Happy-go-lucky. Positive emotions boost demand for lotto

Zuzanna Halicka () and Michal Krawczyk
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Zuzanna Halicka: University of Warsaw

No 2014-09, Working Papers from Faculty of Economic Sciences, University of Warsaw

Abstract: The objective of this work was to investigate whether situational emotions can influence consumers’ decision to purchase lottery tickets. We conducted a field experiment in which positive or negative emotions were induced immediately prior to such a decision in 685 subjects unaware of their participation in a study. Two methods of induction—gambling related and gambling unrelated—were used to verify the robustness of the results. We found that subjects in whom positive emotions were induced, in both gambling and non-gambling contexts, bought lottery tickets significantly more often than subjects with negative emotions or those in the control group.

Keywords: decision making; lotteries; induced emotions; gambling-related cues; field experiment (search for similar items in EconPapers)
JEL-codes: D81 L83 (search for similar items in EconPapers)
Pages: 21 pages
Date: 2014
New Economics Papers: this item is included in nep-cbe, nep-exp and nep-neu
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

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http://www.wne.uw.edu.pl/inf/wyd/WP/WNE_WP126.pdf First version, 2014 (application/pdf)

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Persistent link: https://EconPapers.repec.org/RePEc:war:wpaper:2014-09

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