when do losses loom larger than gains abstract in defining limits to loss aversion novemsky and kahneman 2005 offer important new data and a needed summary of appropriate ways to think about loss aversion in this comment to novemsky and kahneman s article the authors consider the new empirical results that involve probabilistic buying and selling suggesting caution in generalizing the results to nonprobabilistic commerce the authors expand novemsky and kahneman s summary by exploring two critical constructs that help define the boundaries of loss aversion emotional attachment and cognitive perspective emotional attachment alters loss aversion by moderating the degree to which parting with an item involves a loss whereas shifts in cognitive perspective explain why items typically viewed as a loss are given more or less weight the goal is to use these constructs to characterize more specifically contexts in which losses loom larger than gains and to suggest specific ways that research into loss aversion could evolve

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

expense neglect in forecasting personal finances abstractthis article examines how consumers forecast their future spare money or financial slack although consumers generally think that both their income and expenses will rise in the future they underweight the extent to which their expected expenses will cut into their spare money a phenomenon the authors term expense neglect the authors test and rule out several possible explanations for this phenomenon and conclude that expense neglect is due in part to insufficient attention toward expectations about future expenses relative to future income tightwad consumers who are chronically attuned to costs show less severe expense neglect than spendthrifts who are less attuned to costs the authors further find that expectations regarding changes in income and not changes in expenses predict responses to the michigan index of consumer sentiment a leading macroeconomic indicator finally the authors conduct a meta analysis of their entire file drawer 27 studies 8 418 participants and fi

the compromise effect in action lessons from a restaurant s menu the compromise effect refers to individuals tendency to choose intermediate options its existence has been demonstrated in a large number of hypothetical choice experiments this paper uses field data from a specialties restaurant to investigate the existence and strength of the compromise effect in a natural environment despite the presence of many factors that potentially weaken the compromise effect e g a very large choice set the opportunity to choose familiar options we find evidence for it both in descriptive statistics and regression analyses options which become a compromise after a change in the choice set gain on average five percent in market share we also find that the compromise effect is especially pronounced in groups while for single customers it is statistically insignificant

am i getting a good deal reference dependentdecision making when the reference price is uncertain models of consumer decision making commonly incorporate reference dependent preferences in these models the reference point is typically assumed to be known by the consumer however research on price recall and the reference formation process reveals that the reference price is often uncertain at the time of purchase reference price uncertainty creates ambiguity for the consumer about whether they are getting a good or bad deal this paper develops a model of consumer choice in the presence of reference dependent preferences when the reference price is uncertain data from two empirical studies that vary the product category and order of the elicitation of reference prices show that the new model generally outperforms conventional discrete choice models that either ignore reference prices or treat reference prices as certain the new model provides insights into the effect of reducing reference price uncertainty on consumer choice and reveals that high uncertainty smoothes the kink in the demand curve that is present in traditional reference price demand models

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

to know and to care how awareness and valuation of the future jointly shape consumer spending reducing spending in the present requires the combination of being both motivated to provide for one s future self valuing the future and actively considering long term implications of one s choices awareness of the future feeling more connected to the future self thinking that the important psychological properties that define your current self are preserved in the person you will be in the future helps motivate consumers to make far sighted choices by changing their valuation of future outcomes e g discount factors however this change only reduces spending when opportunity costs are considered correspondingly cues that highlight opportunity costs reduce spending primarily when people discount the future less or are more connected to their future selves implications for the efficacy of behavioral interventions and for research on time discounting are discussed

reconciling sustainability and discounting in cost benefit analysis a methodological proposal abstract the incorporation of the intergenerational equity objective has rendered the traditional cost benefit analysis cba approach obsolete for the evaluation of projects presenting an important number of environmental externalities and for those whose impacts extend throughout a long period of time based on the assumption that applying a discount rate rewards current consumption and therefore that it is only possible to introduce a certain intergenerational equity in a cost benefit analysis in this work we propose an approach to discounting based on a different rationale for tangible and intangible effects we designed two indicators of environmental profitability a the intergenerational transfer amount ita which quantifies in monetary units what the current generation is willing to pass on future generations when an environmental restoration project is carried out and b the critical environmental rate cer measures the implicit environmental profitability these concepts were tested through an empirical case study pertaining to the assessment of an erosion control project in the southeast of spain the results yield traditional profitability indicators that are higher and probably closer to the real values set by the contemporary society the information provided by the environmental profitability indicators proposed renders more transparency to the quantification of the levels of intergenerational equity applied thereby facilitating the difficult reconciliation of the cba technique with the objective of sustainability

choice by sequential procedures article history we propose a rule of decision making the sequential procedure guided by routes and show that three influential boundedly rational choice models can be equivalently understood as special cases of this rule in addition the sequential procedure guided by routes is instrumental in showing that the three models are intimately related we show that choice with a status quo bias is a refinement of rationalizability by game trees which in turn is also a refinement of sequential rationalizability thus we provide a sharp taxonomy of these choice models and show that they all can be understood as choice by sequential procedures

double co2 and beyond benefits costs and compensation abstract economic decisions over what action if any to take concerning the greenhouse effect tend to revolve around the social discount rate implicitly the debate concerns how to attribute intertemporal weights to welfare and implies a moral stance that is rarely given explicit recognition refocusing on the outcomes of current actions emphasises the role of compensation a conflict is apparent between the view that the current generation need be unconcerned over the loss or injury caused to future generations because they will benefit from advances in technology investments in both man made and natural capital and direct bequests and the requirement to avoid harming the innocent changes in units of welfare cannot be viewed as equivalent regardless of their direction in general doing harm is not cancelled out by doing good the result is a rejection of the potential compensation principle which underlies the current economic stance and a reconsideration of the acceptability of compensation altogether the concept of human rights and a non utilitarian perspective are used to show how cost benefit analysis denies the existence of inalienable rights and economics limits the moral considerability of harm

