the impact of endowment framing on market prices an experimental analysis framing effects are well known in individual decision making using experimental markets we investigated whether similar effects could be found in a market environment two series of experiments showed that negative framing can give different market prices than a positively framed endowment we also found that volume may be affected by the framing of the endowment 2000 elsevier science b v all rights reserved

a review of wta wtp studies abstract willingness to accept wta is usually substantially higher than willingness to pay wtp these constructs have been studied for roughly 30 years and with a wide variety of goods this paper reviews those studies we find that the less the good is like an ordinary market good the higher is the ratio the ratio is highest for non market goods next highest for ordinary private goods and lowest for experiments involving forms of money a generalization of this pattern holds even when we account for differences in survey design ordinary goods have lower ratios than non ordinary ones we also find that ratios in real experiments are not significantly different from hypothetical experiments and that incentive compatible elicitation yields higher ratios

resolving differences in willingness to pay and willingness to accept reply gwendolyn c morrison 1997 raises a logical point regarding our experimental test of the divergence between willingness to pay wtp and willingness to accept wta measures of economic value shogren et al 1994 she argues that our design does not provide a true test of the existence of a fundamental endowment effect since we did not control for the potential of a pivoting indifference map daniel kahneman et al 1990 she concludes that even though our ev idence shows that the mean wtp and wta bids for market goods with close substitutes e g candy bars and coffee mugs converge after market experience the endowment effect might still be alive and well albeit at statisti cally insignificant levels

statistical efficiency of double bounded dichotomous choice contingent valuation the statistical efficiency of conventional dichotomous choice contingent valuation surveys can be improved by asking each respondent a second dichotomous choice question which depends on the response to the first question if the first response is yes the second bid is some amount greater than the first bid while if the first response is no the second bid is some amount smaller this double bounded approach is shown to be asymptotically more efficient than the conventional singlebounded approach using data from a survey of californians regarding their willingness to pay for wetlands in the san joaquin valley we show that in a finite sample the gain in efficiency can be very substantial

electricity outages in ghana are contingent valuation estimates valid african countries experience persistent and serious energy outages but while multiple valuation studies provide estimates of the costs of electricity outages in high income countries evidence is scarce for lower and middle income countries the few studies that assess the value of reliable energy supply rely on the contingent valuation method that is under wide scrutiny this paper aims to provide new estimates of households willingness to pay to reduce electricity outages for ghana and contributes to the debate on the validity of contingent valuation results for energy reliability our results suggest that households are willing to pay ghs 67 17 per month for reliable electricity supply equivalent to 7 of respondents income the results of tests for hypothetical bias wtp wta disparity and income effects suggest that the contingent valuation estimates from this study are robust and can support decision makers in prioritizing energy policies and investments

the boundaries of loss aversion abstract in this article the authors propose some psychological principles to describe the boundaries of loss aversion a key idea is that exchange goods that are given up as intended do not exhibit loss aversion for example the authors propose that money given up in purchases is not generally subject to loss aversion the results of several experiments provide preliminary support for the hypotheses the authors find that consistent with prospect theory loss aversion provides a complete account of risk aversion for risks with equal probability to win or lose the authors propose boundaries for this result and suggest further tests of the model

the disparity between willingness to accept and willingness to pay measures of value psychologists have long argued that people are much more averse to a loss than attracted to an equivalent gain this behavior termed loss aversion has been formalized by kahneman and tversky 1979 in their reformulation of expected utility theory prospect theory in prospect theory the utility function is replaced by a value function that evaluates changes in income from the current level increases in income are weighted by a relatively small marginal utility decreases in income are weighted by a much larger marginal utility in effect the value function implies that a kink in the relationship between utility and income occurs at the initial income or reference point and that the slope of the utility function for losses in income is steeper than it is for gains in a recent paper knetsch and sinden 1984 report a series of experiments that demonstrate the existence of a large disparity between willingness to accept wta and willingness to pay wtp measures of value they argue that the psychological theory of loss aversion explains this difference economic theory would suggest that individuals who exhibit a large disparity between wta and wtp are perhaps underperceiving the value of gains or overperceiving the value of losses are behaving in an irrational manner and will consequently achieve a lower level of well being than if they behaved in a true utility maximizing manner this would in contrast to loss aversion usually imply near equal values for wta and wtp see willig 1976 further documentation of a larger than expected disparity between wta and wtp has been obtained in surveys asking for the value of a variety of public goods for example cummings brookshire and schulze 1986 document six

