Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers

By Ziv Carmon, Dan Ariely. 2000

495 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Marketing

View Paper: https://www.semanticscholar.org/paper/f6d11313ee2baa546b70bd045be306b6d8c09951

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Citations in the corpus

Tempted or Not? - The Effect of Recent Purchase History on Responses to Affective Advertising (2007, background): “…are likely to be happiness at having acquired something inherently pleasurable and guilt for having spent money unplanned, while consequences of not buying are likely to be pride at protecting the goal of not spending along with regret at passing up a tempting object (Carmon and Ariely 2000).”
Possession, feelings of ownership and the endowment effect (2007, methodology): “The present research contributes to a growing literature on the psychological mechanisms behind the endowment effect (e.g., Carmon & Ariely, 2000; Novemsky & Kahneman, 2005a,b) and may help explain several past findings.”
Measuring Consumers' Willingness to Pay at the Point of Purchase (2002, methodology): “As a benchmark for methods based on stated preferences, we asked consumers to state their WTP hypothetically (e.g., Carmon and Ariely 2000; Gabor and Granger 1966; Jones 1975; Kalish and Nelson 1991).”
The Role of Anticipated Emotions in the Endowment Effect (2005, background): “The endowment effect is defined as the gap between the price that buyers are willing to pay in order to acquire an object and the price that sellers would demand in order to part with this object ( Carmon & Ariely, 2000; Kahneman et al., 1990; Knetsch & Sinden, 1984, 1987; Thaler, 1980; van Dijk & ”
Why does income growth fail to make us happier?: Searching for the treadmills behind the paradox of happiness (2006, background): “The opportunity costs of choosing a particular option are reinforced by post-decisional regret or post-choice discomfort, which is a well-known phenomenon in consumer research (see, for example,Carmon et al., 2003; Carmon and Ariely, 2000; Tsiros and Mittal, 2000).”
When Do Losses Loom Larger than Gains? (2005, background): “Carmon and Ariely (2000) propose that the buying and selling price gaps can be accounted for by considering the different perspective on the exchange for buyers versus sellers.”
Explaining the Endowment Effect through Ownership: The Role of Identity, Gender, and Self-Threat (2013, background): “(1989), “The Endowment Effect and Evidence of Nonreversible Indifference Curves,” American Economic Review, 79 (5), 1277–84.  Knetsch, Jack L., and J. A. Sinden (1984), “Willingness to Pay and Compensation Demanded: Experimental Evidence of an Unexpected Disparity in Measures of Value,” Quarterly J”
Option Attachment: When Deliberating Makes Choosing Feel Like Losing. (2003, background): “Recently, there has been evidence of en-dowment effects even without possession of the good, for instance, when consumers are given promotional coupons instead of the promoted items themselves (Sen and Johnson 1997) or when they vividly imagine possession (Carmon and Ariely 2000).”
A psychological law of inertia and the illusion of loss aversion (2005, background): “…impact of losses is greater than that of gains (e.g., Bar-Hillel & Neter, 1996), that people’s locus of attention tends to be focused on losses more than on gains (Carmon & Ariely, 2000), and — through studies with either animals or fMRI — that a loss/gain asymmetry is cognitively hard-wired.”
Bad riddance or good rubbish? Ownership and not loss aversion causes the endowment effect. (2009, background): “Although recent work has greatly expanded the psychological foundations of the endowment effect (Birnbaum & Stegner, 1979; Carmon & Ariely, 2000; Johnson, Haubl, & Keinan, 2007; Nayakankuppam & Mishra, 2005; Zhang & Fishbach, 2005), it has retained the central idea that the endowment effect occurs…”
New insights in the moderating effect of switching costs on the satisfaction-repurchase behavior link (2014, background): “These “out-of-pocket” costs (negative SC) might have different effects than foregone gains (positive SC), as will be argued below (e.g., Carmon and Ariely, 2000 and Thaler, 1985).”