Why do we overestimate others’ willingness to pay?
Why do we overestimate others’ willingness to pay?
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为什么我们高估别人的支付意愿？
DOI：
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发表时间：
2016
影响因子：
2.5
通讯作者：
Mitchell J. Callan
中科院分区：
文献类型：
--
作者：
W. Matthews;A. Gheorghiu;Mitchell J. Callan
人们通常会高估其他人愿意为消费品和服务支付多少钱。我们调查了对他人富裕的潜在信念在多大程度上导致了这种高估。在研究1、2a和2b中，我们发现，平均而言，参与者认为参与研究的其他人比自己“有更多的钱”和“更多的可支配收入”。这些信念的程度与高估支付意愿(WTP)呈正相关。研究3表明，收入信念与WTP之间的联系是因果的，研究4、5a和5b表明，它符合真实金融交易的组间设计，不受准确性激励的影响。研究6更详细地考察了对他人收入的估计，并结合先前的研究表明，参与者报告的对他人富裕程度的看法取决于问题的框架。总而言之，数据表明，高估效应的个体差异部分是由于不同的富裕信念，总体富裕估计偏差可能导致高估他人支付意愿的净倾向。
People typically overestimate how much others are prepared to pay for consumer goods and services. We investigated the extent to which latent beliefs about others’ affluence contribute to this overestimation. In Studies 1, 2a, and 2b we found that participants, on average, judge the other people taking part in the study to “have more money” and “have more disposable income” than themselves. The extent of these beliefs positively correlated with the overestimation of willingness to pay (WTP). Study 3 shows that the link between income-beliefs and WTP is causal, and Studies 4, 5a, and 5b show that it holds in a between-group design with a real financial transaction and is unaffected by accuracy incentives. Study 6 examines estimates of others’ income in more detail and, in conjunction with the earlier studies, indicates that participants’ reported beliefs about others’ affluence depend upon the framing of the question. Together, the data indicate that individual differences in the overestimation effect are partly due to differing affluence-beliefs, and that an overall affluence-estimation bias may contribute to the net tendency to overestimate other people’s willingness to pay.
影响因子：
2.5
作者：
W. Matthews;Neil Stewart
通讯作者：
W. Matthews;Neil Stewart
影响因子：
4.3
作者：
Barr, Dale J.;Levy, Roger;Scheepers, Christoph;Tily, Harry J.
通讯作者：
Tily, Harry J.
影响因子：
6.6
作者：
Nakagawa, Shinichi;Schielzeth, Holger
通讯作者：
Schielzeth, Holger