The Endowment Effect
I recently discovered what appears to be the answer to yet another long standing question of mine; why do some people collect airplanes like mad, only to let them rot? If I told you it rests within the mind, would that be a surprise? The solution? It’s called the Endowment Effect (aka divestiture aversion), and put very simply it explains that the mere act of possessing something leads a person to place a disproportionate value on it.
Don’t let the basic nature of this effect fool you. There is a lot of power in simple ideas and this one, often able to explain many of the seemingly unexplainable day to day decisions of mankind, is no different. Therefore, in an effort to help you better understand it, let me offer an example.
There are two items, one that is worth ten dollars and one that is worth twenty. You can only afford ten dollars and although you want and would buy the twenty dollar item if you could, you only buy the one you can afford at ten dollars. The next day, the owner of the item worth twenty offers you a straight trade. The Endowment Effect explains why a large percentage of people would not take this logical trade for the one worth twenty as they place more importance on loss rather than gain. Loosing what they have in hand is thus very hard to do despite getting something worth more. This is suspected to be an evolutionary mental trick that would favor hunters and gatherers but in the modern world it often serves to reveal a shortcoming of the human mind. Whatever the case, it does seem to explain the wonderful old guy with fifty planes squirreled away in his back yard. We all know at least one and some of us over twenty. One such person recently gave me a glimpse of something rather unique.
There are two items, one that is worth ten dollars and one that is worth twenty. You can only afford ten dollars and although you want and would buy the twenty dollar item if you could, you only buy the one you can afford at ten dollars. The next day, the owner of the item worth twenty offers you a straight trade. The Endowment Effect explains why a large percentage of people would not take this logical trade for the one worth twenty as they place more importance on loss rather than gain. Loosing what they have in hand is thus very hard to do despite getting something worth more. This is suspected to be an evolutionary mental trick that would favor hunters and gatherers but in the modern world it often serves to reveal a shortcoming of the human mind. Whatever the case, it does seem to explain the wonderful old guy with fifty planes squirreled away in his back yard. We all know at least one and some of us over twenty. One such person recently gave me a glimpse of something rather unique.