| Article ID: | iaor2012499 |
| Volume: | 58 |
| Issue: | 1 |
| Start Page Number: | 52 |
| End Page Number: | 61 |
| Publication Date: | Jan 2012 |
| Journal: | Management Science |
| Authors: | Haselhuhn Michael P, Pope Devin G, Schweitzer Maurice E, Fishman Peter |
| Keywords: | learning |
Personal experience matters. In a field setting with longitudinal data, we disentangle the effects of learning new information from the effects of personal experience. We demonstrate that experience with a fine, controlling for the effect of learning new information, significantly boosts future compliance. We also show that experience with a large fine boosts compliance more than experience with a small fine, but that the influence of experience with both large and small fines decays sharply over time.