Erik Hoelzl's research while affiliated with University of Cologne and other places
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Publications (75)
Sharing economy organizations depend on customer cooperation. According to the existing theory, namely, the extended slippery slope framework, coercive and legitimate power are two means of achieving cooperation and trust. Based on this theory, we examine the role of coercive and legitimate power in the sharing economy in four studies. Study 1 has...
Conventional wisdom as well as marketing practice suggest that companies benefit from helping customers find them. Yet, sometimes customers find service venues on their own. We suggest that a sense of own discovery can benefit businesses because customers tend to bond more with what they have discovered for themselves. Situated in the hospitality i...
The slippery slope framework of tax compliance emphasizes the importance of trust in authorities as a substantial determinant of tax compliance alongside traditional enforcement tools like audits and fines. Using data from an experimental scenario study in 44 nations from five continents (N = 14,509), we find that trust in authorities and power of...
Are people more satisfied with decisions to resist or to indulge temptation? We propose that the effect of restraint versus indulgence on decision satisfaction depends on individual differences in lay rationalism, that is, reliance on reason versus feelings to guide decisions. Across 2 pilot studies and 9 main studies (N = 3,264) with different met...
Payment modes (e.g., cash vs. credit card) vary in the transparency of the outflow of money. Smartcards (multifunctional cards), which bundle payment with non-payment functions (e.g., loyalty programs, identification, and other information functions), have become an increasingly popular payment mode. This shift toward multifunctionality in payment...
Cambridge Core - Economics: General Interest - Economic Psychology - by Erich Kirchler
Consumer habits critically impact marketing decisions, but they may be misrepresented. Two studies show the effect of habit on consumer behavior is systematically underestimated when measured in hypothetical scenarios. Participants chose between unhealthy and healthy meals (study 1) or grocery items (study 2). Vouchers to food chains representing t...
This chapter introduces psychological perspectives on tax behaviour. It proposes that the interaction climate between taxpayers and tax authorities matters, and that the coordination of power and trust into a comprehensive approach to understanding and regulating tax behaviour is key. Economic psychology acknowledges that tax behaviour depends part...
http://acrwebsite.org/volumes/1021305/volumes/v44/NA-44
http://www.epia.ro/files/conference_book.pdf
In this paper, we investigate the role of different perspectives people take on their past moral and nonmoral behavior. Across two experiments, we show that when people focus on progress toward personal goals, past moral behavior leads to less future moral striving compared to past nonmoral behavior. However, when people focus on commitment toward...
In organizational change processes, employees develop expectations of future events and make affective forecasts about their affective reactions to these events. When making such affective forecasts, people often project their current affect onto future events without considering the unique characteristics of the events. Although affective forecast...
Consumption and payments have been shown to be closely associated in consumers' minds. Based on the idea of ‘coupling’, it is hypothesized that product‐related emotions will differ depending on payment type (i.e. repayment and prepayment). Moreover, it has been suggested that forecasted emotions do not always correspond to experienced emotions. Thi...
Financial transactions involve costs and benefits. This also holds for loan transactions where the loan itself constitutes the main cost and the loan-financed possession constitutes the main benefit. This paper aims to investigate how the way consumers mentally associate costs and benefits influences their evaluation of these costs and benefits. In...
Financial transactions involve costs and benefits. This also holds for loan transactions where the loan itself constitutes the main cost and the loan-financed possession constitutes the main benefit. This paper aims to investigate how the way consumers mentally associate costs and benefits influences their evaluation of these costs and benefits. In...
We examined the influence of feedback regarding alternatives on risk aversion and willingness to compromise in student loan negotiations. In a simulated negotiation, participants in the roles of bank advisors and clients received feedback about alternative offers either only after an impasse of the negotiation, or regardless of outcome. When receiv...
Consumer borrowing is a highly topical and multifaceted phenomenon as well as a popular subject for study. We focus on consumer credit use and review the existing literature. To categorize what is known we identify four main psychological perspectives on the phenomenon: credit use as (1) a reflection of the situation, (2) a reflection of the person...
The paper examines the effect of different payment modes on hedonic post-purchase product evaluations over time. Two theoretical frameworks—mental accounting and cognitive dissonance—suggest such an effect, but are contradictory regarding its direction. Additionally, the paper examines whether prospective consumers are able to correctly predict pos...
