IKEA Effect vs. Trophy Effect - An Experimental Comparison

Christoph Buehren () and Marco Plessner ()
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Christoph Buehren: Clausthal University of Technology
Marco Plessner: Hamm-Lippstadt University of Applied Sciences

MAGKS Papers on Economics from Philipps-Universität Marburg, Faculty of Business Administration and Economics, Department of Economics (Volkswirtschaftliche Abteilung)

Abstract: Successful work – either invested to create or to obtain a product – increases the customer’s valuation of the product. These phenomena are called the IKEA and the trophy effect. We test both of them separately as well as combined and find that the trophy winner effect looms larger than the IKEA effect for inexpensive items, in our case paper planes. For more expensive products, in our case 3-D-puzzles, we find a trophy loser effect. Positive emotions of trophy winners drive our result for inexpensive products, whereas negative emotions of trophy losers drive our result for more expensive products. We discuss the implications of our findings.

Keywords: effort; labor; competition; achievement; failure; valuation (search for similar items in EconPapers)
Pages: 22 pages
Date: 2020
New Economics Papers: this item is included in nep-exp
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Persistent link: https://EconPapers.repec.org/RePEc:mar:magkse:202037

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