The Endowment Effect: Unique Predictions From a Cognitive Elaboration Account

The endowment effect is a widely documented phenomenon whereby sellers demand a higher price for the same good relative to buyers. This work proposes a novel account for the endowment effect based on cognitive elaboration. This cognitive elaboration account provides new predictions about when endowment increases versus decreases consumers’ evaluations.


Christopher Cannon, Derek Rucker, and David Gal (2020) ,"The Endowment Effect: Unique Predictions From a Cognitive Elaboration Account", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 254-255.


Christopher Cannon, University of Hawaii, USA
Derek Rucker, Northwestern University, USA
David Gal, University of Illinois at Chicago, USA


NA - Advances in Consumer Research Volume 48 | 2020

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