Perceived Versus Actual Susceptibility to Normative Influence in the Presence of Defaulting Landlords

Review of Behavioral Finance, July 2011

36 Pages Posted: 28 Aug 2012

See all articles by Michael Seiler

Michael Seiler

College of William and Mary - Finance

David M. Harrison

UCF; Texas Tech University

Date Written: August 26, 2012

Abstract

Using an Instant Response Device within the context of a controlled experiment, we find that people’s self-assessment of Susceptibility to Normative Influence (SNI) differs substantially from the actual, or true, degree to which they are influenced by the actions of others. Actual SNI, a subconscious reaction to the behavior of those around us, can be altered when participants (falsely) believe their peers differ in their willingness to sign a new lease under various rental reduction incentives when their landlord has defaulted on his mortgage. The results are insensitive to eight alternative measures of actual SNI. This study supports the behavioral finance literature relating to herding in that we show people are very much willing to follow the lead of their peers, even in situations where information gain is not the likely derived benefit. Instead, people appear to herd in our study for social reasons.

Keywords: Susceptibility to Normative Influence, Falsely Induced Revealed Preferences, Residential Rental Market, Mortgage Defaults

JEL Classification: R30, Z00

Suggested Citation

Seiler, Michael and Harrison, David M., Perceived Versus Actual Susceptibility to Normative Influence in the Presence of Defaulting Landlords (August 26, 2012). Review of Behavioral Finance, July 2011. Available at SSRN: https://ssrn.com/abstract=2136626

Michael Seiler (Contact Author)

College of William and Mary - Finance ( email )

VA
United States

HOME PAGE: http://mason.wm.edu/faculty/directory/seiler_m.php

David M. Harrison

UCF ( email )

Orlando, FL 32816-1400
United States
407-823-1127 (Phone)

Texas Tech University ( email )

2500 Broadway
Lubbock, TX 79409
United States

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