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Loss Aversion Remove Loss Aversion →

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  • November 2022
  • Article

Opportunity Neglect: An Aversion to Low-probability Gains
By: Emily Prinsloo, Kate Barasz, Leslie K. John and Michael I. Norton
Seven preregistered studies (N = 2,890) conducted in the field, lab, and online document opportunity neglect: a tendency to reject opportunities with low probability of success, even when they come with little or no objective cost (e.g., time, money, reputation). In...  View Details
Keywords: Opportunities; Behavior; Risk and Uncertainty; Success; Perception
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  • Article

Choice Architects Reveal a Bias Toward Positivity and Certainty
By: David P. Daniels and Julian Zlatev
Biases influence important decisions, but little is known about whether and how individuals try to exploit others’ biases in strategic interactions. Choice architects—that is, people who present choices to others—must often decide between presenting choice sets with...  View Details
Keywords: Nudges; Biases; Strategic Decision Making; Social Influence; Choice Architects; Choice Architecture; Reflection Effect; Certainty Effect; Loss Aversion; Decision Making; Risk and Uncertainty; Power and Influence
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  • August 2017
  • Article

Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...  View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
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  • 2015
  • Working Paper

Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...  View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
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  • Article

How Institutional Investors Frame Their Losses: Evidence on Dynamic Loss Aversion from Currency Portfolios
By: Kenneth A. Froot, John Arabadjis, Sonya Cates and Stephen Lawrence
Currency investors exhibit a tendency to cut risk by pairing both longs and shorts following losses and a weaker tendency to add risk following gains. By differentiating between position level, portfolio level, and aggregate cross-portfolio losses in currency...  View Details
Keywords: Loss Aversion; Decision Choices and Conditions; Currency; Investment; Risk Management; Behavioral Finance
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  • Article

Institutional Portfolio Flows and International Investments
By: K. A. Froot and T. Ramadorai
Keywords: Loss Aversion; International Investment; Portfolio Investment; Asset Allocation; Decision Choices and Conditions; Currency; Investment; Risk Management; Behavioral Finance; Asset Pricing
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  • February 2007
  • Case

Behavioral Finance at JP Morgan
By: Malcolm P. Baker and Aldo Sesia
Following a successful model in Europe, JP Morgan has introduced a set of five U.S. retail mutual funds with an investment philosophy and marketing strategy grounded in behavioral finance. The asset management group believes that understanding investor biases like...  View Details
Keywords: Banks and Banking; Investment Funds; Behavioral Finance; Competitive Advantage; Asset Management; Marketing Strategy; Product Marketing; Customer Focus and Relationships; Banking Industry; Financial Services Industry; United States; Europe
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  • Forthcoming
  • Article

Can Security Design Foster Household Risk-Taking?
By: Laurent Calvet, Claire Célérier, Paolo Sodini and Boris Vallée
This paper shows that securities with a non-linear payoff design can foster household risk-taking. We demonstrate this effect empirically by exploiting the introduction of capital guarantee products in Sweden from 2002 to 2007. The fast and broad adoption of these...  View Details
Keywords: Financial Innovation; Household Finance; Structured Products; Stock Market Participation; Finance; Innovation and Invention; Household; Personal Finance; Risk and Uncertainty; Behavior; Market Participation
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