The Principle of Discrete Sensitivity
I advance a novel principle, discrete sensitivity, whereby people are sensitive to the presence versus absence of an outcome, but are insensitive to the scope of the outcome. I provide evidence for discrete sensitivity in valuations of human lives, financial outcomes, purchase decisions, goal-related performance, intertemporal decisions, and moral decisions.
Citation:
Ioannis Evangelidis (2021) ,"The Principle of Discrete Sensitivity", in NA - Advances in Consumer Research Volume 49, eds. Tonya Williams Bradford, Anat Keinan, and Matthew Matthew Thomson, Duluth, MN : Association for Consumer Research, Pages: 256-257.
Authors
Ioannis Evangelidis, ESADE, Universitat Ramon Llull
Volume
NA - Advances in Consumer Research Volume 49 | 2021
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