Does Consumer's Happiness and Other Emotions Signaling Affect Seller's Prices? Theory and Evidence From Six Field Studies
Datos Bibliográficos
| ID | 3233993 |
|---|---|
| Autores | Guy Barokas (0000-0001-8649-3747, Ruppin Academic Center, autor de correspondencia), Arie Sherman (0000-0003-1085-1194, Ruppin Academic Center) |
| Año | 2024 |
| Volumen | 14 |
| Número | 2 |
| Fecha de publicación | 2024-04-01 |
| Peer Reviewed | Sí |
| Open Access | Sí |
| Tipo | ARTICLE |
| Revista | SAGE Open (JOURNAL) |
| Identificadores de la revista | ISSN: 2158-2440 • E-ISSN: 2158-2440 |
| Editorial | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/21582440241241455 |
| OpenAlex | W4394858832 |
| Idioma | EN |
| Citas recibidas | 1 |
| Referencias citadas | 56 |
The factors that determine the prices of goods and services are within the core inquiry of economic science. Do consumer's emotions affect seller's selling prices? The current study explores this issue through six field studies. The first four studies focus on happiness, demonstrating for the first time that happiness signals affect the prices of products and services. Happy customers are offered to pay lower price for goods-cellphones and bicycles-and for related services. The results are relevant both in face-to-face and online interactions and in between-and within-subject designs, implying that extended real income is another objective benefit of individual happiness. Two additional experiments do not show the same effect when other emotions-anger and disgust-are signaled by the consumer. We present a formal model for the positive happiness premium and discuss the welfare implications of our findings. JEL classification: C93, D01, D21
Anger · Business · Disgust · Economics · Economy · Goods and services · Happiness · Sociology · Cultural Differences and Values · Psychological Well-being and Life Satisfaction · Psychology · Social and Cultural Dynamics · Social Psychology · Marketing
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| Obras citantes distintas | 1 |
|---|---|
| Citas por año | 1 |
| Intervalo de citas | 2025 - 2025 (1) |
| Velocidad de citación | recent |
| Altamente citado | No |
| Tipos de cita | Neutras: 1 |