“Selling” Value: The Influence of Language on Willingness-to-Accept
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{"title"=>"\"Selling\" value: The influence of language on willingness-to-accept", "type"=>"journal", "authors"=>[{"first_name"=>"Kirk F.", "last_name"=>"Manson", "scopus_author_id"=>"55416159900"}, {"first_name"=>"Ifat", "last_name"=>"Levy", "scopus_author_id"=>"7103255374"}], "year"=>2015, "source"=>"PLoS ONE", "identifiers"=>{"sgr"=>"84926307766", "doi"=>"10.1371/journal.pone.0120292", "pui"=>"603554917", "issn"=>"19326203", "pmid"=>"25822825", "scopus"=>"2-s2.0-84926307766"}, "id"=>"4cafa3c5-d8af-3317-a0c5-8806bdc98a4e", "abstract"=>"In behavioral economics, the \"endowment effect\" describes the robust finding that prices people are willing to accept (WTA) for a good exceed prices people are willing to pay (WTP) for the same good. The increase in WTA values is often explained by the sellers' negative hedonic response to losing their item. Recent studies, however, show that subtle cues may change participants' perspective, influencing their valuations. We hypothesized that implicit connotations of instructional language may be one of those cues. To test this hypothesis we manipulated the wording of instructions in two conditions: in the Sell condition, subjects were endowed with a set of pens and asked to select an amount of money for which they would sell the pens back and in the Take condition, subjects were endowed with the pens and asked to select an amount of money they would take for the pens. Participants in each condition also estimated the market value of the pens. Consistent with our hypothesis, WTA in the Sell condition was higher than in the Take condition, though there were no differences in market values between conditions. These findings show that instructional language does influence participant valuations. Furthermore, we suggest that those being asked to \"sell\" use their market estimations as the salient reference point in the transaction.", "link"=>"http://www.mendeley.com/research/selling-value-influence-language-willingnesstoaccept", "reader_count"=>10, "reader_count_by_academic_status"=>{"Unspecified"=>1, "Researcher"=>2, "Student > Master"=>4, "Student > Bachelor"=>1, "Professor"=>2}, "reader_count_by_user_role"=>{"Unspecified"=>1, "Researcher"=>2, "Student > Master"=>4, "Student > Bachelor"=>1, "Professor"=>2}, "reader_count_by_subject_area"=>{"Unspecified"=>2, "Medicine and Dentistry"=>1, "Business, Management and Accounting"=>3, "Psychology"=>2, "Social Sciences"=>1, "Economics, Econometrics and Finance"=>1}, "reader_count_by_subdiscipline"=>{"Medicine and Dentistry"=>{"Medicine and Dentistry"=>1}, "Social Sciences"=>{"Social Sciences"=>1}, "Psychology"=>{"Psychology"=>2}, "Economics, Econometrics and Finance"=>{"Economics, Econometrics and Finance"=>1}, "Business, Management and Accounting"=>{"Business, Management and Accounting"=>3}, "Unspecified"=>{"Unspecified"=>2}}, "group_count"=>3}

