Elicitation Dependent Preference Reversals Over Consumer Goods

We demonstrate preference reversals over consumer goods in hypothetical and incentive compatible settings. Participants prefer a utilitarian good when indicating willingness-to-pay more than when choosing. This is due to participants relying more on their affective responses when making a choice. The effect is attenuated when participants are told to deliberate.



Citation:

Michael O'Donnell and Ellen Evers (2017) ,"Elicitation Dependent Preference Reversals Over Consumer Goods", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 276-281.

Authors

Michael O'Donnell, University of California Berkeley, USA
Ellen Evers, University of California Berkeley, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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