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

salience in experimental tests of the endowment effect starting with knetsch 1989 experiments on the endowment effect thaler 1980 typically rely on a two stage procedure in the first stage subjects are endowed with a good such as a mug in the second stage the same subjects are given the opportunity to trade this good for another good of similar value such as a pen the endowment effect holds that very few subjects chose to trade sometimes as few as ten percent in related experiments subjects state selling prices for their endowment that are much higher than their buying prices for the same good these patterns are hard to reconcile with standard choice theory which predicts that about half the subjects would trade and that selling prices and buying prices are similar the common explanation of this evidence relies on prospect theory s loss aversion tversky and kahneman 1979 because the pain of parting with the endowment looms larger in the decision maker s mind than the pleasure of acquiring a good of similar value kahneman knetsch and thaler 1990 a decision maker endowed with a mug is unwilling to trade it for a

biases in valuation vs usage of innovative product features we investigate biases in product valuation and usage decisions that arise when consumers consider a new generation of a product that offers an expanded set of capabilities of uncertain value two experiments using a novel computer game show evidence of a valuation usage disparity participants display a high willingness to pay for a new version of the game that offers a new set of controls but fail to fully exercise the option to use these controls after purchase this discrepancy is attributed to a fundamental difference in how new capabilities are valued at the time of purchase versus use consumer usage decisions appear to be driven by such myopic concerns as a desire to avoid short term learning costs whereas purchase decisions often fail to take into account the factors that drive usage and are further inflated by global optimism in the future usefulness of new capabilities we show that this lack of foresight can be explained by an intertemporal judgment model in which consumers attempt to value

salient compromises in the newsvendor game abstract the newsvendor problem denotes the puzzle that a retailer facing an uncertain demand for some product underreacts to profit margins and hence adjusts the order quantity toward the expected demand due to its range of applications in operations management this problem has drawn much interest in recent years various articles have tried to reconcile the newsvendor problem with loss aversion under ad hoc assumptions on the underlying reference point we instead argue that the newsvendor problem is an application of the well studied compromise effect as the compromise effect is based on violations of the iia axiom we argue that models of context dependent behavior such as salience theory better explain newsvendor like behavior than loss aversion based models we conduct a novel experiment which allows us to clearly distinguish between the role of loss aversion and salience and find strong support for the latter thereby we also add to the agenda of comparing loss aversion based models and salience theory

consumer valuation of modularly upgradeable products although product modularity is often advocated as a design strategy in the operations management literature little is known about how consumers respond to modular products in this research we undertake several experiments to explore consumer response to modularly upgradeable products in settings featuring technological change we consider both the initial product choice between a modularly upgradeable product and an integral one and the subsequent upgrade decision replacement of a module versus full product replacement first we show that consumers tend to discount the cost savings associated with modular upgrades excessively insufficiently when the time between the initial purchase and the upgrade is short long this suggests that modular upgradability as a product feature has higher profit potential for slowly rather than rapidly improving products second we observe a preference reversal between the initial purchase and the point of upgrade at the point of initial purchase people foresee making a full product replacement in the future yet when faced with the actual upgrade decision they are more likely to revert to modular upgrades finally we discuss and test several pricing and product design strategies that the firm can use to respond to these cognitive biases this paper was accepted by kamalini ramdas entrepreneurship and innovation

overestimating others willingness to pay this article documents a widespread bias a tendency to overestimate how much others will pay for goods the effect may influence pricing and negotiations which depend on accurate assessments of others valuations it is also shown to underlie or interact with several widely researched behavioral phenomena including egocentric empathy gaps the endowment effect and the false consensus effect

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

on the psychology of loss aversion possession valence and reversals of the endowment effect loss aversion states that losses loom larger than gains we consider two types of loss aversion defined by two interpretations of loss a loss can be defined 1 in terms of valence or 2 in terms of possession correspondingly valence loss aversion vla entails greater sensitivity to negative vs positive changes and possession loss aversion pla entails greater sensitivity to items leaving vs entering one s possession both types of loss aversion imply an endowment effect for attractive items but pla implies a reversal of the endowment effect for unattractive items experimental results show endowment effect reversals consistent with pla

consumer preference for a no choice option the traditional focus in the decision making literature has been on understanding how consumers choose among a given set of alternatives the notion that preference uncertainty may lead to choice deferral when no single alternative has a decisive advantage is tested in seven studies building on recent research the article shows that the decision to defer choice is influenced by the absolute difference in attractiveness among the alternatives provided and is not consistent with trade off difficulty or the theory of search these findings are then extended to show that choice deferral can also be modified for the same alternatives by manipulations that make them appear more similar in attractiveness or that decrease the need to differentiate among them the results are consistent with the notion that preference uncertainty results in a hesitation to commit to any single action since small differences in attractiveness among the alternatives are potentially reversible consistent with this premise the effect of attractiveness difference on choice deferral decreased significantly when subjects were first allowed to practice making monetary trade offs among the available alternatives

trade ins mental accounting and product replacement decisions when a consumer who already owns a durable type product in a category faces the opportunity to upgrade to a new higher quality product the replacement purchase decision is driven by both normative economic factors and psychological factors as a normative decision maker s he considers the purchase price of the new alternative but s he additionally considers the mental cost of retiring the old product before s he has gotten his her money s worth out of it during ownership of a product a consumer mentally depreciates the initial purchase price thus creating a mental book value for the product the write off of this mental book value is felt as the mental cost of a replacement purchase based on the principles of mental accounting and mental depreciation i provide a theoretical explanation for this mental cost and why an individual s replacement purchase decision may be more sensitive to the mental cost than the marginal cost when applied appropriately mental accounting can serve a useful purpose

from inherent value to incentive value when and why pointless effort enhances consumer preference companies typically use clear fonts and bright pictures in their ads web sites and product package designs place their products on easy to reach shelves and emphasize ease of usage to make their products appear desirable to consumers however we suggest that customers focused on incentive value getting the best product may instead see products associated with noninstrumental pointless effort as more desirable we suggest that because effort is usually required to get the best outcomes people looking for the best outcomes also mistakenly presume effort must imply the best possible outcome across five studies we show that highlighting incentive value for instance by message framing or by measuring chronic focus or by manipulating situational focus on incentive value enhances preference toward outcomes associated with noninstrumental effort we discuss the importance of our findings for understanding everyday consumption decisions and argue for a widespread tendency among individuals wanting the best to infer value from noninstrumental effort

paying not to go to the gym how do consumers choose from a menu of contracts we analyze a novel dataset from three u s health clubs with information on both the contractual choice and the day to day attendance decisions of 7 752 members over three years the observed consumer behavior is difficult to reconcile with standard preferences and beliefs first members who choose a contract with a flat monthly fee of over 70 attend on average 4 3 times per month they pay a price per expected visit of more than 17 even though they could pay 10 per visit using a 10 visit pass on average these users forgo savings of 600 during their membership second consumers who choose a monthly contract are 17 percent more likely to stay enrolled beyond one year than users committing for a year this is surprising because monthly members pay higher fees for the option to cancel each month we also document cancellation delays and attendance expectations among other findings leading explanations for our findings are overconfidence about future self control or about future efficiency overconfident agents overestimate attendance as well as the cancellation probability of automatically renewed contracts our results suggest that making inferences from observed contract choice under the rational expectation hypothesis can lead to biases in the estimation of consumer preferences