framing and retirement age the gap between willingness to accept and willingness to pay summaryin a large online experiment we relate the retirement timing decision to the disparity between the willingness to accept wta and the willingness to pay wtp in the wtp treatment participants indicate the maximum amount of monthly benefits they are willing to give up to retire early in the wta treatment the minimum increase of monthly payments to delay retirement is elicited our results reveal that the framing of the decision problem strongly influences participants reservation price for early retirement the wta for early retirement is more than twice as high as the corresponding wtp using actual values from the german social security system as market prices we demonstrate that the presentation in a wta frame can induce early retirement in this frame the implicit probability of retiring early increases by 30 percentage points we further show that the disparity between wta and wtp is correlated with loss aversion repeating the analysis with data from a representative household survey german save panel we find similar results

valuing water supply reliability instead of creating water supply systems that fully insulate mankind from climate imposed water deficiencies it is possible that for municipal water systems a nonzero probability of water supply shortfall is efficient perfect water supply reliability meaning no chance of future shortfall is not optimal when water development costs are high designing an efficient strategy requires an assessment of consumer preferences pertaining to the reliability of water supply contingent valuations of both current and future shortfalls are reported the consistency of these measures is gauged using an expected utility model copyright 2000 oxford university press

moral dimensions of the wta wtp disparity an experimental examination abstract contrary to welfare economic theory empirical evidence suggests that the amount of money people are willing to accept wta to forego a commodity will generally exceed the amount of money they are willing to pay wtp to gain the commodity this paper undertakes an experimental examination of the wta wtp disparity using conventional and ecologically produced eggs the results of this experiment reveal that the difference between the mean wtp and wta for conventional eggs is negligible while the mean wta is more than 1 5 times higher than the mean wtp in the case of ecological eggs an explanation for this result is offered following the boyce et al boyce r b brown t c mcclelland g h peterson g l schulze w d 1992 an experimental examination of intrinsic values as a source of the wta wtp disparity am econ rev 82 1366 1373 notion that an asymmetrical assignment of moral responsibility may cause wta to exceed wtp by comparing the two studies a tentative conclusion is that the valuation disparity is likely to increase with a corresponding increase in the degree of assigned moral responsibility

loss aversion without the endowment effect and other explanations for the wta wtp disparity abstract to learn why wta regularly exceeds wtp in economic experiments involving inexpensive market goods with ample substitutes the verbal protocol technique was used in a real cash experiment employing a random price auction results suggest that the primary reason for the disparity was subjects reluctance to suffer a net loss from any transaction whether purchase or sale and tendency to consider sale much below assumed market price as a loss this interpretation indicates a kind of loss aversion but not the kind envisioned in the endowment effect which maintains that selling creates a loss and buying creates a gain

a test of the theory of reference dependent preferences eight alternative methods of eliciting preferences between money and a consumption good are identified two of these are standard willingness to accept and willingness to pay measures these methods differ with respect to the reference point used and the dimension in which responses are expressed the loss aversion hypothesis of tversky and kahneman s theory of reference dependent preferences predicts systematic differences between the preferences elicited by these methods these predictions are tested by eliciting individuals preferences for two private consumption goods the experimental design is incentive compatible and controls for income and substitution effects the theory s predictions are broadly confirmed

willingness to accept willingness to pay and the income effect abstract the gap between willingness to pay wtp and willingness to accept wta has previously been studied by searching for evidence of substitutability the neoclassical hypothesis or status quo bias testing for neoclassical versus psychological theories of preferences we study the gap differently asking whether the observed pairs of wta and wtp are consistent with neoclassical preferences we use sugden s alternatives to the neoclassical theory of choice in i bateman k g willis eds valuing environmental preferences theory and practice of the contingent valuation method in the us eu and developing countries oxford university press oxford pp 152 180 chapter 6 result showing that the effect of income on wtp can be approximated from information on the ratio wta wtp drawing inferences from a meta analysis of 201 wta wtp ratios we conclude that the data are not consistent with neoclassical preferences

