Contrary to theoretical expectations, measures of willingness to accept greatly exceed measures of willingness to pay. This paper reports several experiments that demonstrate that this “endowment effect” persists even in market settings with opportunities to learn. Consumption objects (e.g., coffee mugs) are randomly given to half the subjects in an experiment. Markets for the mugs …
Category Archives: 연구논문
Epley, N., & Gilovich, T. (2001). Putting adjustment back in the anchoring and adjustment heuristic: Differential processing of self-generated and experimenter-provided anchors.
People’s estimates of uncertain quantities are commonly influenced by irrelevant values. These anchoring effects were originally explained as insufficient adjustment away from an initial anchor value. The existing literature provides little support for the postulated process of adjustment, however, and a consensus that none takes place seems to be emerging. We argue that this conclusion …
Gilbert, D. T., Gill, M. J., & Wilson, T. D. (2002). The future is now: Temporal correction in affective forecasting. Organizational behavior and human decision processes, 88(1), 430-444.
Decisions are often based on predictions of the hedonic consequences of future events. We suggest that people make such predictions by imagining the event without temporal context (atemporal representation), assuming that their reaction to the event would be similar to their reaction to the imagined event (proxy reactions), and then considering how this reaction might …
Thaler, R. (1980). Toward a positive theory of consumer choice. Journal of Economic Behavior & Organization, 1(1), 39-60.
The economic theory of the consumer is a combination of positive and normative theories. Since it is based on a rational maximizing model it describes how consumers should choose, but it is alleged to also describe how they do choose. This paper argues that in certain well-defined situations many consumers act in a manner that …
Dillard, J. P. (1991). The current status of research on sequential-request compliance techniques. Personality and Social Psychology Bulletin, 17(3), 283-288.
Three meta-analyses have been conducted on the foot-in-the-door literature and two on the door-in-the-face. This article presents a qualitative comparison and synthesis of those quantitative reviews. First, an overview of the findings is presented. Next, two recent attempts to develop a theoretical perspective that accounts for both request sequences are examined. Finally, attention is given …
Tykocinski, O. E., Pittman, T. S., & Tuttle, E. E. (1995). Inaction inertia: Foregoing future benefits as a result of an initial failure to act.
The circumstances under which initial inaction tends to persist were studied. Inaction inertia occurs when bypassing an initial action opportunity decreases the likelihood that subsequent similar action opportunities will be taken. The authors studied the case in which an initial attractive action opportunity, which is not taken, is followed by another positive but somewhat less …
Gentner, D., Imai, M., & Boroditsky, L. (2002). As time goes by: Evidence for two systems in processing space→ time metaphors. Language and cognitive processes, 17(5), 537-565.
Temporal language is often couched in spatial metaphors. English has been claimed to have two space → time metaphoric systems: the ego-moving metaphor, wherein the observer’s context progresses along the time-line towards the future, and the time-moving metaphor, wherein time is conceived of as a river or conveyor belt on which events are moving from …
Boroditsky, L. (2000). Metaphoric structuring: Understanding time through spatial metaphors. Cognition, 75(1), 1-28.
The present paper evaluates the claim that abstract conceptual domains are structured through metaphorical mappings from domains grounded directly in experience. In particular, the paper asks whether the abstract domain of time gets its relational structure from the more concrete domain of space. Relational similarities between space and time are outlined along with several explanations …
Tversky, B., Kugelmass, S., & Winter, A. (1991). Cross-cultural and developmental trends in graphic productions. Cognitive psychology, 23(4), 515-557.
How does space come to be used to represent nonspatial relations, as in graphs? Approximately 1200 children and adults from three language cultures, English, Hebrew, and Arabic, produced graphic representations of spatial, temporal, quantitative, and preference relations. Children placed stickers on square pieces of paper to represent, for example, a disliked food, a liked food, …
Boroditsky, L. (2001). Does language shape thought?: Mandarin and English speakers& #39; conceptions of time. Cognitive psychology, 43(1), 1-22.
Does the language you speak affect how you think about the world? This question is taken up in three experiments. English and Mandarin talk about time differently—English predominantly talks about time as if it were horizontal, while Mandarin also commonly describes time as vertical. This difference between the two languages is reflected in the way …