opportunity costs in buying and short selling do they really matter abstract the experimental results of the paper reveal that people do not take into consideration opportunity costs or opportunity profits when buying and short selling lottery tickets these results are inconsistent with basic economic and finance theories

intergenerational transfers and the social discount rate this paper investigates the relationship between intergenerational asset transfers and the choice of the discount rate for use in cost benefit analysis in a model of a competitive overlapping generations economy constrained by a socially managed exhaustible resource provided that there are no distortions in capital markets and that all agents hold perfect foresight cost benefit techniques will result in a pareto efficient resource allocation if the discount rate is set equal to the market rate of interest but since the path of the interest rate depends on the level of intergenerational transfers cost benefit techniques do not ensure a socially desirable distribution of welfare between generations a social optimum will result only if intergenerational transfers are properly chosen and enforced decentralized private altruism may result in intergenerational transfers that both present and future individuals would agree are too small if members of the present generation attach positive weight to the general welfare of future generations not simply their personal descendants in a world where intergenerational transfers are non optimal second best policy making may imply a constrained optimum that is inefficient together these findings suggest that cost benefit analysis is at best a partial criterion to policy formulation that should be used only in conjunction with ethical principles that define the proper distribution of welfare between present and future generations

consumption self control by rationing purchase quantities of virtue and vice consumers attempts to control their unwanted consumption impulses influence many everyday purchases with broad implications for marketers pricing policies addressing theoreticians and practitioners alike this paper uses multiple empirical methods to show that consumers voluntarily and strategically ration their purchase quantities of goods that are likely to be consumed on impulse and that therefore may pose self control problems for example many regular smokers buy their cigarettes by the pack although they could easily afford to buy 10 pack cartons these smokers knowingly forgo sizable per unit savings from quantity discounts which they could realize if they bought cartons by rationing their purchase quantities they also self impose additional transactions costs on marginal consumption which makes excessive smoking overly difficult and costly such strategic self imposition of constraints is intuitively appealing yet theoretically problematic the marketing literature lacks operationalizations and empirical tests of such consumption self control strategies and of their managerial implications this paper provides experimental evidence of the operation of consumer self control and empirically illustrates its direct implications for the pricing of consumer goods moreover the paper develops a conceptual framework for the design of empirical tests of such self imposed constraints on consumption in consumer goods markets within matched pairs of products we distinguish relative virtue and vice goods whose preference ordering changes with whet her consumers evaluate immediate or delayed consumption consequences for example ignoring long term health effects many smokers prefer regular relative vice to light relative virtue cigarettes because they prefer the taste of the former however ignoring these short term taste differences the same smokers prefer light to regular cigarettes when they consider the long term health effects of smoking these preference orders can lead to dynamically inconsistent consumption choices by consumers whose tradeoffs between the immediate and delayed consequences of consumption depend on the time lag between purchase and consumption this creates a potential self control problem because these consumers will be tempted to over consume the vices they have in stock at home purchase quantity rationing helps them solve the self control problem by limiting their stock and hence their consumption opportunities such rationing implies that per purchase occasion vice consumers will be less likely than virtue consumers to buy larger quantities in response to unit price reductions such as quantity discounts we first test this prediction in two laboratory experiments we then examine the external validity of the results at the retail level with a field survey of quantity discounts and with a scanner data analysis of chain wide store level demand across a variety of different pairs of matched vice regular and virtue reduced fat calorie or caffeine etc product categories the analyses of these experimental field and scanner data provide strong convergent evidence of a characteristic crossover in demand schedules for relative vices and virtues for categories as diverse as among others potato chips chocolate chip cookies cream cheese beer soft drinks ice cream and frozen yogurt chewing gum coffee and beef andturkey bologna vice consumers demand increases less in response to price reductions than virtue consumers demand although their preferences are not generally weaker for vices than for virtues constraints on vice purchases are self imposed and strategic rather than driven by simple preferences we suggest that rationing their vice inventories at the point of purchase allows consumers to limit subsequent consumption as a result of purchase quantity rationing however vice buyers forgo savings from price reductions through quantity discounts effectively paying price premiums for the opportunity to engage in self control thus purchase quantity rationing vice consumers are relatively price in sensitive from a managerial and public policy perspective our findings should offer marketing practitioners in many consumer goods industries new opportunities to increase profits through segmentation and price discrimination based on consumer self control they can charge premium prices for small sizes of vices relative to the corresponding quantity discounts for virtues virtue consumers on the other hand will buy larger amounts even when quantity discounts are relatively shallow a key conceptual contribution of this paper lies in showing how marketing researchers can investigate a whole class of strategic self constraining consumer behaviors empirically moreover this research is the first to extend previous theoretical work on impulse control by empirically demonstrating its broader implications for marketing decision making

sustainability indicators policy and governance issues for ecological economics abstract ecological economics is a major forum for discussion of theoretical and analytical aspects of measuring sustainability the role of sustainability indicators as an evaluation method for sustainability within the emerging context of governance merits further analysis focusing on policy processes surrounding the production of sustainability indicators this paper addresses two questions what is the potential utility of indicators for policy and in what ways can indicators influence governance the former is addressed by exploring three disciplines with long histories of indicator application public administration studies urban studies and environmental sciences the latter is addressed by distilling key perspectives from public policy literature on knowledge utilisation and policy learning which become the foundation for clarifying the notion of policy resonant indicators this clarification is achieved by canvassing the spectrum of the influences on indicators and the mechanisms of their resonance in policy processes the final section of the paper brings these arguments together by exploring two major insights in terms of challenges for ecological economics strengthening indicator theory and practice by addressing four key ingredients and mobilisation of indicators through their active use within the context of governance

the price of free dom consumer sensitivity to promotions with negative contextual influences past research has shown that monetary promotions e g discounts are more likely to be processed relative to and integrated with the original product price than are free promotions we posit that because of this difference free promotions are more focal and salient than monetary promotions in a set of three experiments we demonstrate that this salience results in free promotions being less susceptible than equivalent monetary discounts to negative contextual information on quality that can potentially lower purchase intentions we show that this effect can be reversed when respondents focus on other pieces of information that diminish the salience of the free promotion

