Leadership

Experts And Their Records

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Executive Summary

Consider an environment where long-lived experts repeatedly interact with short-lived customers. In periods when an expert is hired, she chooses between providing a profitable major treatment or a less profitable minor treatment. The expert has private information about which treatment best serves the customer, but has no direct incentive to act in the customer's interest. Customers can observe the past record of each expert's actions, but never learn which actions would have been appropriate. The authors find that there exists an equilibrium in which experts always play truthfully and choose the customer's preferred treatment.

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