preserving waterfowl habitat on the canadian prairies economic incentives versus moral suasion this paper examines a pilot project of nawmp that encourages farmers to promote or maintain waterfowl habitat by relying not only on economic incentives but on awareness education and moral suasion the pilot project relies on farmers attitudes to keep payments low because project payments substitute for grain program subsidies thus constituting a transfer from canadian taxpayers to u s contributors to nawmp a survey instrument and regression analysis are used to examine attitudes economic incentives and willingness to pay and willingness to accept compensation for modifying land use in order to conserve waterfowl habitat the results indicate that current economic incentives offered to agricultural producers are inadequate because they ignore nonmarket costs and that a positive attitude toward habitat preservation cannot be used as a substitute for monetary incentives

experiments on the difference between willingness to pay and willingness to accept comment reply willingness to pay wtp and willingness to accept wta measures of welfare change have been found to differ substantially when elicited from surveys or experimental market transactions conventional economic theory suggests that the difference between wtp and wta should be smaller than those observed in empirical tests this study focuses on the hypothesis that the availability of substitutes for the good being evaluated affects the difference between the two measures the results suggest that the existence of a substitute does reduce the difference between wtp and wta however the difference between these two measures is significant with or without substitutes

an investigation of the rationality of consumer valuations of multiple health risks after developing a conceptual analysis of consumer valuation of multiple risks we explore both economic and cognitive hypotheses regarding individual risk taking using a sample of over 1 500 consumers our study ascertains risk dollar tradeoffs for the risks associated with using an insecticide and a toilet bowl cleaner we observe the expected positive valuation of risk reductions and find empirical support for a diminishing in the valuation of risk reduction as the extent of the risk reduction increases we also find evidence of certainty premiums for the total elimination of one risk but no strong evidence of additional certainty premiums for the elimination of multiple risks strong reference risk effects are evident as increases in risk were valued much more greatly than were decreases

researching preferences valuation and hypothetical bias a number of recent papers in environmental economics have focused on the process of researching preferences agents are uncertain about preferences but with effort may narrow their uncertainty this issue has arisen in formulating bids in contingent valuation cv as well as the debate over the divergence between wtp and wta in the context of cv it has been suggested that the hypothetical nature of the preference elicitation process biases responses this paper provides both a theoretical model and experimental evidence to contribute to this debate the model is a model of competitive bidding for a private good with two components that are particularly relevant to the debate the first component is that bidders are unsure of their own value for the private good but may purchase information about their own value researching preferences the second component is that there is a probability that the auction is hypothetical that the winning bidder will not get the private good and will not pay the winning bid the experiment tests this theoretical model of bidding equilibrium and analyzes the effects of variations in the parameters hypotheticalness information costs and number of agents on the endogenous variables such as the proportion of bidders who become informed and the winning bid experimental results suggest that an increase in the hypotheticalness of an auction tends to decrease the likelihood that bidders pay for information on their valuation with an ambiguous effect on the winning bid

consumer rationality and the status quo received microeconomic theory presumes rational consumers maximize utility over all commodity bundles recent analysis however suggests that a consumer s status quo may limit economic rationality bias consumer decisions and induce serious errors in survey based valuations of public and private goods using regression and choice theoretic frameworks we investigate the existence of status quo effects in the consumer valuation of a particular unpriced product the reliability of residential electrical service such valuations have become important in electric utility resource planning and rate making we find substantial status quo effects which must be addressed in welfare comparisons regarding electric service reliability

a simple noncooperative core story abstract what are the strategic properties of the core we address this question by considering mechanisms that emulate the no recontracting out property of the core in particular mechanisms are defined relative to a status quo outcome that serves as a disagreement point if no coalition forms to recontract out we then ask the question what is a plausible class of such mechanisms for which the following result is valid a core outcome is a status quo equilibrium outcome of every mechanism in this class a noncore outcome is a status quo equilibrium outcome of no mechanism in this class a class of mechanisms satisfying is said to strategically separate core from noncore outcomes this paper finds one such class a noncooperative core story having the property that agents can explicitly communicate their preferences for association journal of economic literature classification numbers 030 022 025 026

frames of mind in intertemporal choice recent research has demonstrated that choices between gambles are systematically influenced by the way they are expressed kahneman and tversky s prospect theory kahneman d a tversky 1979 prospect theory an analysis of decision under risk econometrica472 363 391 explains many of these framing effects as shifts in the point of reference from which prospects are evaluated this paper demonstrates the applicability of the reference point concept to intertemporal choice three experiments demonstrate that when people choose between immediate and delayed consumption the reference point used to evaluate alternatives can significantly influence choice the first study elicited relative preference for immediate and delayed consumption using three methods each of which differently framed choices between alternatives offering identical end state consumption the conventional discounted utility model predicts that the three methods of elicitation should yield similar estimates of time preference but preferences were found to differ in accordance with a reference point model the second and third studies extend and replicate the results from the first the third using real rather than hypothetical choices

