title: Pricing risk and ambiguity: the effect of perspective taking.
abstract: In the valuation of uncertain prospects, a difference is often observed between selling and buying perspectives. This paper distinguishes between risk (known probabilities) and ambiguity (unknown probabilities) in decisions under uncertainty and shows that the valuation disparity increases under ambiguity compared to risk. It is found that both the comparative versus noncomparative evaluation of risky and ambiguous prospects and the uniqueness of the valuation perspective (either seller or buyer) moderate this increase in the disparity under ambiguity. The finding is consistent with recent theoretical accounts of pricing under uncertainty. We discuss implications for market behaviour and for the ambiguity paradigm as a research tool.
authors.affiliation: Department of Social Psychology & Department of Economics, Tilburg University, Tilburg, The Netherlands. s.t.trautmann@uvt.nl
authors.forename: Stefan T
authors.initials: ST
authors.lastname: Trautmann
authors.forename: Ulrich
authors.initials: U
authors.lastname: Schmidt
mesh_terms: D002755:Choice Behavior; D003365:Costs and Cost Analysis; D006801:Humans; D012306:Risk; D035501:Uncertainty; D055815:Young Adult