Business Intelligence

Search, Effort, And Locus Of Control

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Executive Summary

The authors test the hypothesis that locus of control - one's perception of control over events in life - influences search by affecting beliefs about the efficacy of search effort in a laboratory experiment. They find that reservation offers and effort are increasing in the belief that one's efforts influence outcomes when subjects exert effort without knowing how effort influences the generation of offers but are unrelated to locus of control beliefs when subjects are informed about the relationship between effort and offers.

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