Loan repayment can be viewed as a sequence of instalments. Instalments can either fall over time (i.e., repaying more in the beginning and less in the end), rise or stay constant. Three studies investigated whether the well-established preference for improvement (i.e., falling profiles) can also be observed in a loan context. Results show that cons...
This paper examines a potential confirmation bias in price perception in consequence to a real-world event and different explanations for such a confirmation bias. In a panel design conducted 2 months before and after a raise in value-added tax (VAT), 303 participants had to estimate the current prices for four products affected and four products n...
Consumer behavior is receiving much attention in economic psychology. It is one of the most prominent fields of research, development, and application of economic decision theories (Kirchler & Hoelzl, 2006). While increasingly more economists are becoming aware of the relevance of the psychological perspective in advancing understanding of economic...
This section outlines the increasing interest of the scientific community in economic psychology and behavioral economics as a means to answer questions about human decision making in an economic/consumer context. It gives a quick overview of the activities of important societies in the field, such as the International Association for Research in E...
The present research examined variables moderating the influence of anticipated consumption-related emotions on consumer decisions. Two studies indicated that the intention to purchase a product and the intention to take out a loan were influenced by anticipated emotions. The influence of anticipated emotions was similar for hedonic and utilitarian...
Financial transactions involve costs and benefits. This also holds for loan transactions where the loan itself constitutes the main cost and the loan-financed possession constitutes the main benefit. This paper aims to investigate how the way consumers mentally associate costs and benefits influences their evaluation of these costs and benefits. In...
Consumers base many decisions on affective forecasts, i.e., predictions about future emotions. These predictions, however,
are susceptible to systematic biases. The present paper examines the accuracy of predicting emotional change in the consumer
context. The goals of the study were to examine whether predictions of a change in consumption-related...
Risk-defusing operators (RDO) are actions that reduce risk, to be enacted either before a negative event occurs (pre-event RDOs) or afterwards (post-event RDOs). For post-event RDOs, detection probability of the negative events is relevant. Regulatory focus theory suggests that promotion-oriented individuals - independent whether it is a personal d...
The correlation between price and product quality is usually found to be low, but still, consumers use a rule of thumb that
higher prices indicate higher quality. In the present study, data from the Austrian consumer magazine Konsument from 2004 to 2007 were analysed, and price–quality correlations were computed. Results confirm former studies as t...
Paying taxes can be considered a contribution to the welfare of a society. But even though tax payments are redistributed to citizens in the form of public goods and services, taxpayers often do not perceive many benefits from paying taxes. Information campaigns about the use of taxes for financing public goods and services could increase taxpayers...
Is the effort exerted to earn taxable income considered in compliance decisions? And if so, is hard-earned income or easy money more likely to be concealed from authorities? While economic theory postulates that prior costs should not affect present decisions, psychological research shows that prior investments of money, time, or effort do matter....
Loan use is a process over time, and the subjective loan burden may differ over stages. In this paper, experience of loan burden over time is contrasted with forecasts and recollections. Furthermore, it is suggested that loan burden relates to the mental association between the loan and the loan-financed goods. A survey of 117 homeowners at differe...
Financial behavior involves costs and benefits. How strongly costs and benefits are perceived as being related to each other is hypothesised to influence affect, cognition, and behavior. Thus, the subject of cost–benefit associations is relevant in several domains of applied psychology. Illustrated by examples from applied areas like consumption, w...
The present article suggests transforming a model of tax compliance to a model of compliance in organizations. The model considers the power of authorities and trust in authorities as the main moderators of compliance. Authorities can either enforce compliance to organizational goals through surveillance and punishment or enhance voluntary complian...
We assessed whether the degree to which consumers mentally associate costs and benefits of a loan transaction has an impact on consumer experiences. Three studies show that differences in strength and direction (from costs to benefits or vice versa) of associations are related to the perceived aversiveness of payments. Payments are the more painful...
We give semiparametric identification and estimation results for econometric models with a regressor that is endogenous, bound censored and selected,called a Tobin regressor. First, we show that true parameter value is set identified and characterize the identification sets. Second, we propose novel estimation and inference methods for this true va...
Is the effort invested to achieve taxable income,a relevant factor for tax compliance? If the value of income increases with the effort exerted, reluctance to pay taxes should be high. On the other hand, if income is perceived as compensation for one’s endeavor, there is too much at stake to take the risk of being audited and paying a fine. Consequ...