substitutability experience and the value disparity evidence from the marketplace abstract recent empirical evidence suggests that important disparities exist between willingness to pay and compensation demanded for the same good these results which clearly contradict closely held economic doctrines have led some influential commentators to call for an entirely new economic paradigm to displace conventional neoclassical theory this study examines the generality of these experimental findings by going to a well functioning marketplace and examining more than 350 individual decisions across two incentive compatible elicitation mechanisms the data suggest that behavior of individuals with intense experience approaches neoclassical predictions any observed wta wtp disparity amongst this group is negligible

willingness to pay compensating variation and the cost of commitment hicksian welfare theory is static in nature but many decisions are made in a dynamic environment we present a dynamic model of an agent s decision to purchase or sell a good under the realistic conditions of uncertainty irreversibility and learning over time her willingness to pay wtp contains both the intrinsic value of the good as in hicksian theory plus a commitment cost associated with delaying to obtain more information the hicksian equivalence between wtp willingness to accept wta and compensating and equivalent variations no longer holds the wtp and wta divergence may arise and observed wtp values are not always appropriate for welfare analysis jel d60 d83

tests of market outcomes with asymmetric valuations of gains and losses smaller gains fewer trades and less value abstract the pervasive finding that individuals value losses more than gains suggests that actual gains from trade and numbers of market exchanges may well be much smaller than would be the case if people s buying and selling prices were equivalent as normally assumed the results of two sets of costless market simulations using actual gain and loss valuations show that the actual gains from exchange and trade volumes are less than half of those expected with conventional assumptions and that completion of all pareto efficient exchanges fail by wide margins to shift entitlements to those willing to pay the most for them these findings suggest the valuation disparity has significant welfare implications and may be a major cause of market stickiness

what do income tests tell us about the gap between wta and wtp for public goods abstract theory relates the gap between wta willingness to accept compensation and wtp willingness to pay to the income elasticity of wtp it has been suggested that empirical estimates of the income elasticity of wtp can therefore be used to test whether an observed gap between wta and wtp is consistent with rational behavior we examine this issue for the case of non market public goods we identify the theoretically appropriate tests of income sensitivity and examine conditions for valid income sensitivity tests we show that income tests may provide false signals in common settings indicating an inconsistency where none exists

uncertainty risk aversion and wta vs wtp we examine a previously unstudied category of exchange items in which the true value is unknown to both the buyer and seller at the time of exchange but becomes known to both at a future time after the exchange real world examples of such exchange items as in our study include forward contracts and fixed fee turnkey contracts we demonstrate that the discrepancy between the seller s willingness to accept wta and buyer s willingness to pay wtp increases with 1 the level of uncertainty about the exchange item s value and 2 the exchange parties level of risk aversion in a series of studies we manipulate and measure the level of uncertainty of the exchange item measure the level of risk aversion of the exchange parties and study the respective effects on decreasing the wtp while increasing the wta

the trade off between money and travel time a test of the theory of reference dependent preferences we formulate a model of reference dependent preferences based on the marginal rate of substitution at the reference point of a reference free utility function using binary choices on the trade off between money and travel time reference dependence is captured by value functions that are centered at the reference the model predicts a directly testable relationship among four commonly used valuation measures willingness to pay wtp willingness to accept wta equivalent gain eg and equivalent loss el moreover we show that the model allows recovering the underlying reference free value of time based on a large survey data set we estimate an econometric version of the model allowing for both observed and unobserved heterogeneity in a series of tests of high statistical power we find that the relationship among the four valuation measures conforms to our model and that the constraints on the parameters implied by the model are met the gap between wtp and wta is found to be a factor of four loss aversion plays an important role in explaining responses moreover participants are more loss averse in the time dimension than the cost dimension we further find evidence of asymmetrically diminishing sensitivity finally we show that the fraction of mistakes in the sense that participants are observed to sometimes select dominated options varies systematically in a way consistent with the model of reference dependence the results of the paper have important implications for the evaluation of infrastructure investment and pricing reforms in the transport sector

