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Happy-go-lucky. Positive emotions boost demand for lotto

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Author Info

  • Zuzanna Halicka

    ()
    (University of Warsaw)

  • Michał Krawczyk

    ()
    (Faculty of Economic Sciences, University of Warsaw)

Abstract

The objective of this work was to investigate whether situational emotions can influence consumers’ decision to purchase lottery tickets. We conducted a field experiment in which positive or negative emotions were induced immediately prior to such a decision in 685 subjects unaware of their participation in a study. Two methods of induction—gambling related and gambling unrelated—were used to verify the robustness of the results. We found that subjects in whom positive emotions were induced, in both gambling and non-gambling contexts, bought lottery tickets significantly more often than subjects with negative emotions or those in the control group.

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File URL: http://www.wne.uw.edu.pl/inf/wyd/WP/WNE_WP126.pdf
File Function: First version, 2014
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Bibliographic Info

Paper provided by Faculty of Economic Sciences, University of Warsaw in its series Working Papers with number 2014-09.

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Length: 21 pages
Date of creation: 2014
Date of revision:
Handle: RePEc:war:wpaper:2014-09

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Keywords: decision making; lotteries; induced emotions; gambling-related cues; field experiment;

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References

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  1. Olney, Thomas J & Holbrook, Morris B & Batra, Rajeev, 1991. " Consumer Responses to Advertising: The Effects of Ad Content, Emotions, and Attitude toward the Ad on Viewing Time," Journal of Consumer Research, University of Chicago Press, University of Chicago Press, vol. 17(4), pages 440-53, March.
  2. repec:feb:framed:0074 is not listed on IDEAS
  3. Glenn Harrison & John List & Charles Towe, 2004. "Naturally occurring preferences and exogenous laboratory experiments: A case study of risk aversion," Framed Field Experiments, The Field Experiments Website 00155, The Field Experiments Website.
  4. David Giacopassi & Mark W. Nichols & B. Grant Stitt, 2006. "Voting for a Lottery," Public Finance Review, , , vol. 34(1), pages 80-100, January.
  5. Kliger, Doron & Levy, Ori, 2003. "Mood-induced variation in risk preferences," Journal of Economic Behavior & Organization, Elsevier, Elsevier, vol. 52(4), pages 573-584, December.
  6. Enrico Diecidue & Ulrich Schmidt & Peter P. Wakker, 2004. "The Utility of Gambling Reconsidered," Journal of Risk and Uncertainty, Springer, Springer, vol. 29(3), pages 241-259, December.
  7. Levy, Ori & Galili, Itai, 2008. "Stock purchase and the weather: Individual differences," Journal of Economic Behavior & Organization, Elsevier, Elsevier, vol. 67(3-4), pages 755-767, September.
  8. David Hirshleifer & TYLER G. SHUMWAY, 2004. "Good Day Sunshine: Stock Returns and the Weather," Finance, EconWPA 0412004, EconWPA.
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