(Emotional) Reference Point Formation

Decision-makers code financial outcomes as gains or losses relative to a reference point but little research has considered what influences its formation. Using an eye-tracking experiment, we show that incidental emotions impact reference point formation by influencing how investors allocate attention to different pieces of financial information in stock charts.


Milica Mormann, Luke Nowlan, and Joseph Johnson (2016) ,"(Emotional) Reference Point Formation", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 185-189.


Milica Mormann, University of Miami, USA
Luke Nowlan, University of Miami, USA
Joseph Johnson, University of Miami, USA


NA - Advances in Consumer Research Volume 44 | 2016

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