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1、WHOMAKESAGOODLEADER?COOPERATIVENESS,OPTIMISM,ANDLEADING-BY-EXAMPLE∗SIMONGACHTER,DANIELENOSENZO,ELKERENNERandMARTINSEFTON¨Weexaminethecharacteristicsofeffectiveleadersinasimpleleader-followervol-untarycontributionsgame.Wefocusontwofactors:theindividualscooperativ
2、enessandtheindividualsbeliefsaboutthecooperativenessofothers.Wefindthatgroupsperformbestwhenledbythosewhoarecooperativelyinclined.Partly,thisreflectsafalseconsensuseffect:cooperativeleadersaremoreoptimisticthannoncooperatorsaboutthecooperativenessoffollowers.Howev
3、er,cooperativeleaderscontributemorethannoncooperativeleadersevenaftercontrollingforoptimism.Weconcludethatdifferingleadercontributionsbydifferingtypesofleaderinlargepartreflectssocialmotivations.(JELA13,C92,D03)ThenIwouldlookforintegrity.Aleadersetswouldnotdo.Ins
4、ettingswherefollowersareanexample,especiallyastrongleader.Heorshetemptedtofree-rideonthecontributionsofissomeoneonwhompeople...intheorganiza-others,thechallengeisforleaderstosome-tionmodelthemselves.PeterDruckeronPick-ingaLeader,excerptedfromTheDailyDruckerhowin
5、ducefollowerstoeschewtheirnarrowly(Drucker[2004],p.5)definedpersonalintereststopromotethewiderinterestsofthegroup.Suchsettingsarecom-monplaceintheworkplace,andalsoinpoliticalI.INTRODUCTIONandmilitaryorganizations.OnemechanismbyOneofthechallengesfacingleadersishow
6、whichaleadermayinfluenceherfollowersistogetfollowerstodosomethingtheyotherwisethroughleading-by-example.Recentexperimen-talresearchhasshownthatfollowersrespond*ThisworkwasfundedbytheBritishAcademyunderstronglytotheexamplesetbyaleader(ArbaksmallresearchgrantSG-449
7、18.WegratefullyacknowledgeandVilleval2007;GachterandRenner2003,¨thehelpfulcommentsbyanonymousrefereesandYanChen.2007;Guthetal.2007;KumruandVester-¨G¨achter:ProfessorofthePsychologyofEconomicDecisionlundforthcoming;Levati,Sutter,andVanDerMaking,CentreforDecisionR
8、esearchandExperimentalEconomics(CeDEx),UniversityofNottingham,SchoolHeijden2007;MoxnesandVanDerHeijdenofEconomics,SirCliveGrangerBuilding,University2003;Pogrebnaetal.
