We explore the role of self-regulatory orientations on the disposition effect (DE), the propensity of investors to sell assets at gain faster than those at loss. We hypothesize that both promotion and prevention focus oriented investors will exhibit a reduced disposition effect but through different behavioral mechanisms. Promotion-oriented investors are prone to hold winning stocks in favor of higher returns, while prevention oriented investors stress a stop-loss strategy to avoid negative outcomes. In two studies, we combine the assessment and experimental manipulation of self-regulatory orientations with individual financial data from a trading exercise. In a sample of 64 participants, we show that a promotion focus induces investors to wait before selling winners (lower DE); under prevention focus investors exhibit a tendency to cash in loss rapidly (lower DE). This is found to hold for regulatory focus experienced as both psychology states and traits.

Promotion and Prevention focus orientation in mitigating the disposition effect / Cecchini, Marco; Bagozzi, Richard; Vagnani, Gianluca. - In: ACADEMY OF MANAGEMENT ANNUAL MEETING PROCEEDINGS. - ISSN 2151-6561. - I:(2018), pp. 1-30. [10.5465/AMBPP.2018.10360abstract]

Promotion and Prevention focus orientation in mitigating the disposition effect

Cecchini Marco
Membro del Collaboration Group
;
Vagnani Gianluca
Membro del Collaboration Group
2018

Abstract

We explore the role of self-regulatory orientations on the disposition effect (DE), the propensity of investors to sell assets at gain faster than those at loss. We hypothesize that both promotion and prevention focus oriented investors will exhibit a reduced disposition effect but through different behavioral mechanisms. Promotion-oriented investors are prone to hold winning stocks in favor of higher returns, while prevention oriented investors stress a stop-loss strategy to avoid negative outcomes. In two studies, we combine the assessment and experimental manipulation of self-regulatory orientations with individual financial data from a trading exercise. In a sample of 64 participants, we show that a promotion focus induces investors to wait before selling winners (lower DE); under prevention focus investors exhibit a tendency to cash in loss rapidly (lower DE). This is found to hold for regulatory focus experienced as both psychology states and traits.
2018
Disposition effect; prevention and promotion regulatory focus
01 Pubblicazione su rivista::01a Articolo in rivista
Promotion and Prevention focus orientation in mitigating the disposition effect / Cecchini, Marco; Bagozzi, Richard; Vagnani, Gianluca. - In: ACADEMY OF MANAGEMENT ANNUAL MEETING PROCEEDINGS. - ISSN 2151-6561. - I:(2018), pp. 1-30. [10.5465/AMBPP.2018.10360abstract]
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11573/1190464
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