time preference in global warming calculations a proposal for a unified index abstract many aspects of the calculation of the impacts of greenhouse gas ghg emissions and the costs and benefits of possible response options are highly sensitive to the way in which time preference is incorporated into the computations the intergovernmental panel on climate change ipcc used global warming potentials gwps to standardize inputs of different gases with differing radiative forcings and atmospheric lifetimes in the results emphasized by the ipcc s second assessment report a 100 year time horizon and no discounting is used and this has been adopted by the kyoto protocol for use in the first commitment period 2008 2012 here an alternative unified index is proposed that assigns explicit weights to the interests of different generations in contrast to discounting including the zero discount rate used by the ipcc the generationally weighted index forces policy makers to face the moral assumptions that underlie their choices related to global warming

discounting and distributional considerations in the context of global warming the economics of global warming is reviewed with special emphasis on how the cost depends on the discount rate and on how costs in poor and rich regions are aggregated into a global cost estimate both of these factors depend on the assumptions made concerning the underlying utility and welfare functions it is common to aggregate welfare gains and losses across generations and countries as if the utility of money were constant but it is not if we assume that a e co2 equivalent dlubling implies costs equal to 1 5 of the income in both high and low income countries a pure rate of time preference equal to zero and a utility function which is logarithmic in income then the marginal cost of co2 emissions is estimated at 260 590 usd ton c for a time horizon in the range 300 1000 years an estimate which is large enough to justify significant reductions of co2 emissions on purely economic grounds the estimate is approximately 50 100 times larger than the estimate made by nordhaus in his dice model and the difference is almost completely due to the choice of discount rate and the weight given to the costs in the developing world as well as a more accurate model of the carbon cycle finally the sensitivity of the marginal cost estimate with respect to several parameters is analyzed

intergenerational discounting a new intuitive approach abstract this paper proposes a new intergenerational discounting approach for computing net benefits from the use of environmental resources the approach explicitly incorporates the perspectives of both the current and future generations as argued for by pigou pigou a c 1920 the economics of welfare 1952 4th edition london macmillan and ramsey ramsey f p 1928 a mathematical theory of saving econ j 38 543 559 and required by most national and international laws related to the use of these resources an equation for use in the calculation of net discounted benefits is developed which provides a middle position whereby both the reality of personal discounting and that of social discounting are included in a social welfare function

opportunity cost neglect to properly consider the opportunity costs of a purchase consumers must actively generate the alternatives that it would displace the current research suggests that consumers often fail to do so even under conditions promoting cognitive effort various cues to consider opportunity costs reduce purchase rates and increase the choice share of more affordable options sensitivity to such cues varies with chronic dispositional differences in spending attitudes we discuss the implications of these results for the marketing strategies of economy and premium brands

comparison neglect in upgrade decisions abstractto properly evaluate a potential product upgrade consumers should compare the upgraded option with the product they already own to assess the upgrade s added utility however although consumers explicitly and spontaneously acknowledge the importance of comparing the upgrade with the status quo the authors find that they often fail to do so consequently consumers frequently buy product upgrades that they would not have bought had they followed their own advice five experiments involving both real and hypothetical upgrade decisions show that even when the status quo option is represented in the decision context if consumers are not explicitly prompted to reflect on it or compare it with the upgraded option they often do not compare it with the upgrade and thus show an elevated likelihood of upgrading the experiments suggest that this comparison neglect increases upgrade likelihood by making people overlook the similarities between the upgraded and status quo options and that it persists

ecological total factor energy efficiency of regions in china most existing energy efficiency indices are computed without taking into account undesirable outputs such as co2 and so2 emissions this paper computes the ecological total factor energy efficiency etfee of 30 regions in china for the period 2005 2009 through the slack based model sbm with undesirable outputs we calculate the etfee index by comparing the target energy input obtained from sbm with undesirable outputs to the actual energy input findings show that china s regional etfee still remains a low level of around 0 600 and regional energy efficiency is overestimated by more than 0 100 when not looking at environmental impacts china s regional energy efficiency is extremely unbalanced the east area ranks first with the highest etfee of above 0 700 the northeast and central areas follow and the west area has the lowest etfee of less than 0 500 a monotone increasing relation exists between the area s etfee and china s per capita gdp the truncated regression model shows that the ratio of r d expenditure to gdp and the degree of foreign dependence have positive impacts whereas the ratio of the secondary industry to gdp and the ratio of government subsidies for industrial pollution treatment to gdp have negative effects on the etfee

constructive consumer choice processes consumer decision making has been a focal interest in consumer research and consideration of current marketplace trends e g technological change an information explosion indicates that this topic will continue to be critically important we argue that consumer choice is inherently constructive due to limited processing capacity consumers often do not have well defined existing preferences but construct them using a variety of strategies contingent on task demands after describing constructive choice consumer decision tasks and decision strategies we provide an integrative framework for understanding constructive choice review evidence for constructive consumer choice in light of that framework and identify knowledge gaps that suggest opportunities for additional research

discounting of long term costs what would future generations prefer us to do decisions with intergenerational consequences may leave future generations worse off i e not be pareto optimal if costs and benefits are not discounted correctly we point out that this happens if the conventional social discount rate is applied to intergenerational costs with that rate the justification of intergenerational costs benefits of a project are invested and the proceeds can cover future costs leads to an inconsistency over the long term eventually the supposed benefits of any project become larger than the entire gnp the conventional approach commits an error by treating the time preference component of the discount rate as if it represented creation of wealth while it really involves only redistribution the time horizon of the redistribution is limited by the duration of market transactions especially loans thus we recommend a two step discounting procedure with the conventional social discount rate for the short term about 30 years and the growth rate of the economy for the long term data for gnp per capita growth in the us the uk france germany japan and the soviet union since the industrial revolution combined with data for net economic welfare per capita suggest an intergenerational discount rate in the range of 1 to 2 for practical application the rate at which costs and benefits will grow over time is just as important as the discount rate only the difference between these two rates matters for many environmental costs these rates may be close to each other during the next few generations this implies that some of the uncertainty in the prediction of rates cancels and one can treat the problem as if the effective rate were close to zero the consequence for costs such as global warming or nuclear power can be very significant the valuation can increase by more than an order of magnitude compared to values based on conventional discounting

mental budgeting and consumer decisions consumers often set budgets for categories of expenses e g entertainment and track expenses against their budget because budgets cannot perfectly anticipate consumption opportunities people may earmark too much or too little money for a particular category this leads them to overconsume or underconsume goods in that category the results of three studies suggest that consumers do indeed set budgets and that budgeting may lead to underconsumption to show that consumers track expenses the studies demonstrate that budgeting effects are larger for purchases that are highly typical of their category such purchases reduce the amount people spend in a category and block the purchase of other typical items the studies control for satiation and income effects thus budgeting adds predictive power to standard economic consumer theory

why the far distant future should be discounted at its lowest possible rate abstract a critical feature of the distant future is currently unresolvable uncertainty about what will then be the appropriate rate of return on capital to use for discounting this paper shows that there is a well defined sense in which the lowest possible interest rate should be used for discounting the far distant future part of any investment project some implications are discussed for evaluating long term environmental projects or activities like measures to mitigate the possible effects of global climate change

