ERIC Number: EJ980440
Record Type: Journal
Publication Date: 2012-Nov
Pages: 10
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-0749-5978
EISSN: N/A
Available Date: N/A
Self-Other Decision Making and Loss Aversion
Polman, Evan
Organizational Behavior and Human Decision Processes, v119 n2 p141-150 Nov 2012
In eight studies, we tested the prediction that making choices for others involves less loss aversion than making choices for the self. We found that loss aversion is significantly lessened among people choosing for others in scenarios describing riskless choice (Study 1), gambling (Studies 2 and 3), and social aspects of life, such as likeably and status (Studies 4a-e). Moreover, we found this pattern in relatively realistic conditions where people are rewarded for making desirable (i.e., profitable) choices for others (Study 2), when the other for whom a choice is made is physically present (Study 3), and when real money is at stake (Studies 2 and 3). Finally, we found loss aversion is moderated when factors associated with self-other differences in decision making are taken into account, such as decision makers' construal level (Study 4a), regulatory focus (Study 4b), degree of information seeking (Study 4c), omission bias (Study 4d), and power (Study 4e). (Contains 1 table and 1 figure.)
Descriptors: Decision Making, Selection, Prediction, Anxiety, Information Seeking, Bias, Power Structure
Elsevier. 6277 Sea Harbor Drive, Orlando, FL 32887-4800. Tel: 877-839-7126; Tel: 407-345-4020; Fax: 407-363-1354; e-mail: usjcs@elsevier.com; Web site: http://www.elsevier.com
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A
Author Affiliations: N/A

Peer reviewed
Direct link
