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Understanding the reference effect

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  • Masatlioglu, Yusufcan
  • Uler, Neslihan

Abstract

This paper explores how a change in a default—specifically, an exogenously given reference point—affects individual preferences. While reference dependence is extensively studied, very little is known regarding the impact of reference points on individual choice behavior when the reference points themselves are not chosen (Reference Effect). We identify critical properties that differentiate between classes of reference-dependent models and test them. We find that the reference effect exists for asymmetrically dominated reference points, but we do not see any evidence of a reference effect for symmetrically dominated reference points. Some of the existing models are mostly consistent with our data but lack predictive power. None of the models offers the particular predictions that our experiment suggests. Finally, we also tease apart the differences between the reference effect and the asymmetric dominance effect (decoy effect), a well-known phenomenon observed in the literature on context-dependent choice.

Suggested Citation

  • Masatlioglu, Yusufcan & Uler, Neslihan, 2013. "Understanding the reference effect," Games and Economic Behavior, Elsevier, vol. 82(C), pages 403-423.
  • Handle: RePEc:eee:gamebe:v:82:y:2013:i:c:p:403-423
    DOI: 10.1016/j.geb.2013.07.009
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    2. Guney, Begum & Richter, Michael, 2018. "Costly switching from a status quo," Journal of Economic Behavior & Organization, Elsevier, vol. 156(C), pages 55-70.
    3. Tserenjigmid, Gerelt, 2019. "Choosing with the worst in mind: A reference-dependent model," Journal of Economic Behavior & Organization, Elsevier, vol. 157(C), pages 631-652.
    4. Miguel Costa-Gomes & Georgios Gerasimou, 2020. "Status Quo Bias and the Decoy Effect: A Comparative Analysis in Choice under Risk," Papers 2006.14868, arXiv.org, revised Nov 2021.
    5. Dean, Mark & Kıbrıs, Özgür & Masatlioglu, Yusufcan, 2017. "Limited attention and status quo bias," Journal of Economic Theory, Elsevier, vol. 169(C), pages 93-127.
    6. Thomas Demuynck, 2015. "Statistical inference for measures of predictive success," Theory and Decision, Springer, vol. 79(4), pages 689-699, December.
    7. Kovach, Matthew & Suleymanov, Elchin, 2023. "Reference dependence and random attention," Journal of Economic Behavior & Organization, Elsevier, vol. 215(C), pages 421-441.
    8. Sharma, Ishant & Mishra, Sabyasachee, 2022. "Quantifying the consumer’s dependence on different information sources on acceptance of autonomous vehicles," Transportation Research Part A: Policy and Practice, Elsevier, vol. 160(C), pages 179-203.
    9. Mark Dean & Ozgur Kibris & Yusufcan Masatlioglu, 2014. "Limited Attention and Status Quo Bias," Working Papers 2014-11, Brown University, Department of Economics.
    10. Qin, Dan, 2021. "Exclusive shortlisting choice with reference," Economics Letters, Elsevier, vol. 198(C).
    11. Kovach, Matthew, 2020. "Twisting the truth: foundations of wishful thinking," Theoretical Economics, Econometric Society, vol. 15(3), July.
    12. Yuanyuan Xu & Xiuyan Ma & Gengui Zhou, 2022. "Coordination of Automobile Supply Chain Considering Relative Endurance Level under the Dual-Credit Policy," Sustainability, MDPI, vol. 14(21), pages 1-20, October.
    13. Heydari, Pedram, 2021. "Luce arbitrates: Stochastic resolution of inner conflicts," Games and Economic Behavior, Elsevier, vol. 126(C), pages 33-74.

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    More about this item

    Keywords

    Status quo bias; Endowment effect; Loss aversion; Diminishing sensitivity; Laboratory experiment; Reference effect;
    All these keywords.

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D11 - Microeconomics - - Household Behavior - - - Consumer Economics: Theory
    • D81 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Criteria for Decision-Making under Risk and Uncertainty

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