Effects of Cheap Talk on Consumer Willingness‐to‐Pay for Golden Rice

2003/10/16 by Jayson L. Lusk · 15 citations
Economics, Econometrics and Finance · Decision Sciences · Business, Management and Accounting · #Economic and Environmental Valuation #Decision-Making and Behavioral Economics #Customer Service Quality and Loyalty

paper · doi:10.1111/1467-8276.00492

Abstract

A large body of literature suggests willingness‐to‐pay is overstated in hypothetical valuation questions as compared to when actual payment is required. Recently, “cheap talk” has been proposed to eliminate the potential bias in hypothetical valuation questions. Cheap talk refers to process of explaining hypothetical bias to individuals prior to asking a valuation question. This study explores the effect of cheap talk in a mass mail survey using a conventional value elicitation technique. Results indicate that cheap talk was effective at reducing willingness‐to‐pay for most survey participants; however, consistent with previous research, cheap talk did not reduce willingness‐to‐pay for knowledgeable consumers.

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