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

sequentially rationalizable choice a sequentially rationalizable choice function is a choice function that can be retrieved by applying sequentially to each choice problem the same xed set of asymmetric binary relations rationales to remove inferior alternatives these con cepts translate into economic language some human choice heuristics studied in psychology and explain cyclical patterns of choice observed in experiments we study some properties of sequential rationalizability and provide a full character ization of choice functions rationalizable by two and three rationales

the role of explanations and need for uniqueness in consumer decision making unconventional choices based on reasons this research investigates the interaction between a very common task explaining decisions and an individual difference need for uniqueness nfu on buyer decision making we propose that explaining or providing reasons for decisions shifts the focus from the choice of options to the choice of reasons furthermore buyers who explain their decisions and have high nfu tend to select unconventional reasons and are consequently more likely to make unconventional choices these predictions were supported in a series of studies involving choices between conventional and less conventional options such as whether to switch to a brand on sale whether to select a compromise option and whether to accept a gamble with a possible loss the findings also indicate that the effects of providing reasons are not due to attempts to act rationally or to concerns about being evaluated three boundary conditions on the generalization that high nfu consumers who provide reasons tend to make unconventional choices we

evolutionary origins of the endowment effect evidence from hunter gatherers the endowment effect the tendency to value possessions more than non possessions is a well known departure from rational choice and has been replicated in numerous settings we investigate the universality of the endowment effect its evolutionary signi cance and its dependence on environmental factors we experimentally test for the endowment effect in an isolated and evolutionarily relevant population of hunter gatherers the hadza bushmen of northern tanzania we nd that hadza living in isolated regions do not display the endowment effect while hadza living in a geographic region with increased exposure to modern society and markets do display the endowment effect jel c93 d12 o15 this paper uses a natural experiment in a hunter gatherer population to provide evidence on three questions the universality of a behavioral bias the endowment effect its dependence on cultural factors and its evolutionary signi cance systematic deviations from rational behavior have been extensively documented along with their importance for market outcomes yet evidence on the three questions above is sparse especially for biases in economic decisions first most experiments are conducted in industrialized societies and in particular on college campuses so biases could be the result of shared experiences as opposed to innate features of human behavior second cross cultural experiments typically compare very different groups making it hard to attribute differences in behavior to a speci c cultural factor due to omitted variable bias roth et al 1991 henrich et al 2001 2006 third while many contributions in economics have proposed evolutionary

the effect of forced choice on choice abstract whereas most academic and industry studies of consumer preferences and decision making involve forced choice i e participants are told to choose one of the presented product or service alternatives buyers usually also have the option not to select any alternative an implicit assumption in the experimental practice of forcing choice is that the no choice option draws proportionately from the various available alternatives such that the qualitative conclusions are unaffected however the authors propose that the no choice option competes most directly with alternatives that buyers tend to select when they are uncertain about their preferences building on this general proposition the authors show that the introduction of the no choice option strengthens the attraction effect weakens the compromise effect and decreases the relative share of an option that is average on all dimensions they also examine the mechanisms underlying the impact of having the option not to choose and the condi

the effect of credit on spending decisions the role of the credit limit and credibility the objective of the present research is to study consumer decisions to utilize a line of credit the life cycle hypothesis from economics argues that consumers should intertemporally reallocate their incomes over their life stream to maximize lifetime utility one form of intertemporal allocation is to use past income in the form of savings in the future a second form is the use of future income in the present this can only be done if consumers have access to a temporary pool of money that they can draw from and replenish in the future a function performed by consumer credit however our research reinforces prior findings that consumers are unable to correctly value their future incomes and that they lack the cognitive capability to solve the intertemporal optimization problem required by the life cycle hypothesis instead we argue that consumers use information such as the credit limit as a signal of their future earnings potential specifically if consumers have access to large amounts of credit they are likely to infer that their lifetime income will be high and hence their willingness to use credit and their spending will also be high conversely consumers who are granted lower amounts of credit are likely to infer that their lifetime income will be low and hence their spending will be lower however based on research in the area of consumer skepticism and inference making we also argue for a moderating role of the credibility associated with the credit limit specifically we argue that the above effect of credit availability would be particularly strong for consumers who believe that the credit limit credibly signals their future earnings potential i e a naive consumer who has limited experience with consumer credit however as consumers gain experience with credit they start discounting credit availability as a predictor of their future and start questioning the validity of the process used to set the credit limit hence with experience the effect of credit limit on the willingness to use credit should be attenuated we test these predictions in five separate studies in the first experimental study we manipulate credit limit and credibility and pose subjects with a hypothetical purchase opportunity consistent with our prediction credit limit impacted the propensity to spend but only when the credibility was high in the second experimental study we replicate these findings even when subjects were given information about their expected future salaries and also show that the credit limit influences their expectation of future earnings potential in the third study we show that the mere availability and increase of current liquidity cannot explain our findings in the fourth study we conduct a survey of consumers in which we measure a number of demographic characteristics and also ask them for their propensity to spend in a given purchase situation in the fifth study we use the survey of consumer finances scf dataset a triennial survey of u s families that is designed to provide detailed information on the use of financial services spending behaviors and selected demographic characteristics results from both studies 4 and 5 provide further support for our proposed framework credit limits influence spending to a greater extent for consumers with lower credibility younger consumers and less educated consumers across all studies we achieved triangulation by using a variety of approaches surveys and experiments subjects types young students and older consumers nature of predictor variables manipulated and measured dependent measures purchase likelihood credit card balance new charges and methods of analysis anova and regression and consistently found that increasing credit limits on a credit card increases spending especially when the credibility of the limit is high this paper joins a growing body of literature in marketing and behavioral decision theory that goes beyond the traditional domains of inquiry e g product choice effects of marketing mix variables and focuses on consumer decisions relating to the appropriate use of income to finance consumption our framework differs from prior research on the effect of payment mechanisms on spending in two significant ways first we are interested in the effects of the availability of credit on spending and not necessarily in the effect of the transaction format that is associated with each payment mechanism second while prior research has studied the point of purchase and historic i e prepurchase effects of credit the present research is concerned with the availability of credit in the future specifically our framework is invariant to the current and prior usage of credit by the consumer

pavlovian processes in consumer choice the physical presence of a good increases willingness to pay this paper describes a series of laboratory experiments studying whether the form in which items are displayed at the time of decision affects the dollar value that subjects place on them using a becker degroot auction under three dif ferent conditions i text displays ii image displays and iii displays of the actual items we find that subjects willingness to pay is 40 61 percent larger in the real than in the image and text displays furthermore follow up experi ments suggest the presence of the real item triggers preprogrammed consum matory pavlovian processes that promote behaviors that lead to contact with appetitive items whenever they are available

