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Introducing Upfront Money Can Decrease Discounting in Intertemporal Choices with Losses.

Cheng-Ming Jiang1, Hong-Yue Sun2, Sheng-Hua Zheng1

  • 1College of Economics and Management, Zhejiang University of Technology Hangzhou, China.

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Summary
This summary is machine-generated.

Adding upfront gains or losses to delayed financial choices reduces discounting. This study found that upfront money influences decisions involving losses, increasing preference for immediate options.

Keywords:
discounting rateintertemporal choice with gainsintertemporal choice with lossessalience accountupfront money effect

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Area of Science:

  • Behavioral Economics
  • Decision Science
  • Psychology

Background:

  • Individuals often prefer immediate rewards over delayed ones and delay immediate losses.
  • Previous research indicates upfront gains/losses can decrease discounting for rewards.
  • The salience hypothesis suggests upfront money increases the salience of financial aspects, favoring later rewards.

Purpose of the Study:

  • To investigate if upfront money influences intertemporal choices involving losses.
  • To extend the salience hypothesis to scenarios with delayed financial losses.
  • To examine the impact of upfront gains or losses on discounting of losses.

Main Methods:

  • Conducted two experiments using hypothetical monetary outcomes.
  • Presented participants with intertemporal choice scenarios involving losses.
  • Manipulated the presence of an upfront gain or loss in the choice scenarios.

Main Results:

  • Upfront gains or losses decreased discounting rates for intertemporal losses.
  • Preference shifted towards the smaller and sooner (SS) option when upfront money was introduced.
  • The findings support the salience hypothesis in the context of losses.

Conclusions:

  • The effect of upfront money extends to intertemporal choices involving losses.
  • Salience of the financial dimension plays a role in decisions about delayed losses.
  • Understanding these effects is crucial for addressing the discounting of delayed losses.