Information campaigns to increase tax compliance could be framed in different ways. They can either highlight the potential gains when tax compliance is high, or the potential losses when compliance is low. According to regulatory focus theory, such framing should be most effective when it is congruent with the promotion or prevention focus of its...
A framework for tax compliance is suggested in which both the power of tax authorities and trust in the tax authorities are relevant dimensions for understanding enforced and voluntary compliance. Dynamic interactions between power and trust are considered. Using the framework as a conceptual tool, factors studied in previous research, such as fine...
Economic decisions in private households involve two aspects: what to buy and how to finance it. Models of spending and financing are presented, and determinants of credit decisions in the private household are discussed. It is proposed that both situational characteristics (e.g., gender roles, children, and relationship quality) and process charac...
Taxpayers' willingness to cooperate with the state and its institutions in general, and their willingness to pay taxes in particular, depend on a variety of variables. While economists stress the relevance of external variables such as tax rate, income and probability of audits and severity of fines, psychological research shows that internal varia...
Ein wichtiger Teilbereich der Angewandten Psychologie
beschäftigt sich mit dem Erleben und Verhalten von
Menschen in verschiedenen wirtschaftlichen Kontexten.
An der Fakultät für Psychologie Universität Wien, wird
vor allem zu den speziellen Themenschwerpunkten
Arbeit und Alter, Unternehmensgründung und Selbstständigkeit,
Geldmanagement im privaten...
Volltext mit freundlicher Genehmigung des Verlags (10.09.2015).
Retail managers use psychological pricing to make the prices of goods appear to be just below a round number. The euro introduction in 2002, with its various exchange rates, distorted existing nominal price patterns while at the same time retaining real prices. We studied consumer prices before and after the introduction of the euro by using Benfor...
A group exhibits overconfidence if significantly more than half the group members declare to be better than the median in some characteristic. Overconfidence was found in verbal reports for a variety of characteristics and settings but was less often studied for choice behaviour. In an experiment we tested how perceived relative skill influences ve...
Hindsight bias for economic developments was studied, with particular focus on the moderating effects of attitudes and causal attributions. Participants (N = 263) rated the likelihood of several economic developments 6 months before and 6 months after the euro introduction in 2002. Hindsight bias occurred selectively for attitude-consistent economi...
Comparisons with counterfactual outcomes can influence choices in sequential decisions. We examine the effect of anticipated regret, and “social takeover”—the knowledge that someone else might take over an investment one has abandoned—on persistence on an investment task. Some participants received feedback about what would have happened if they ha...
In a residential community treatment setting, moods and emotional states of drug addicts were explored over a 1-year period. The specific form of treatment of heroin addiction employed in the communities is based on the importance of interpersonal relationships for psychosocial transition. Twenty-nine participants reported current mood, emotions, a...
Hindsight bias in economic expectations was investigated with particular focus on the moderating effects of attitudes. Stronger hindsight bias was expected for subjectively favorable economic developments. Six months before and after the introduction of the euro as the official book currency of the European Monetary Union, participants rated the pr...
The present study investigates changes in gender stereotypes by an unobtrusive method. Obituaries of deceased women and men in leading positions as published in four German language newspapers between 1974 and 1998 were analyzed. Following a previous study (E. Kirchler, 1992), terms used in the obituaries to describe former leaders were classified...
The process of becoming drug free is viewed as a psychosocial transition in the life of drug addicts. A specific form of treatment of heroin addiction within residential communities is based on the importance of interpersonal relationships for change. Well-being of 65 drug addicts during the first 2 weeks in a residential community is explored usin...
Purchase decisions in private households are complex processes where partners use several influence tactics in order to approximate their different positions. Previous work showed that gender, satisfaction with the relationship and relative dominance of partners are important determinants of tactic use. Rarely investigated are the consequences of a...
In recent years, a change in shareholders' demand can be noted: more and more investors ask for ethical investment opportunties. Investors are not only influenced by financial benefits but also by moral considerations. For example, shares of companies involved in the tobacco, alcohol or gambling industry are considered 'sin stocks' by some investor...
Citations
... Feelings of ownership of services can be enhanced prior to experiencing them. While businesses might expect that it is a good practice to help customers find and learn about the business, Kokkoris et al. (2020) reveal an intriguing effect. When a consumer finds a service venue on their own, the process of their own discovery heightens a sense of PO of the service provider and increases patronage intentions and actual consumption. ...