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

context dependent preferences the standard theory of choice based on value maximization associates with each option a real value such that given an offered set the decision maker chooses the option with the highest value despite its simplicity and intuitive appeal there is a growing body of data that is inconsistent with this theory in particular the relative attractiveness of x compared to y often depends on the presence or absence of a third option z and the market share of an option can actually be increased by enlarging the offered set we review recent empirical findings that are inconsistent with value maximization and present a context dependent model that expresses the value of each option as an additive combination of two components a contingent weighting process that captures the effect of the background context and a binary comparison process that describes the effect of the local context the model accounts for observed violations of the standard theory and provides a framework for analyzing context dependent p

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

a reference price theory of the endowment effect abstract the common finding that selling prices exceed buying prices the so called endowment effect is typically explained by the assumptions that consumers evaluate potential transactions with respect to their current holdings and that the owners of a good regard its potential loss to be more significant than nonowners regard its potential acquisition in contrast to this pain of losing account the authors propose that the endowment effect reflects a reluctance to trade on terms that appear unfavorable with respect to salient reference prices in six experiments and eight more summarized in appendixes the authors show that manipulations that reduce the gap between valuations and reference prices reduce or eliminate the endowment effect these results suggest that the endowment effect is often best construed as an aversion to bad deals rather than an aversion to losing possessions

rational choice with status quo bias abstract motivated by the empirical findings concerning the importance of one s current situation on her choice behavior the main objective of this paper is to propose a rational choice theory that allows for the presence of a status quo bias and that incorporates the standard choice theory as a special case we follow a revealed preference approach and obtain two nested models of rational choice that allow phenomena like the status quo bias and the endowment effect and that are applicable in any choice situation to which the standard static choice model applies

do markets reveal preferences or shape them we contrast the proposition that markets reveal independently existing preferences with the alternative possibility that they may help to shape them using demand revealing experimental market institutions we separate the shaping effects of price cues from the effects of market discipline we find that individual valuations and prevailing prices are systematically affected by both exogenous manipulations of price expectations and endogenous but divergent price feedback these effects persist to varying degrees in spite of further market experience in some circumstances market experience may actually consolidate them we discuss possible explanations for these effects of uninformative price cues on revealed preferences

the effect of giving it all up on valuation a new look at the endowment effect in three experiments we show that the endowment effect the tendency to demand more money for relinquishing owned goods than one is willing to pay for the same goods fails to emerge when sellers are not fully depleted of their endowment this finding is incompatible with prospect theory s account of the effect as stemming primarily from aversion to loss relative to the individual s current state we suggest a new account of the endowment effect as reflecting the human aversion to giving it all up rather than simply an aversion to incurring any loss relative to the status quo experiments 1 and 2 show the effect employing a pricing paradigm experiment 3 examines what constitutes all in the giving it all up effect this paper was accepted by uri gneezy behavioral economics

contextual inference in markets on the informational content of product lines context can influence decisions this malleability of choice is usually invoked as evidence that people do not maximize stable preference orderings in a market equilibrium however context conveys payoff relevant information to consumers consequently these consumers rationally violate naive formulations of standard choice theoretic principles i identify informational asymmetries under which apparently anomalous behaviors namely the compromise effect and choice overload arise as market equilibria firms respond to consumers contextual inference in case of the compromise effect a firm may introduce premium loss leaders expensive goods of overly high quality that increase the demand for other goods

viewpoint on the generalizability of lab behaviour to the field abstract we can think of no question more fundamental to experimental economics than understanding whether and under what circumstances laboratory results generalize to naturally occurring environments in this paper we extend levitt and list 2006 to the class of games in which financial payoffs and doing the right thing are not necessarily in conflict we argue that behaviour is crucially linked to not only the preferences of people but also the properties of the situation by doing so we are able to provide a road map of the psychological and economic properties of people and situations that might interfere with generalizability of laboratory result from a broad class of games

a rational reconstruction of the compromise effect using market data to infer utilities this article explores the possibility that consumers use market data to make inferences about product utilities the argument is made by means of an example based on the compromise effect found in extant experimental data this phenomenon is generally looked at as a manifestation of deviations from rationality in choice however assuming full rationality i describe a decision rule that is based on consumers inferences about their personal valuation of alternatives from the portfolio of market offerings and some information about their own relative tastes through a number of examples i will argue that consumers often use this or similar decision rules to make inferences about utility i then show that the decision rule may generate compromise effects in experiments and that it may be sustainable the compromise effect could therefore be seen as preliminary evidence that consumers make such inferences

consumer s surplus without apology the purpose of this paper is to settle the controversy surrounding consumer s surplus and by so doing to validate its use as a tool of welfare economics i will show that observed consumer s surplus can be rigorously utilized to estimate the unobservable compensating and equivalent variations the correct theoretical measures of the welfare impact of changes in prices and income on an individual i derive precise upper and lower bounds on the percentage errors of approximating the compensating and equivalent variations with consumer s surplus these bounds can be explicitly calculated from observable demand data and it is clear that in most applications the error of approximation will be very small in fact the error will often be overshadowed by the errors involved in estimating the demand curve the results in no way depend upon arguments about the constancy of the marginal utility of income consequently this paper supplies specific empirical criteria which can replace the apologetic caveats frequently employed by those who presently apply consumer s surplus moreover the results imply that consumer s surplus is usually a very good approximation to the appropriate welfare measures to preview below i establish the validity of these rules of thumb for a

