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dc.contributor.authorChatterjee, Promothesh
dc.contributor.authorIrmak, Caglar
dc.contributor.authorRose, Randall L.
dc.date.accessioned2014-06-12T15:02:32Z
dc.date.available2015-02-02T09:00:22Z
dc.date.issued2013-10-03
dc.identifier.citationPromothesh Chatterjee, Caglar Irmak, and Randall L. Rose . 2013. “The Endowment Effect as Self-Enhancement in Response to Threat.” Journal of Consumer Research 40(3): 460-476. http://dx.doi.org/10.1086/671344
dc.identifier.issn0093-5301
dc.identifier.urihttp://hdl.handle.net/1808/14032
dc.descriptionThis is the publisher's version, also available electronically from http://www.jstor.org/stable/info/10.1086/671344.
dc.description.abstractThe discrepancy between willingness to pay (WTP) and willingness to accept (WTA) for a product, referred to as the endowment effect, has been investigated and replicated across various domains because of its implications for rational decision making. The authors assume that implicit processes operate in the endowment effect and propose an explanation that is derived from the two main accounts of the effect, ownership and loss aversion. Based on the implicit egotism and self-affirmation literatures, the model argues that selling is perceived as an implicit self-threat and that sellers, as a part of their automatic defense mechanism, respond to this self-threat by enhancing the value of the self-associated object. Five studies test these conjectures and provide support for the proposed model.
dc.publisherUniversity of Chicago Press
dc.titleEndowment Effect as Self-Enhancement in Response to Threat
dc.typeArticle
kusw.kuauthorChatterjee, Promothesh
kusw.kudepartmentBusiness
kusw.oastatusfullparticipation
kusw.embargo.terms2014-10-03
dc.identifier.doi10.1086/671344
kusw.oaversionScholarly/refereed, publisher version
kusw.oapolicyThis item meets KU Open Access policy criteria.
dc.rights.accessrightsopenAccess


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