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Just keep your promises: Going above and beyond does not pay off
Date:5/8/2014

id not require expending significantly more effort.

In another experiment, researchers paired participants, making one the promise-maker and one the promise-receiver. The promise-receiver needed to solve 40 puzzles, being paid for each puzzle solved. The promise-maker promised to help in solving 10 puzzles. The experimenter then instructed the promise-makers to solve either the 10 puzzles (as promised), only 5, or 15.

Although exceeding the promise by solving 15 puzzles clearly required more effort, the promise- receivers did not value that extra work any more than just keeping to the 10 puzzles promised: They valued promise keeping and exceeding equally.

"I was surprised that exceeding a promise produced so little meaningful increase in gratitude or appreciation. I had anticipated a modest positive effect," Epley says, but "what we actually found was almost no gain from exceeding a promise whatsoever."

And the trend held true across the experiments: "Being able to demonstrate our effect so reliably across so many very different methods gives us great confidence in the robustness of these effects," Epley says.

The data suggest that the reason for these effects lies in how we value promises as a society. "Keeping a promise is valued so highly, above and beyond its 'objective' value," Epley says. "When you keep a promise, not only have you done something nice for someone but you've also fulfilled a social contract and shown that you're a reliable and trustworthy person."

The bottom line, Epley says, is that exceeding a promise may not be worth the effort you put in. "Invest efforts into keeping promises, not in exceeding them," he says. And this advice also holds true for businesses, which should prioritize resources to make sure they do not break promises, rather than trying to go above and beyond.

To test this idea further, Epley and Gneezy asked participants in a follow-up study to imagine they h
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Contact: Lisa M.P. Munoz
spps.media@gmail.com
571-354-0754
SAGE Publications
Source:Eurekalert

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