the red and the black mental accounting of savings and debt in the standard economic account of consumer behavior the cost of a purchase takes the form of a reduction in future utility when expenditures that otherwise could have been made are forgone the reality of consumer hedonics is different when people make purchases they often experience an immediate pain of paying which can undermine the pleasure derived from consumption the ticking of the taxi meter for example reduces one s pleasure from the ride we propose a double entry mental accounting theory that describes the nature of these reciprocal interactions between the pleasure of consumption and the pain of paying and draws out their implications for consumer behavior and hedonics a central assumption of the model which we call prospective accounting is that consumption that has already been paid for can be enjoyed as if it were free and that the pain associated with payments made prior to consumption but not after is buffered by thoughts of the benefits that the payments will finance another important concept is coupling which refers to the degree to which consumption calls to mind thoughts of payment and vice versa some financing methods such as credit cards tend to weaken coupling whereas others such as cash payment produce tight coupling our model makes a variety of predictions that are at variance with economic formulations contrary to the standard prediction that people will finance purchases to minimize the present value of payments our model predicts strong debt aversion that they should prefer to prepay for consumption or to get paid for work after it is performed such pay before sequences confer hedonic benefits because consumption can be enjoyed without thinking about the need to pay for it in the future likewise when paying beforehand the pain of paying is mitigated by thoughts of future consumption benefits contrary to the economic prediction that consumers should prefer to pay at the margin for what they consume our model predicts that consumers will find it less painful to pay for and hence will prefer flat rate pricing schemes such as unlimited internet access at a fixed monthly price even if it involves paying more for the same usage other predictions concern spending patterns with cash charge or credit cards and preferences for the earmarking of purchases we test these predictions in a series of surveys and in a conjoint like analysis that pitted our double entry mental accounting model against a standard discounting formulation and another benchmark that did not incorporate hedonic interactions between consumption and payments our model provides a better fit of the data for 60 of the subjects the discounting formulation provides a better fit for only 29 of the subjects even when allowing for positive and negative discount rates the pain of paying we argue plays an important role in consumer self regulation but is hedonically costly from a hedonic perspective the ideal situation is one in which payments are tightly coupled to consumption so that paying evokes thoughts about the benefits being financed but consumption is decoupled from payments so that consumption does not evoke thoughts about payment from an efficiency perspective however it is important for consumers to be aware of what they are paying for consumption this creates a tension between hedonic efficiency and what we call decision efficiency various institutional arrangements such as financing of public parks through taxes or usage fees play into this tradeoff a producer developing a pricing structure for their product or service should be aware of these two conflicting objectives and should try to devise a structure that reconciles them

choice based on reasons the case of attraction and compromise effects building on previous research this article proposes that choice behavior under preference uncertainty may be easier to explain by assuming that consumers select the alternative supported by the best reasons this approach provides an explanation for the so called attraction effect and leads to the prediction of a compromise effect consistent with the hypotheses the results indicate that 1 brands tend to gain share when they become compromise alternatives in a choice set 2 attraction and compromise effects tend to be stronger among subjects who expect to justify their decisions to others and 3 selections of dominating and compromise brands are associated with more elaborate and difficult decisions

trust law sustainability and responsible action abstract the problem of managing for sustainability is marked by the need to make decisions on behalf of others and by the uncertainties that attend such decisions however the economic literature on sustainability has paid scant attention to how decisions on behalf of others might differ from decisions on behalf of oneself and when risk has been modeled explicitly the expected utility hypothesis has generally been used a generation acts sustainably if the expected value of the next generation s utility is not less than the present s this paper investigates how we think about responsibly acting on another s behalf by looking to the united states law of trusts because in important respects the current generation views its responsibility to the future as a trust relationship trust law illuminates responsible decision making under both risk and uncertainty even under conditions of risk more conservative action than would be suggested by the expected utility hypothesis is warranted because it emphasizes preservation of trust principal and disavows profit maximization trust doctrine indicates that special caution should be exercised in conditions of uncertainty finally resource economic concepts of strong sustainability the precautionary principle and the safe minimum standard of conservation are interpreted according to trust principles

exponential growth bias and household finance exponential growth bias is the pervasive tendency to linearize exponential functions when assessing them intuitively we show that exponential growth bias can explain two stylized facts in household finance the tendency to underestimate an interest rate given other loan terms and the tendency to underestimate a future value given other investment terms bias matters empirically more biased households borrow more save less favor shorter maturities and use and benefit more from financial advice conditional on a rich set of household characteristics there is little evidence that our measure of exponential growth bias merely proxies for broader financial sophistication what drives household financial decisions the canonical economic model assumes that consumers choose to consume borrow or save based on their preferences their expectations and the costs and benefits of borrowing and saving a growing body of work applies insights from psychology to enrich specifications of three of the model s key pieces preferences expectations and problem solving conditional on parameter values 1 in this paper we bring psychological evidence to bear on a fourth specification issue how consumers perceive the costs and benefits of borrowing and saving we begin by tying together existing and new evidence on these cost perceptions to show that most consumers err systematically when given information commonly available in the market on the saving side consumers display future value bias a systematic tendency to underestimate a future value given

multiple unit holdings yield attenuated endowment effects previous endowment effect experiments have examined circumstances in which people encounter a single unit of a good e g one chocolate we contrast single unit treatments with multiple unit treatments in which participants encounter several units of a good e g five chocolates we observe endowment effects of typical magnitude for singleton holdings but attenuated endowment effects for multiple unit holdings moreover endowment effects consistently arise for singletons even as the definition of a unit is altered for instance participants holding one piece of chocolate show an endowment effect of standard size but so do participants holding one box of chocolates yet the box contains about 20 individual pieces of chocolate and participants given that many separate pieces show a substantially attenuated endowment effect we thus propose the property of unit dependence the definition of a unit can change but contingent on any given definition a pronounced endowment effect may emerge for singletons but not multiples this paper was accepted by teck ho decision analysis

incommensurate resources not just more of the same abstract the pricing literature is replete with research that focuses on how consumers respond to sales promotions when both the reference level and the change are expressed in dollar terms i e discounts the psychophysics of pricing suggests that changes in monetary magnitude are not based on their absolute level but rather on their deviation from some reference level or how the change is framed often however a promotion is presented in nonmonetary terms e g a premium when two resources are delivered simultaneously but in different currencies e g receive a free razor with the purchase of a can of shaving cream the marginal value of the nonmonetary incremental benefit may be difficult to evaluate in relation to the focal product or its price therefore the value of the premium may be less likely than a comparable discount to be viewed in a relative sense and thus less likely to suffer from diminishing marginal returns this research explores how people often fail to exhibit the sam

