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IKEA Effect vs. Trophy Effect - An Experimental Comparison

Author

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  • Christoph Buehren

    (Clausthal University of Technology)

  • Marco Plessner

    (Hamm-Lippstadt University of Applied Sciences)

Abstract

Successful work – either invested to create or to obtain a product – increases the customer’s valuation of the product. These phenomena are called the IKEA and the trophy effect. We test both of them separately as well as combined and find that the trophy winner effect looms larger than the IKEA effect for inexpensive items, in our case paper planes. For more expensive products, in our case 3-D-puzzles, we find a trophy loser effect. Positive emotions of trophy winners drive our result for inexpensive products, whereas negative emotions of trophy losers drive our result for more expensive products. We discuss the implications of our findings.

Suggested Citation

  • Christoph Buehren & Marco Plessner, 2020. "IKEA Effect vs. Trophy Effect - An Experimental Comparison," MAGKS Papers on Economics 202037, Philipps-Universität Marburg, Faculty of Business Administration and Economics, Department of Economics (Volkswirtschaftliche Abteilung).
    • Handle: RePEc:mar:magkse:202037
    as

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    References listed on IDEAS

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    Keywords

    effort; labor; competition; achievement; failure; valuation;
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