Department of Marketing.
Department of Economics and Strategy.
J Exp Psychol Gen. 2021 Sep;150(9):1890-1900. doi: 10.1037/xge0000880. Epub 2021 Jan 14.
In a typical endowment effect experiment, individuals state a higher willingness-to-accept to sell an object than a willingness-to-pay to obtain the object. The leading explanation for the endowment effect is loss aversion for the object. An alternative explanation is based on a buy-sell discrepancy, according to which people price the object in a strategic way. Disentangling these two explanations is the goal of this research. To this end, we introduce a third condition, in which participants receive an object and are asked how much they are willing to pay to keep it (Pay-to-Keep). Comparing the three conditions we find no evidence for loss aversion in the endowment effect setting. We found support for the buy-sell strategy mechanism. Our results have important implications for the understanding of buyer and seller behaviors, subjective value, and elicitation methods. (PsycInfo Database Record (c) 2021 APA, all rights reserved).
在典型的禀赋效应实验中，个体表示出售物品的意愿接受度高于获得物品的意愿支付度。对禀赋效应的主要解释是对物品的损失厌恶。另一种解释基于买卖差异，根据这种解释，人们以一种策略性的方式给物品定价。本文旨在对这两种解释进行区分。为此，我们引入了第三种情况，在这种情况下，参与者收到一个物品，并被要求支付多少意愿来保留它（保留支付）。通过比较这三种情况，我们在禀赋效应环境中没有发现损失厌恶的证据。我们发现支持买卖策略机制。我们的研究结果对理解买家和卖家行为、主观价值和启发式方法具有重要意义。（心理学信息数据库记录（c）2021 APA，保留所有权利）。
