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The Influence of Differential Focus on the Endowment Effect in Risky Objects
University of Vienna, Austria .
Linköping University, Department of Behavioural Sciences and Learning, Psychology. Linköping University, Faculty of Arts and Sciences.
University of Erfurt, Germany .
2013 (English)In: Swiss Journal of Psychology, ISSN 1421-0185, E-ISSN 1662-0879, Vol. 72, no 3, 159-164 p.Article in journal (Refereed) Published
Abstract [en]

The robust finding that people systematically assign higher monetary values to sell a good they own than they pay to acquire it (i.e., the endowment effect) was recently explained by the differential importance of positive and negative object properties, depending on endowment state. Whether this explanation can also be applied to objects with risky outcomes is not clear. Two studies using lottery tickets were designed to examine the effects of focusing on aspects consistent with a persons endowment state (i.e., probability of winning and size of winnings for owners; probability of losing and price of lottery ticket for nonowners) or inconsistent with it. In line with previous research on consumer products, both studies showed an endowment effect for lottery tickets when participants focused on consistent aspects, but not when they focused on inconsistent aspects. We conclude that, although price decisions are mainly influenced by endowment state, the underlying focus on specific properties likely plays a role in the endowment effect for risky objects.

Place, publisher, year, edition, pages
Hogrefe , 2013. Vol. 72, no 3, 159-164 p.
Keyword [en]
endowment effect; price decisions; information processing; lottery tickets
National Category
Social Sciences
URN: urn:nbn:se:liu:diva-96502DOI: 10.1024/1421-0185/a000109ISI: 000320577700004OAI: diva2:642807
Available from: 2013-08-23 Created: 2013-08-20 Last updated: 2013-08-23

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