Explaining Variation in Broker Strategies: A Lab-in-the-Field Experiment in Senegal

The implications of clientelism for democratic accountability are mixed: Brokers not only help coordinate votes for collective gain but also exploit their position to advance personal interest. I argue that brokers use distinct strategiespersuasion, reciprocation, and punishmentto motivate voters as a function of their local institutional context. Competitively selected brokers whose preferences are aligned with those of followers can rely more on persuasion than instrumental inducements. Economically autonomous brokers are more likely to rely on sanctions than reciprocity. Evidence to support both the proposed typology of broker strategies and their determinants is collected in Senegal, a clientelistic democracy where group-level heterogeneity generates natural variation in broker types. A coordination game played with real brokers illustrates that participants are less likely to sacrifice personal gain when brokers are competitively selected, more likely when they most fear retribution. Qualitative data suggest that results from the laboratory game plausibly generalize to behavior in elections.