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Figshare

  • {"files"=>["https://ndownloader.figshare.com/files/1996004"], "description"=>"<p>a) Correlation of WTA prices compared to participants Market estimations for participant explicitly asked to “sell” (Sell), significant at p < 0.0001; b) Correlation of WTA prices compared to participants market estimations for participant explicitly asked to “take for” (Take), significant at p < 0.0001; Fischer r—z for the difference in correlations showed a significant difference between the correlations, significant at p < 0.05.</p>", "links"=>[], "tags"=>["influence participant valuations", "prices people", "wtp", "wta"], "article_id"=>1361704, "categories"=>["Biological Sciences", "Science Policy"], "users"=>["Kirk F. Manson", "Ifat Levy"], "doi"=>"https://dx.doi.org/10.1371/journal.pone.0120292.g004", "stats"=>{"downloads"=>1, "page_views"=>10, "likes"=>0}, "figshare_url"=>"https://figshare.com/articles/_Relationship_of_WTA_to_Market_Estimations_/1361704", "title"=>"Relationship of WTA to Market Estimations.", "pos_in_sequence"=>0, "defined_type"=>1, "published_date"=>"2015-03-30 04:35:02"}
  • {"files"=>["https://ndownloader.figshare.com/files/1996001"], "description"=>"<p>a) Study 2 distribution of participants’ median market estimations (Market). b) Study 2 distribution of willingness-to-accept (WTA) median values indicated as the participants’ bottom lines to either sell back their pens (Sell) or take money for their pens (Take); * significant at p < 0.05, (Mann-Whitney U test).</p>", "links"=>[], "tags"=>["influence participant valuations", "prices people", "wtp", "wta"], "article_id"=>1361701, "categories"=>["Biological Sciences", "Science Policy"], "users"=>["Kirk F. Manson", "Ifat Levy"], "doi"=>"https://dx.doi.org/10.1371/journal.pone.0120292.g002", "stats"=>{"downloads"=>0, "page_views"=>6, "likes"=>0}, "figshare_url"=>"https://figshare.com/articles/_Study_2_/1361701", "title"=>"Study 2.", "pos_in_sequence"=>0, "defined_type"=>1, "published_date"=>"2015-03-30 04:35:02"}
  • {"files"=>["https://ndownloader.figshare.com/files/1995999"], "description"=>"<p>a) Study 1 distribution of participants’ median market estimations (Market) of the pens. b) Study 1 distribution of willingness-to-accept (WTA) median values indicated as the participants’ bottom lines to either sell back their pens (Sell) or take money for their pens (Take); *** significant at p = 0.001, (Mann-Whitney U test).</p>", "links"=>[], "tags"=>["influence participant valuations", "prices people", "wtp", "wta"], "article_id"=>1361699, "categories"=>["Biological Sciences", "Science Policy"], "users"=>["Kirk F. Manson", "Ifat Levy"], "doi"=>"https://dx.doi.org/10.1371/journal.pone.0120292.g001", "stats"=>{"downloads"=>1, "page_views"=>4, "likes"=>0}, "figshare_url"=>"https://figshare.com/articles/_Study_1_/1361699", "title"=>"Study 1.", "pos_in_sequence"=>0, "defined_type"=>1, "published_date"=>"2015-03-30 04:35:02"}
  • {"files"=>["https://ndownloader.figshare.com/files/1996005", "https://ndownloader.figshare.com/files/1996006"], "description"=>"<div><p>In behavioral economics, the “endowment effect” describes the robust finding that prices people are willing to accept (WTA) for a good exceed prices people are willing to pay (WTP) for the same good. The increase in WTA values is often explained by the sellers’ negative hedonic response to losing their item. Recent studies, however, show that subtle cues may change participants’ perspective, influencing their valuations. We hypothesized that implicit connotations of instructional language may be one of those cues. To test this hypothesis we manipulated the wording of instructions in two conditions: in the Sell condition, subjects were endowed with a set of pens and asked to select an amount of money for which they would sell the pens back and in the Take condition, subjects were endowed with the pens and asked to select an amount of money they would take for the pens. Participants in each condition also estimated the market value of the pens. Consistent with our hypothesis, WTA in the Sell condition was higher than in the Take condition, though there were no differences in market values between conditions. These findings show that instructional language does influence participant valuations. Furthermore, we suggest that those being asked to “sell” use their market estimations as the salient reference point in the transaction.</p></div>", "links"=>[], "tags"=>["influence participant valuations", "prices people", "wtp", "wta"], "article_id"=>1361705, "categories"=>["Biological Sciences", "Science Policy"], "users"=>["Kirk F. Manson", "Ifat Levy"], "doi"=>["https://dx.doi.org/10.1371/journal.pone.0120292.s001", "https://dx.doi.org/10.1371/journal.pone.0120292.s002"], "stats"=>{"downloads"=>1, "page_views"=>5, "likes"=>0}, "figshare_url"=>"https://figshare.com/articles/_8220_Selling_8221_Value_The_Influence_of_Language_on_Willingness_to_Accept_/1361705", "title"=>"“Selling” Value: The Influence of Language on Willingness-to-Accept", "pos_in_sequence"=>0, "defined_type"=>4, "published_date"=>"2015-03-30 04:35:02"}
  • {"files"=>["https://ndownloader.figshare.com/files/1996003"], "description"=>"<p>a) Distribution of combined median market estimations (Study 1 and Study 2). b) Distribution of combined willingness-to-accept (WTA) median values. *** significant at p < 0.001, (Mann-Whitney U test).</p>", "links"=>[], "tags"=>["influence participant valuations", "prices people", "wtp", "wta"], "article_id"=>1361703, "categories"=>["Biological Sciences", "Science Policy"], "users"=>["Kirk F. Manson", "Ifat Levy"], "doi"=>"https://dx.doi.org/10.1371/journal.pone.0120292.g003", "stats"=>{"downloads"=>4, "page_views"=>6, "likes"=>0}, "figshare_url"=>"https://figshare.com/articles/_Combined_Study_1_and_Study_2_/1361703", "title"=>"Combined Study 1 and Study 2.", "pos_in_sequence"=>0, "defined_type"=>1, "published_date"=>"2015-03-30 04:35:02"}

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Relative Metric

{"start_date"=>"2015-01-01T00:00:00Z", "end_date"=>"2015-12-31T00:00:00Z", "subject_areas"=>[]}
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