Heart Strings and Purse Strings

By J. Lerner, Deborah A. Small, George Loewenstein. Psychology Science, 2004

778 citations recorded by the source corpus.

Subfields: Finance, General Decision Sciences, Safety Research

View Paper: https://www.semanticscholar.org/paper/c28b9efc4f4a88f552ba0dabc597d0548c19580a

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Citations in the corpus

The Boundaries of Loss Aversion (2005, background): “…either by focusing on certain goods (e.g., exchange goods of fixed value show no loss aversion; Van Dijk and Van Knippenberg 1996) or by inducing emotions just before the value elicitation (e.g., people who experience disgust do not show the endowment effect; Lerner, Small, and Loewenstein 2004).”
How Do Intentions Affect Loss Aversion? (2005, background): “They further suggest that cognitive focus can explain recent demonstrations of the effects of ambient emotions on the endowment effect (Lerner, Small, and Loewenstein 2004).”
Animal Spirits: Affective and Deliberative Processes in Economic Behavior (2004, background): “For instance, Lerner, Small, and Loewenstein (2004) show that which of three film clips — chosen to elicit different emotions — that a subject views has a dramatic impact on subsequent buying or selling prices for an object.”
How Disgust Enhances the Effectiveness of Fear Appeals (2012, background): “…nondisgusting objects that have been merely associated with disgusting objects (e.g., Argo, Dahl, and Morales 2006; Rozin and Fallon 1987) and also to nondisgusting objects that a person comes across while feeling disgusted about something entirely unrelated (Lerner, Small, and Loewenstein 2004).”
How does happiness relate to economic behaviour? A review of the literature (2017, positive): “consistency (short term) Positive effect Lerner et al. (2012)”
I felt low and my purse feels light: depleting mood regulation attempts affect risk decision making (2009, background): “ Lerner et al. (2004) for instance contrasted (riskless) choices in an endowment effect paradigm after manipulating disgust versus sadness (i.e., different types of negative affect), and found that sad participants set significantly higher choice prices than disgusted participants.”
Helpful Hopefulness: The Effect of Future Positive Emotions on Consumption (2011, neutral): “The ATF summarizes these processes as “appraisal tendencies,” which have been found to influence subsequent judgments for events even when the judgments are normatively unrelated to the cause of an emotion (Lerner et al. 2004; Lerner and Keltner 2001).”
The Effect of Mere Touch on Perceived Ownership (2009, background): “…reaction for the less pleasant object, and its resultant effect of reducing valuation among sellers who could touch the Playfoam, is consistent with the lower endowment effects found in other studies with unpleasant or emotionally contaminated objects (Brenner et al. 2007; Lerner et al. 2004).”
The Importance of Being Emotional : How do Emotions Affect Entrepreneurial Opportunity Evaluation and Exploitation? (2010, methodology): “We used an induction procedure equal to those used in prior studies (e.g., Gross and Levenson, 1995; Fong, 2006; Lerner et al., 2004).”
The Nature and Role of Affect in Consumer Behavior (2008, background): “Similarly, Lerner, Small, and Loewenstein (2004) found that incidental states of sadness reverse the classic endowment eff ect, that is, the tendency to place a higher value on objects that are already in our possession compared to identical objects that not in our possession.”
Be Fit and Be Strong: Mastering Self‐Regulation through Regulatory Fit (2008, background): “…focal task, carryover effects, such as those of ambient emotions that arise from incidental exposures or contextual factors like background music (Lerner, Small, and Loewenstein 2004), are in general more difficult to defend against because consumers are typically unaware of their influence…”