Elicitation-Based Preference Reversals in Consumer Goods

Michael O'Donnell, Ellen R.K. Evers
2017 Social Science Research Network  
We demonstrate preference reversals over consumer goods in hypothetical and incentive compatible settings. Participants prefer a utilitarian good when indicating willingness-to-pay more than when choosing. This is due to participants relying more on their affective responses when making a choice. The effect is attenuated when participants are told to deliberate.
doi:10.2139/ssrn.2959609 fatcat:v4mkmn7zerepzk5xjtymal63sa