the benefits and costs of riparian analysis habitat preservation a willingness to accept willingness to pay contingent valuation approach abstract the contingent valuation method cvm was used to obtain the willingness to pay wtp of households in the contiguous area of the garonne river near toulouse france and the willingness to accept wta of households that currently own land on the banks of the river to provide a strip of riparian land for habitat preservation results for the wtp study indicated a relatively large difference in wtp between open and closed ended responses when corrected for the substantial number of 0 observations the wtp was reduced by about half the wta results were constrained by relatively few positive responses however the value given by farmers who indicated a positive wta appears consistent with revenues generated from crops moreover many farmers who were already providing habitat preservation indicated a zero minimum wta although the small number of wta responses severely limits the ability to draw definitive conclusions a comparison of the derived benefits wtp and costs wta was made which appeared to suggest the possibility of a favorable a benefit cost ratio

the endowment effect in games abstract in a laboratory experiment we study whether the endowment effect exists in a social and strategic context we employ a within subjects design whereby participants are asked for their willingness to accept wta or willingness to pay wtp to play a series of 2 2 games in the second part of the experiment we study the endowment effect in lotteries with the same payoffs as the games in the first part our findings provide robust evidence for the endowment effect both in games and in lotteries with the size of the effect actually being larger in games than in lotteries we also find that the endowment effect can partly be attributed to optimism

predicting buyer seller pricing disparities numerous studies have shown that compensation demanded cd to give up a commodity often greatly exceeds willingness to pay wtp to obtain the same commodity even in incentive compatible experiments that penalize strategic misrepresentation observed cd wtp disparities are too large to be reconciled with traditional assumptions of economic rationality a prospect theory based behavioral framework for predicting cd and wtp is proposed which produces five distinct transaction encoding rules any one of which can in principle apply to a buyer or a seller according to this framework cd wtp gaps occur when buyers and sellers encode the prospective transaction differently and gaps can occur in multiple ways and vary in size depending on encoding the transaction encoding framework was tested in two experiments in experiment 1 model fits to subjects cd and wtp for lottery tickets were consistent with the hypothesis that buyers and sellers encode transaction problems differently moreover the quite large observed cd wtp gaps were explained fully by encoding when differences between buyers and sellers encoding processes were taken into account their estimated utility value and probability weighting functions did not differ the present framework and results show that the widely cited endowment effect is but one of several ways in which loss aversion can give rise to cd wtp gaps consistent with this broadened perspective experiment 2 demonstrated cd wtp gaps in the absence of an endowment effect and in the absence of rational economic causes the transaction encoding framework 1 provides a structured approach for predicting and testing the effects of a variety of task factors on pricing behavior and transaction outcomes and 2 reveals the useful property that in many cases the ratio cd wtp can be interpreted as a direct measure of the degree of loss aversion

experimental tests of the endowment effect abstract the endowment effect which predicts undertrading and a willingness to accept greater than willingness to pay is studied using responses that remove all reference to buying or selling and focuses only on choice tasks the results significantly lower the willingness to pay willingness to accept discrepancy but the latter is still significant a high efficiency open display uniform price auction is used to exchange mugs for money since mugs are randomly assigned to half of 2n subjects n 2 mugs are predicted to trade less than n 2 mugs trade on average but more than previously reported the phenomenon exists but is less prominent than reported previously

willingness to pay and willingness to accept how much can they differ comment i agree with the point made by edoh y amiran and daniel a hagen 2003 that there can be a substantial or even infinite divergence between the wta and wtp for a public good even where there is a nonzero elasticity of substitution between market goods and the public good provided that the indifference curves are asymptotically bounded with respect to market goods in the manner they describe this is an important point they are also correct to point out that the elasticity of substitution is a local concept whereas their asymptotic boundedness condition applies also for discrete changes my 1991 paper used a local analysis because it was following the structure of the analysis in robert d willig 1976 and alan randall and john r stoll 1980 i wanted to show that while randall and stoll appeared to extend willig s local result on wta versus wtp from price changes to changes in the quantity of a public good the relevant elasticity was in fact different and involved the substitution elasticity as well as the income elasticity i view these points by amiran and hagen as not two separate results but essentially the same result their asymptotic boundedness condition generalizes my zero elasticity of substitution condition to discrete changes the asymptotic boundedness condition can be expressed as follows assuming a bivariate utility function u x q and given a reference point x q associated with a reference utility level u u x q there exists some q q such that for all q q there exists no x such that u x q u in other words no amount of x can substitute for the reduction in public good from q to q q in the case of a zero elasticity of substitution q q but as amiran and hagen show in their theorem 1 this is unnecessarily restrictive when dealing with a discrete reduction in q furthermore their theorem 2 can be viewed as a special case of their theorem 1 in which q 0 which makes q an essential commodity it is well known in consumer theory that the wta to avoid the loss of an essential market good is infinite their theorem 2 extends this result to the case of an essential nonmarket good but as their theorem 1 shows essentialness is not necessary for an infinite wta the boundedness condition is the key and this implies a fundamental lack of substitutability between money market goods and the public good

