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Advertising and attachment: exploiting loss aversion through prepurchase information

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  • Heiko Karle
  • Heiner Schumacher

Abstract

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Suggested Citation

  • Heiko Karle & Heiner Schumacher, 2017. "Advertising and attachment: exploiting loss aversion through prepurchase information," RAND Journal of Economics, RAND Corporation, vol. 48(4), pages 927-948, December.
    • Handle: RePEc:bla:randje:v:48:y:2017:i:4:p:927-948
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    File URL: http://hdl.handle.net/10.1111/rand.2017.48.issue-4
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    Citations

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    Cited by:

    1. Klaus Schmidt & Jonas von Wangenheim, 2023. "Organizational Change and Reference-Dependent Preferences," Rationality and Competition Discussion Paper Series 430, CRC TRR 190 Rationality and Competition.
    2. Heiko Karle & Heiner Schumacher & Rune Vølund, 2020. "Consumer search and the uncertainty effect," Working Papers of Department of Economics, Leuven 657766, KU Leuven, Faculty of Economics and Business (FEB), Department of Economics, Leuven.
    3. Benjamin Balzer & Antonio Rosato, 2021. "Expectations-Based Loss Aversion in Auctions with Interdependent Values: Extensive vs. Intensive Risk," Management Science, INFORMS, vol. 67(2), pages 1056-1074, February.
    4. Jianqiang Zhang & Krista J. Li, 2021. "Quality Disclosure Under Consumer Loss Aversion," Management Science, INFORMS, vol. 67(8), pages 5052-5069, August.
    5. Yanfei Zhu & Yuli Wang & Ying Li & Xiaoxi Du & Qi Guo & Mo Chen & Yun Lin, 2022. "The Construction of Image Reference Points and Text Appeals Information Tailoring in Promoting Diners’ Public Environment Maintenance Behavior Intention," IJERPH, MDPI, vol. 19(21), pages 1-18, November.
    6. Balzer, Benjamin & Rosato, Antonio & von Wangenheim, Jonas, 2022. "Dutch vs. first-price auctions with expectations-based loss-averse bidders," Journal of Economic Theory, Elsevier, vol. 205(C).
    7. Jean-Michel Benkert, 2022. "Bilateral Trade with Loss-Averse Agents," Diskussionsschriften dp2203, Universitaet Bern, Departement Volkswirtschaft.
    8. Benjamin Balzer & Antonio Rosato, 2018. "Expectations-Based Loss Aversion in Common-Value Auctions: Extensive vs. Intensive Risk," Working Paper Series 50, Economics Discipline Group, UTS Business School, University of Technology, Sydney.
    9. Benjamin Balzer & Antonio Rosato, 2022. "Never Say Never: Optimal Exclusion and Reserve Prices with Expectations-Based Loss-Averse Buyers," Papers 2210.10938, arXiv.org, revised Jun 2023.
    10. Benjamin Balzer & Antonio Rosato & Jonas von Wangenheim, 2020. "Dutch versus First-Price Auctions with Dynamic Expectations-Based Reference-Dependent Preferences," Working Paper Series 2020/05, Economics Discipline Group, UTS Business School, University of Technology, Sydney.
    11. Aldo Pignataro, 2019. "The effects of loss aversion on deceptive advertising policies," Theory and Decision, Springer, vol. 87(4), pages 451-472, November.
    12. von Wangenheim, Jonas, 2021. "English versus Vickrey auctions with loss-averse bidders," Journal of Economic Theory, Elsevier, vol. 197(C).
    13. Kohei Daido & Tomoya Tajika, 2020. "Abstention by Loss-Averse Voters," Discussion Paper Series 205, School of Economics, Kwansei Gakuin University.
    14. März, Oliver, 2019. "Competitive persuasive advertising under consumer loss aversion," Economics Letters, Elsevier, vol. 185(C).
    15. Karle, Heiko & Schumacher, Heiner & Vølund, Rune, 2023. "Consumer loss aversion and scale-dependent psychological switching costs," Games and Economic Behavior, Elsevier, vol. 138(C), pages 214-237.

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