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... At the same time, the black money of tax evasion is the liquid financial blood that is reused, and distributed and does not reduce the dynamism of an economy. In contrast, tax avoidance affects large corporations, which usually keep their money in tax havens and thus reduce liquiditythe financial blood of an economy (Batrancea et al., 2019(Batrancea et al., , 2023. ...
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... Further investigations are therefore needed to determine if the manipulation of individuals' LR would influence their electricity choices. This can be done by asking participants to provide arguments for using reason instead of feelings, and vice versa, when making decisions (Kokkoris, Hoelzl, & Alós-Ferrer, 2019;May, 2017). ...
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... Sposoby doświadczania bezrobocia i wynikające z niego stany emocjonalne nie są jednak niezmienne. Możemy wprawdzie mówić o schemacie reakcji na utratę pracy (Zawadzki, Lazarsfeld 1935) czy uniwersalnym mechanizmie obniżania się nastroju osoby bezrobotnej (Kirchler, Hoelzl 2018), ale nie sposób zaprzeczyć, że dynamicznie zmieniające się realia społeczne oddziałują na doświadczenia poszczególnych jednostek i mogą różnicować intensywność przeżyć związanych z sytuacją bezrobocia. Różnić się też będzie dominujący w danej społeczności sposób przeżywania bezrobocia, jak też postrzegania osób bezrobotnych. ...
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... A fundamentação teórica desta pesquisa está fortemente baseada nos trabalhos clássicos de Kahneman e Tversky (1979) e de Tversky e Kahneman (1992), uma vez que estes são dois dos principais pilares da economia comportamental e também da moderna psicologia econômica. Adicionalmente, apresentações bastante didáticas, também empregadas aqui, podem ser encontradas em Kirchler e Hoelzl (2017) nos capítulos 2 e 3 e Dhami (2016) no capítulo 19. ...
... According to reports, youth can gauge how much they spend based on how transparent the payment methods they use are (Soman, 2003). As physical cash can resemble banknotes, therefore, the tendency of youths of not using e-wallet is higher and they want to avoid the pain of monopoly money (Gafeeva, Hoelzl & Roschk, 2018). Consumers' emotional "tune-in" to the actual amount of money paid is reduced while using e-wallets because of the system's apparent ease of use. ...
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... Second, actual consumption incidence can only be studied using data collected in a natural setting over a long period of time (Dholakia and Tam 2017;Herziger and Hoelzl 2017). Our unique dataset allows us to overcome these challenges and investigate this understudied consumer decision. ...
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... This dynamic can be established by elaborating the potential interaction effects of power and other economic factors in order to develop TC and committed cooperation in the improvement of public goods. Hence, the relation between tax authority and taxpayers is a significant component that forms TC behaviour [39]. The interview results generated from taxpayers and tax auditors [42] that supported the prior arguments which indicated to that tax auditors and taxpayers consider power as relationship determinant and they use this determinant to explain their tax relationships and formulating the TC behaviour. ...
... behavior are frequently observed in combination, reflecting a negotiator's preferred negotiation style [8,26,[30][31][32]. Researchers developed several typologies of negotiation behavior and the main distinction can be drawn between two basic strategic orientations of negotiators, i.e., value creation (= integrative strategy) and value claiming (= distributive strategy) [8,[30][31][32][33] While integrative negotiation behavior is associated with providing information on priorities, developing creative solutions, using logrolling and packaging of offers, distributive negotiation behavior includes the exchange of information on positions or facts (persuasive behavior), the use plies the risk of conflict escalation [34][35][36]. We therefore formulate the following n reements compared to negotiations supported by H2c: facilitative-mediation systems leads to more agreements than the use of passive systems. of substantiation, threats or power, and the exchange of single-issue offers. ...
... 3.1. Social Representations Theory: Understanding common sense thinking concerning relatedness Social Representations Theory (SRT) is a social psychological theory that examines the socially shared 'common sense' understandings that permeate the thoughts and feelings of lay people within a particular social context (Joffe, 1999). The theory of social representations was developed by Moscovici (1961Moscovici ( /1976Moscovici ( , 1984 and is explicitly concerned with the creation, replication and transformation of common sense thinking concerning social phenomena (Moscovici & Markova, 1998). ...
