The Joy of Winning and the Frustration of Losing : A Psychophysiological Analysis of Emotions in First-price Sealed-bid Auctions

Title data

Astor, Philipp J. ; Adam, Marc T. P. ; Jähnig, Caroline ; Seifert, Stefan:
The Joy of Winning and the Frustration of Losing : A Psychophysiological Analysis of Emotions in First-price Sealed-bid Auctions.
In: Journal of Neuroscience, Psychology, and Economics. Vol. 6 (2013) Issue 1 . - pp. 14-30.
ISSN 2151-318X
DOI: https://doi.org/10.1037/a0031406

Official URL:

Abstract in another language

Research on emotions suggests that auction outcomes may elicit an aversive “frustration of losing,” as well as a rewarding “joy of winning” response. However, little is known about the intensity of these emotional reactions and how they relate to other factors in the auction process. In this paper, we present an experiment in which subjects participated in a sequence of first-price sealed-bid (FPSB) auctions. The psychophysiological measures skin conductance response (SCR) and heart rate (HR) were recorded as proxies for both the intensity and the valence of emotions. Our results show that the deceleratory responses in HR when losing an auction are stronger than when winning an auction. The drop in HR itself can be interpreted as a reaction to stimuli with negative emotional valence. Moreover, we found that winning an auction induces a stronger SCR compared to losing an auction. Interestingly, this effect even holds for different value classes and different amounts of payoffs. Moreover, we can show that bidders’ SCR.amp increase in the relation to the amount of money at stake. However, we cannot make a definite determination as to whether the valuation triggers this effect or the potential nominal payoff. We conclude that psychophysiological methodologies are appropriate for the measurement of rewarding, as well as immediate aversive emotions in market decision making, and even allow identifying fined-grained emotional characteristics.

Further data

Item Type:	Article in a journal
Refereed:	Yes
Institutions of the University:	Faculties Faculties > Faculty of Law, Business and Economics Faculties > Faculty of Law, Business and Economics > Department of Business Administration Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Chair Business Administration XI - Technology and Innovation Management > Chair Business Administration XI - Technology and Innovation Management - Univ.-Prof. Dr. Stefan Seifert Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Chair Business Administration XI - Technology and Innovation Management
Result of work at the UBT:	Yes
DDC Subjects:	300 Social sciences 300 Social sciences > 330 Economics
Date Deposited:	01 Jul 2015 06:04
Last Modified:	01 Jul 2015 06:04
URI:	https://eref.uni-bayreuth.de/id/eprint/15597