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.



Citation:

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.

Authors

Laurence Ashworth, Queens University, Canada
Lindsay McShane, Queens University, Canada
Tiffany Vu, Queens University, Canada



Volume

NA - Advances in Consumer Research Volume 40 | 2012



Share Proceeding

Featured papers

See More

Featured

Accounting For Gains From Discounted Credit

Andong Cheng, University of Delaware, USA
Ernest Baskin, Yale University, USA

Read More

Featured

The Mystique of Masculine and Feminine Choices: How Aversive Feelings Underlie Preferences

Niusha Jones, University of North Texas
Blair Kidwell, University of North Texas

Read More

Featured

Understanding the Framing of Recommendations

Jia Gai, Erasmus University Rotterdam, The Netherlands
Anne-Kathrin Klesse, Erasmus University Rotterdam, The Netherlands

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.