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The Influence of Priming on Reference States

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Author Info

  • Astrid Matthey

    ()
    (Max-Planck-Institute of Economics, Kahlaische Str. 10, D-07745 Jena, Germany)

Abstract

Experimental and empirical evidence shows that the utility an individual derives from a certain state depends on the reference state she compares it to. According to economic theory, the reference state is determined by past, present and future outcomes of either the individual herself or her reference group. The experiment described in this paper suggests that, in addition, reference states depend to a significant degree on environmental factors not relevant for outcomes. It indicates that reference states - and hence utility - can relatively easily be influenced without changing people’s outcomes, e.g., through priming.

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File URL: http://www.mdpi.com/2073-4336/1/1/34/pdf
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Bibliographic Info

Article provided by MDPI, Open Access Journal in its journal Games.

Volume (Year): 1 (2010)
Issue (Month): 1 (March)
Pages: 34-52

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Handle: RePEc:gam:jgames:v:1:y:2010:i:1:p:34-52:d:7495

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Related research

Keywords: reference state; utility; prospect theory; manipulation; priming; experiment;

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Cited by:
  1. Joaquín Gómez Miñambres, 2011. "Make it challenging : motivation through goal setting," Economics Working Papers we1123, Universidad Carlos III, Departamento de Economía.
  2. Vanessa Mertins & Susanne Warning, 2013. "Gender Differences in Responsiveness to a Homo Economicus Prime in the Gift-Exchange Game," IAAEU Discussion Papers 201309, Institute of Labour Law and Industrial Relations in the European Union (IAAEU).
  3. Mitesh Kataria & Tobias Regner, 2009. "A note on the relationship between television viewing and individual happiness," Jena Economic Research Papers 2009-098, Friedrich-Schiller-University Jena, Max-Planck-Institute of Economics.
  4. Daniel J. Benjamin & James J. Choi & Geoffrey W. Fisher, 2010. "Religious Identity and Economic Behavior," NBER Working Papers 15925, National Bureau of Economic Research, Inc.
  5. Gómez-Miñambres, Joaquín, 2012. "Motivation through goal setting," Journal of Economic Psychology, Elsevier, vol. 33(6), pages 1223-1239.
  6. Lambarraa, Fatima & Riener, Gerhard, 2012. "On the Norms of Charitable Giving in Islam: A Field Experiment," 2012 Conference, August 18-24, 2012, Foz do Iguacu, Brazil 126795, International Association of Agricultural Economists.

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