Research

 Working Papers

    Persuasion of Loss-Averse Receivers Through Early Offers, April 2024

     (with Heiner Schumacher and Rune Vølund)  

R&R at Games and Economic Behavior            

      Search Costs and Context Effects, March 2024

       (with Florian Kerzenmacher, Heiner Schumacher, and Frank Verboven)                                  

   Work in Progress     

     The Limits of Bayesian Persuasion

     (with Michael Grubb)

     Seller Competition and Platform Coexistence: Evidence from Real Estate Platforms 

     (with Matthias Hunold, Ulrich Laitenberger and Jannika Schad)

  Publications

   Imperfect Targeting and Advertising Strategies, 

     (with Markus Reisinger)

     Management Science (forthcoming)

   Consumer Loss Aversion and Scale-Dependent Psychological Switching Costs,

     (with Heiner Schumacher and Rune Vølund) 

  Games and Economic Behavior, 138, 214-237 , (2023).    

     The Focusing Effect in Negotiations

    (with Andrea Canidio)

  Journal of Economic Behavior and Organization, 197,1-20, (2022).

   Student Performance and Loss Aversion

    (with Dirk Engelmann and Martin Peitz)

  Scandinavian Journal of Economics, 142(2), 420-456, (2022).

   Segmentation versus Agglomeration: Competition between Platforms with Competitive Sellers (Web Appendix)

    (with Martin Peitz and Markus Reisinger)

   Journal of Political Economy, 128(6), 2329-2374, (2020).

   Selling in Advance to Loss-Averse Consumers  (Web Appendix)

    (with Marc Möller)

  International Economic Review, 61(1), 441-468, (2020).

    Incomplete Contracting, Renegotiation, and Expectation-Based Loss Aversion

    (with Fabian Herweg and Daniel Müller)

  Journal of Economic Behavior & Organization 145, 176-201 (2018).

    Advertising and Attachment: Exploiting Loss Aversion through Pre-Purchase Information

    (with Heiner Schumacher)

    former title: Advertising Content when Consumers are Loss Averse

     RAND Journal of Economics 48(4), 875-1135 (2017).

     De-Targeting: Advertising an Assortment of Products to Loss-Averse Consumers

    (with Martin Peitz)

     European Economic Review 95, 103-124 (2017).

    Signaling Quality with Increased Incentives (Web Appendix)

   (with Heiner Schumacher and Christian E. Staat)

    European Economic Review 85, 8-21 (2016).

    Loss Aversion and Consumption Choice: Theory and Experimental Evidence (Web Appendix)

    (with Georg Kirchsteiger and Martin Peitz)

     American Economic Journal: Microeconomics 7(2), 101-120 (2015).

     Competition under Consumer Loss Aversion (Web Appendix)

    (with Martin Peitz)

     RAND Journal of Economics 45(1), 1-31 (2014).