expected prices as reference points theory and experiments abstract i show theoretically that applying the model of k szegi and rabin 2006 to a simple purchasing decision where consumers are ex ante uncertain about the price realisation gives when changing the underlying distribution of expected prices rise to counterintuitive predictions in contrast with a good deal model where consumers are predicted to be disappointed rejoice when the realised price is perceived as being worse better than the other possible realisation while the underlying ideas of both models are similar with respect to expectation based reference points the different results come from the concept of personal equilibrium in k szegi and rabin 2006 the experimental results show some support for the simpler good deal model for a number of different real consumption goods though the support is weaker for goods that either have a salient market price or no market price outside of the experiment

the endowment effect and the reference state evidence and manipulations abstract recent reports suggest that the endowment effect may be due to conditions under which it is observed and explained by incentives long recognized in standard theory evidence from new experiments reported here provides empirical support for the role of the economic environment on people s perceived reference state and consequently on their valuations as suggested by koszegi and rabin koszegi b rabin m 2006 a model of reference dependent preferences quarterly journal of economics 121 1133 1165 and indicates that the disappearance of the valuation disparity is more likely due instead to conditions that weaken the perception of reference states further these conditions appear to be poor approximations of those that prevail in most cases for which valuations are normally made

environmental policy under a non market discount rate abstract this paper looks at pollution emissions when a non market discount rate is used to evaluate environmental policy and policy is subject to continuous review through time it is shown that a non market rate leads to time inconsistent policy future regulators will want not to follow the current regulator s optimal plans even when the current regulator has perfect foresight and there is no uncertainty therefore the discount rate has different effects depending on whether government can commit to future environmental regulation we then show in a simple linear model that when the environmental discount rate is below the market rate pollution is higher under no commitment than under commitment even under no commitment however a lower discount rate leads to lower emissions we argue that the debate might be better framed over prices i e the value of the environment in the future rather than the discount rate this treatment removes the inconsistency problem yet ensures that future generations interests are represented in policy decisions

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

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

framing influences willingness to pay but not willingness to accept the authors show with real and hypothetical payoffs that consumers are willing to pay substantially less for a risky prospect when it is called a lottery ticket raffle coin flip or gamble than when it is labeled a gift certificate or voucher willingness to accept in contrast is not affected by these frames this differential framing effect is the result of an aversion to bad deals which causes buyers to focus on different aspects than sellers buyers willingness to pay is influenced by the extent to which a risky prospect s frame is associated with risk experiment 1 as well as the prospect s lowest but not highest possible outcome experiment 2 sellers willingness to accept in contrast is influenced by a prospect s lowest and highest possible outcomes but not by the risk associated with its frame experiments 2 and 3 the framing effect on willingness to pay is independent of the objective level of uncertainty experiment 4 and can lead to the uncertainty effect the findi

three cheers psychological theoretical empirical for loss aversion abstract this note emphasizes the special role of prospect theory in drawing psychophysical considerations into theories of decision making with respect to risk an example of such a consideration is the dependence of outcome value on a reference point and the increased sensitivity of loss relative to gain i e loss aversion loss aversion can explain the st petersburg paradox without requiring concave utility it has the correct psychological foundation it is theoretically useful and it is a parsimonious principle that can explain many puzzles a few open questions are whether loss aversion is a stable feature of preference whether it is an expression of fear and what are its properties

a model of mental accounting and reference price adaptation consumers possess a mental account that stores the worth of items purchased and yet to be consumed reference prices act as the book values of these items movements in the account the comparison between the reference price and the price paid at entry and the comparison between the benefit of consumption and the reference price at exit yield hedonic benefits the reference price is determined by a psychological process of adaptation to the price evoked by the trade the model is integrative in that it explains a wide array of observed anomalies such as sunk cost effects payment depreciation reluctance to trade preference for prepayment and the flat rate bias the model also generates new testable implications this paper was accepted by james smith decision analysis

mistake 37 the effect of previously encountered prices on current housing demand based on contrast effects studies from psychology we predicted that movers arriving from more expensive cities would rent pricier apartments than those arriving from cheaper cities we also predicted that as people stayed in their new city they would get used to the new prices and would readjust their housing expenditures countering the initial impact of previous prices we found support for both predictions in a sample of 928 movers from the psid alternative explanations based on unobserved wealth and taste and on imperfect information are ruled out

the damage costs of climate change towards a dynamic representation economic assessments of climate change impacts are commonly presented as the effect of a climate change associated with a doubling of the atmospheric concentration of carbon dioxide on the current economy this paper is an attempt to express impact as a function of both climate change and socio economic change with regard to climate change issues discussed are level versus rate of change speed of adaptation speed of restoration and value adjustment and symmetry with regard to socio economic change agriculture migration and the valuation of intangible losses are addressed uncertainty and higher order impacts are treated briefly it is qualitatively argued and quantitatively illustrated that these issues matter a great deal for the damage profile over the next century a damage model based on my best guesses is presented in the appendix

spending time versus spending money we find systematic differences in the way that people spend time versus money ex post people are able to more easily accommodate negative outcomes by adjusting the value of their temporal inputs ex ante people are willing to spend more time for higher risk higher return options whereas when spending money the pattern is reversed and the more standard pattern of increasing risk aversion is observed although accurate assessment of the opportunity costs of time is key to making good decisions ambiguity in the value of time promotes accommodation and rationalization

understanding reference price shoppers a within and cross category analysis abstract the authors attempt to draw profiles of reference price shoppers specifically the authors study how selected factors that affect brand choice are correlated with consumer sensitivity to gains and losses with respect to internal reference prices they also study the interaction between sociodemographics and gain and loss sensitivity furthermore the authors analyze cross category correlations in gain and loss sensitivity to shed light on their individual and category specific characters in three categories the results show significant heterogeneity in loss sensitivity among consumers and indicate that loss sensitivity is greater and more heterogeneous than gain sensitivity across categories the results show that loss sensitive shoppers are less influenced by past brand use and that both loss and gain sensitive shoppers more sensitive to price display and feature than the average consumer loss sensitive households tend to be larger and their heads are less likely to be fully employed

endowment effects in the field evidence from india s ipo lotteries we study a unique field experiment in india in which 1 5 million stock investors face lotteries for the random allocation of shares we find that the winners of these randomly assigned initial public offering ipo lottery shares are significantly more likely to hold them than lottery losers 1 6 and even 24 months after the random allocation this finding strongly evokes laboratory findings of an endowment effect for risky gambles and persists in samples of highly active investors suggesting along with additional evidence that this behaviour is not driven by inertia alone the effect decreases as experience in the ipo market increases but remains even for very experienced investors leading theories of the endowment effect based on reference dependent preferences are unable to fully explain these and other findings in the data