions, both necessary and sufficient, in which an incomplete preference relation could be represented by the intersection of a set of complete and transitive preference relation satisfying the axiom of comonotone independence.

The thesis discusses the concept of man in the standard economic thinking. It focuses on a critical evaluation of the selected fundamentals. It presents some possible alternative views which show deficiencies in axiomatics of the main currents of economic modeling. Emphasizing the interdisciplinary connections of knowledge about human thought and behavior the thesis is trying to suggest some directions for further development in the approach to human beings in economics to better reflect their defining natural characteristics. It also mentions some of the manifestations of these characteristics, which can be obtained by drawing on the knowledge of psychology, behavioral economics, neuroeconomics and other disciplines and which are inconsistent with standard models, because they lead to errors and irrationality, implicitly produce bounded rationality or attribute the constitutive importance during the formation of thought to completely different elements. In conclusion, the thesis passes to reflect the position of irrationality in the inner world of human's brain and also in the outside world - the economy.

Abstract The relationship between individual and organizational performance is a key challenge for leaders in modern organizations, especially with the current disruption in technology and innovation. This thesis is a literature review and compilation of the relevant empirical evidence on various processes of industrial groups and organizational characteristics such as the changing nature of work, leadership, and company culture in detail. I investigate the complex challenges that millennials and organizations are facing in the current VUCA work environment as well as their potential responses to these changes. I map out the evolution of the concept of work and compare changes in the workplace environment of the past, present, and future. Additionally, this thesis reviews the literature on organizational culture models, cultural fit and clash. I explore the intertwined differences and commonalities between management and leadership and also consider a gradual shift to a model of managerial-leadership in 21st century organizations. Furthermore, the research closely examines cultural change management through the lens of mergers and acquisitions. It also discusses next steps, like job redesign, team reorganization, and cultural reconciliation, to increase job satisfaction, employee motivation, and performance in future-ready organizations.

Over the past decades, decision making under risk has garnered a great amount of attention both in the field of economics and psychology. Although state-dependent variabilities of risk taking are well-documented, little is known about the effects of a person’s preferred time of day, or chronotype, in risky decision making. Under circumstances of circadian mismatch (e.g., when an “early bird” makes decisions in the evening), research suggests that decision making may reflect a greater reliance on heuristics, such as using stereotypes in social judgments. However, the effects of circadian mismatch on heuristics in risky decision making are relatively unexplored. This paper looks into the effects of circadian mismatch on the reflection effect: a behavioral bias in financial decision making, wherein individuals are risk averse when facing potential gains, and risk seeking when facing potential losses. Participants will be randomly assigned to their circadian matched or circadian mismatched conditions and will play a series of financial gambling tasks with real monetary incentives. This study predicts that the reflection effect will be exacerbated in circadian mismatched individuals as compared to matched participants. Exploring such an effect could have real-world implications on decision making under risk by providing critical knowledge about the effects of time of day on our susceptibility to behavioral biases. It could therefore point to the existence of a more optimal time of day to engage in such critical decision making.

In the last decade, (non)prescription opioid abuse, opioid use disorder (OUD) diagnoses, and opioid-related overdoses have risen and represent a significant public health concern. One method of understanding OUD is as a disorder of choice that requires choosing opioid rewards at the expense of other nondrug rewards. The characterization of OUD as a disorder of choice is important as it implicates decision- making processes as therapeutic targets, such as the valuation of opioid rewards. However, reward-value measurement and interpretation are traditionally different in substance abuse research compared to related fields such as economics, animal behavior, and neuroeconomics and may be less effective for understanding how opioid rewards are valued. The present research therefore used choice procedures in line with behavioral/neuroeconomic studies to determine if drug-associated decision making could be predicted from economic choice theories. In Experiment 1, rats completed an isomorphic food-food probabilistic choice task with dynamic, unpredictable changes in reward probability that required constant updating of reward values. After initial training, the reward magnitude of one choice subsequently increased from one to two to three pellets. Additionally, rats were split between the Signaled and Unsignaled groups to understand how cues modulate reward value. After each choice, the Unsignaled group received distinct choice-dependent cues that were uninformative of the choice outcome. The Signaled group also received uninformative cues on one option, but the alternative choice produced reward-predictive cues that informed the trial outcome as a win or loss. Choice data were analyzed at a molar level using matching equations and molecular level using reinforcement learning (RL) models to determine how probability, reward magnitude, and reward-associated cues affected choice. Experiment 2 used an allomorphic drug versus food procedure where the food reward for one option was replaced by a self-administered remifentanil (REMI) infusion at doses of 1, 3 and 10 μg/kg. Finally, Experiment 3 assessed the potential for both REMI and food reward value to be commonly scaled within the brain by examining changes in nucleus accumbens (NAc) Oxygen (O2) dynamics. Results showed that increasing reward probability, magnitude, and the presence of reward-associated cues all independently increased the propensity of choosing the associated choice alternative, including REMI drug choices. Additionally, both molar matching and molecular RL models successfully parameterized rats’ decision dynamics. O2 dynamics were generally commensurate with the idea of a common value signal for REMI and food with changes in O2 signaling scaling with the reward magnitude of REMI rewards. Finally, RL model-derived reward prediction errors significantly correlated with peak O2 activity for reward delivery, suggesting a possible neurological mechanism of value updating. Results are discussed in terms of their implications for current conceptualizations of substance use disorders including a potential need to change the discourse surrounding how substance use disorders are modeled experimentally. Overall, the present research provides evidence that a choice model of substance use disorders may be a viable alternative to the disease model and could facilitate future treatment options centered around economic principles.