To Trade Or Not?: Removing Trading Motivation Eliminates the Endowment Effect
The current work suggests that owner/non-owner discrepancies can exist because consumers are typically required to specify prices at which they would trade. Consequently, we predict that owners/non-owners likely set prices sufficiently above/below perceived worth to motivate trade. When ownership and trading are separated we find that the endowment effect disappears.
Laurence Ashworth, Lindsay McShane, and Tiffany Vu (2012) ,"To Trade Or Not?: Removing Trading Motivation Eliminates the Endowment Effect", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 1128-1128.
Laurence Ashworth, Queens University, Canada
Lindsay McShane, Queens University, Canada
Tiffany Vu, Queens University, Canada
NA - Advances in Consumer Research Volume 40 | 2012
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