Year: 2003
Type: article
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.
Author: Jayson L. Lusk
Institution: Purdue University West Lafayette
Language: English
Subfield: Economics and Econometrics
Domain: Social Sciences
Open Access status: green
Award: G2106872353
OpenAlex ID: W2159639859