【Brownbag】Mind-Reading Ability Predicts Sales Performance: Evidence From Financial Consultants

  • 研討會日期 : 2023-04-28
  • 時間 : 12:10
  • 主講人 : Professor Josie I Chen (陳儀)
  • 地點 : Conference Room B110
  • 演講者簡介 : Professor Josie I Chen received her PhD in Economics from Brown University in 2015. She is currently an Associate Professor at National Taiwan University. Her resesarch fields are behavioral economics, experimental economics and applied microeconomics.
  • 演講摘要 : We developed a task to measure how well people read others' minds in the ultimatum game, performed an artefactual field experiment on 98 financial consultants from a Taiwanese commercial bank, and linked the mind-reading ability measure to administrative data on consultants' sales performance in the past year. Our results revealed a strong association between the mind-reading ability measure and financial consultants' sales performance. This association remained after controlling for a rich set of individual characteristics. Our study provides a novel, objective, and quantifiable way to measure an essential social cognition skill that prevails in nearly all economically strategic situations.
  • 註冊 : Link