using hicksian surplus measures to examine consistency of individual preferences evidence from a field experiment this paper pits neoclassical theory against prospect theory by investigating several clean tests of the competing hypotheses consistent with previous work the field experimental data suggest that prospect theory adequately organizes behavior among inexperienced consumers whereas consumers with intense market experience behave largely in accordance with neoclassical predictions the data indicate that the convergence in values occurs entirely because of lower hicksian equivalent surplus values

discount rates inferred from decisions an experimental study two hundred and four students of economics and finance participated in an intertemporal choice experiment which manipulated three dimensions in a 4 4 4 factorial design scenario postponing a receipt postponing a payment expediting a receipt expediting a payment time delay 0 5 1 2 and 4 years and size of cashflow 40 200 1000 and 5000 individual discount rates were inferred from the responses and then used to test competitively four hypotheses regarding the behavior of discount rates the classical hypothesis asserting that the discount rate is uniform across scenarios time delays and sums of cashflow was flatly rejected a market segmentation approach was found lacking the results support an implicit risk hypothesis according to which delayed consequences are associated with an implicit risk value and an added compensation hypothesis which asserts that individuals require compensation for a change in their financial position

exchange asymmetries incorrectly interpreted as evidence of endowment effect theory and prospect theory systematic asymmetries in exchange behavior have been widely interpreted as support for endowment effect theory an application of prospect theory positing that loss aversion and utility function kinks set by entitlements explain observed asymmetries we experimentally test an alternative explanation namely that asymmetries are explained by classical preference theories finding influence through the experimental procedures typically used contrary to the predictions of endowment effect theory we observe no asymmetries when we modify procedures to remove the influence of classical preference theories when we return to traditional type procedures however the asymmetries reappear the results support explanations based in classical preference theories and reject endowment effect theory

willingness to pay and willingness to accept some evidence of an endowment effect the source of the disparity between willingness to pay wtp and willingness to accept wta measures of value has been the subject of recent debate in the literature this paper presents the results of a pilot experiment designed to test whether contrary to the findings of shogren et al 1994 the endowment effect might be a significant source of the wtp wta divergence the results are a direct contradiction of what the substitutability argument would predict and thus indicate that the endowment effect cannot yet be dismissed as a possible driving force behind the disparity

the disparity between willingness to pay and compensation demanded another look at laboratory evidence abstract the existence of a disparity between willingness to pay and compensation demanded is tested in three controlled experiments the results indicate a modest initial disparity which is reduced in a learning environment

is farming a constant cost industry measurement of cost size relationships for farming has long been an important area of research in agricultural economics much of this research has had a farm management and production economics orientation and firm industry interdependencies have often been ignored research results stemming from such an orientation should be interpreted with care when used for policy purposes pecuniary externalities may be of greater importance than indicated by research to this time a suggestion is made for treating induced technical change as comparable to a pecuniary externality questions are raised on both theoretical and empirical grounds whether farming in the united states should be considered a constant cost industry for policy purposes

examining risk preferences under high monetary incentives experimental evidence from the people s republic of china several experimental sessions were conducted to elicit certainty equivalents for a sequence of lotteries involving real monetary outcomes the opportunity to conduct sessions in the people s republic of china afforded the ability to offer very large monetary incentives relative to subjects living costs in the highest payoff condition subjects earned three times their normal monthly revenue in the course of a two hour experiment results indicate a statistically significant impact of the level of monetary incentives on revealed risk preferences however even under extreme monetary incentives subjects demanded amounts well in excess of expected value for low probability gain prospects copyright 1992 by american economic association

