Conventional or Reverse Magnitude Effect for Negative Outcomes: A Matter of Framing

71 Pages Posted: 17 Nov 2016 Last revised: 21 Nov 2022

See all articles by Wolfgang Breuer

Wolfgang Breuer

RWTH Aachen University

Can Kalender Soypak

RWTH Aachen University - Chair for Business Administration, particularly Business Finance

Bertram I. Steininger

Royal Institute of Technology (KTH)

Date Written: November 21, 2022

Abstract

We present and expand existing theories about why individuals may assess positive outcomes differently from negative outcomes in intertemporal choices. All of our theories – based on utility or cost considerations – predict a conventional magnitude effect for positive outcomes, i.e., a negative relation between outcome size and subjective discount rates. For negative outcomes, however, implications are different for utility- and cost-based approaches. We argue that the relevance of utility-based aspects is strengthened in a money frame, leading to a conventional magnitude effect even for negative outcomes, whereas cost-based considera¬tions gain in importance in an interest rate frame, implying, in contrast, a “reverse” magnitude effect, i.e. higher discount rates for (absolutely) higher outcome size. A web-based experiment with 676 participants confirms our theoretical findings: the conventional magnitude effect prevails for positive outcomes in the money and the interest rate frame and for negative outcomes in the money frame. However, there is a reverse magnitude effect for negative outcomes in the interest rate frame. Our results might help to better understand prevailing magnitude effects in practical applications and might also be apt to derive suggestions for better designing of intertemporal decision problems.

Keywords: discounting anomalies, intertemporal choice, framing, magnitude effect, reverse magnitude effect, P2P lending

JEL Classification: D14, D90, D91, G02, G12

Suggested Citation

Breuer, Wolfgang and Soypak, Can Kalender and Steininger, Bertram I., Conventional or Reverse Magnitude Effect for Negative Outcomes: A Matter of Framing (November 21, 2022). Available at SSRN: https://ssrn.com/abstract=2176784 or http://dx.doi.org/10.2139/ssrn.2176784

Wolfgang Breuer

RWTH Aachen University ( email )

Templergraben 55
D-52056 Aachen, 52056
Germany

Can Kalender Soypak

RWTH Aachen University - Chair for Business Administration, particularly Business Finance ( email )

Templergraben 55
52056 Aachen, 52056
Germany

Bertram I. Steininger (Contact Author)

Royal Institute of Technology (KTH) ( email )

Stockholm
Sweden

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