The endowment effect on Academic Chores Trade-Off (ACTO)

Amira Galin, Miron Gross Sigal Sapir, Irit Kela-Egozi

Research output: Contribution to journalArticlepeer-review


The present study aimed to investigate three questions concerning Kahneman's Endowment Effect, (a) Does the Endowment Effect apply to negotiations on intangible items such as intellectual resources and time invested in academic chores? (b) Does the sequence in which proposals are presented to the negotiators influence the Endowment Effect and. if so, how? (c) Does the Endowment Effect have the same impact in on-going negotiations as in one-shot negotiations? The investigation focused on the trade-off' made by students between advanced courses and seminars, which we term as Academic Chores Trade-Off (ACTO). The results indicated the existence of the Endowment Effect in negotiations on the above intangible items (ACTO) but could also be partially interpreted as reflecting the negotiators attempts to improve their positions. The results also supported the existence of a Sequence Effect combined with an intensification of the Endowment Effect. The Endowment Effect in on-going negotiations was not found to be significantly different from that in the one-shot format.

Original languageEnglish
Pages (from-to)335-357
Number of pages23
JournalTheory and Decision
Issue number2-3
StatePublished - May 2006


  • Endowment effect
  • On-going negotiations
  • One-shot negotiations
  • Sequence effect


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