focusing on the forgone how value can appear so different to buyers and sellers we propose that buying and selling price estimates reflect a focus on what the consumer forgoes in the potential exchange and that this notion offers insight into the well known difference between those two types of value assessment buyers and sellers differ not simply in their valuation of the same item but also in how they assess the value buyers tend to focus on their sentiment toward what they forgo typically the expenditure and buying prices are thus heavily influenced by variables such as salient reference prices by the same token sellers tend to focus on their sentiment toward surrendering the item and selling prices are hence more heavily influenced by variables such as benefits of possessing the item four studies examining buying and selling price estimates of tickets for national collegiate athletic association basketball games offer consistent support for these ideas the studies show that naturally occurring differences among respondents in attitudes relating to the tickets that sellers forgo e g significance of the game corresponded more closely to variation in selling prices than in buying prices conversely measures relating to the expenditure e g respondents concern with money corresponded more closely to buying prices than to selling prices using controlled manipulations we then showed that changes in aspects relating to the game e g expected climate in the stadium affected selling prices more than buying prices but changes relating to the expenditure e g list price of the ticket influenced buying prices more than selling prices we also showed that drawing attention to the benefits of possessing a ticket before asking for the price estimates influenced buying prices more than selling prices supporting our claim that otherwise these benefits are naturally more salient to sellers than buyers similarly drawing attention to alternative uses of money before asking for price estimates influenced selling prices more than buying prices

more laboratory evidence on the disparity between willingness to pay and compensation demanded abstract recent experimental work showing a disparity between willingness to pay for and compensation demanded to give up lottery tickets is contrary to economists ideas about rationality presented here are the results of experiments in which subjects participate in second price auctions to indicate willingness to pay and compensation demanded for lottery tickets that have fixed odds of winning or losing money when the auction institution used has truthful revelation of preferences as the dominant strategy and that strategy is announced to subjects the difference between the measures of value decreases significantly the within subject comparison design provides a more discriminating measure of behavior than between subject comparison designs used previously

anchoring effects on consumers willingness to pay and willingness to accept we examine the susceptibility of consumers willingness to pay wtp and willingness to accept wta judgments to influence by arbitrary anchors the results of four studies suggest that although circumstantial differences between buying and selling decisions can lead to systematic differences in susceptibility to anchoring effects the principles governing the impact of anchoring on wtp and wta judgments are essentially the same in particular robust anchoring effects are observed when the anchor relates to the focal source of uncertainty further wtp and wta judgments are most susceptible to anchoring and endowment effects under uncertainty about the desire to trade the implications of this research for our understanding of anchoring and endowment effects are discussed

willingness to pay and compensation demanded experimental evidence of an unexpected disparity in measures of value aside from possible income effects measures of the maximum amounts people will pay to avoid a loss and the minimum compensation necessary for them to accept it are generally assumed to be equivalent unexpectedly wide variations between these sums however have been noted in survey responses to hypothetical options this paper reports the results of a series of experiments that confronted people with actual money payments and cash compensations the results indicate that the compensation measure of value seems to exceed significantly the willingness to pay measure which would appear to call into some question various rules of entitlement damage assessments and interpretations of indifference curves

a new meta analysis on the wtp wta disparity abstract this study reports a new meta analysis of papers that elicit willingness to pay wtp and willingness to accept compensation wta measures of value for the same good we investigate the effects of type of good and several survey design features on the wtp wta disparity measured as the logarithm of the ratio of mean wta to mean wtp confirming horowitz and mcconnell s 2002 pioneering meta analysis we find the disparity is smaller for ordinary private goods than for public and non market goods that it is not solely an artifact of using hypothetical transactions or other weak experimental or survey methods and that it is smaller for studies using student subjects in addition we find that the disparity is smaller when subjects have experience valuing the good in real markets or through repeated experimental trials in contrast to horowitz and mcconnell we find the disparity is significantly smaller in studies using incentive compatible elicitation mechanisms the disparity is smaller in more recent studies an effect that is attributable only in part to changes in study characteristics

values of gains and losses reference states and choice of measure the available empirical evidence continues to suggest that people commonly value losses more and often much more than otherwise commensurate gains consequently current practice of using the wtp measure for all changes is often likely to lead to misleading assessments of welfare changes the reference dependence of preferences implies instead that while the wtp measure is appropriate for gains the value of both positive and negative changes in the domain of losses will usually be more accurately assessed with the wta measure