An experimental analysis of the disposition effect in farmer’s selling behaviour

关于大规模经济后果的决策往往不得不在不确定性的情况下作出。在农业方面，经济销售时间的决定是这类决定的一个例子。虽然经济因素对最佳销售时间的影响已经在文献中讨论过，但对非货币影响因素的分析仅作了简要讨论。关于行为经济方面的相关性的第一点意见可以从金融部门得出。在这一部门，投资者行为中的处置效应被确定为一种强烈的认知扭曲，可能带来严重的负面财务后果，迄今为止尚未在农业部门详细研究这一效应。此外，还不知道哪些决定因素导致和影响处置效应的程度。这些研究空白将在本项目中加以审查。 将对农民进行经济试验，农民将出售储存的收获产品。他们的营销决策将被检查的处置效果的存在方面。以下问题必须问具体化的项目的目标：1。营销行为是否受到处置效应的影响？2.如何解释处置效应的程度？以下因素是否起作用：a）损失厌恶，B）后悔和骄傲等情绪，和/或c）社会人口统计学和操作变量？3.倾向效应的程度能否通过轻推的方式降低？由于该项目，对农民的决策行为产生了重要的见解，使农业利益攸关方能够建议采取行动，以提高他们的收入。此外，这些影响处置效果的措施/行动的结果将用于政治影响评估。

Decisions regarding large-scale economic consequences have to be often met under uncertainty. In the agricultural context, the decision of economic time of sales is an example for a decision of this kind. While the influence of economic aspects regarding the optimal time of sale has already been discussed in literature, the analysis of non-monetary influence factors has only been discussed briefly. First remarks for the relevance of behaviour economic aspects can be derived from the finance sector. In this sector the disposition effect has been identified in the behaviour of investors as a robust, cognitive distortion, which can bring strong negative financial consequences with it. This effect has not been examined in detail in the agricultural sector so far. Furthermore, it is not yet known which determinants cause and influence the extent of the disposition effect. These research gaps are to be examined in this project. An economic experiment will be conducted with farmers, where farmers will sell stored harvest products. Their marketing decisions will be examined as regards of the disposition effects existence.The following questions have to be asked to concretise the aims of the project: 1. Is the marketing behaviour influenced by a disposition effect?2. How can the extent of the disposition effect be explained? Do the following play a role: a) Loss aversion, b) emotions such as regret and pride and/or c) socio-demographic & operational variables?3. Can the extent of the disposition effect be reduced by means of nudging? As a result of the project, key insights into farmer’s decision behaviour are generated, allowing the agricultural stakeholders recommended action is their aim in order to improve their income. Furthermore, the results regarding these measures/actions, which influence the disposition effect, are to be used for political impact assessment.