A Behavioral Decision-Making Modeling Approach Towards Hedging Services

Journal of Behavioral Finance, Vol. 4, No. 2, September 2003

Posted: 17 Nov 2003

See all articles by Joost M. E. Pennings

Joost M. E. Pennings

Maastricht University; Wageningen UR

Math J. J. M. Candel

Maastricht University - Department of Statistics

Thorsten M. Egelkraut

Oregon State University - Department of Applied Economics; University of Illinois at Urbana-Champaign - Department of Agricultural and Consumer Economics

Abstract

We propose a model that explains the choice behavior of small and medium sized enterprises (SMEs) with respect to price risk management instruments, one of them being futures contracts. We relate the key components of the model to characteristics of SMEs, in this way explaining differences between the decision units' evaluations of the financial services provided by futures exchanges. The model is tested on data collected from 467 entrepreneurs of small and medium sized enterprises by means of computer-assisted personal interviews. We find that the difference between the futures price and the entrepreneur's reference price, and the components ease of use, performance and entrepreneurship are the key components in the entrepreneur's choice process with respect to financial services. These key components turn out to be related to the SMEs' characteristics innovativeness, market orientation and level of understanding of price risk management instruments. We discuss how these key components can be influenced through the marketing policy of futures exchanges and how our findings can improve the effective design of futures.

Keywords: Choice Process, Cognitive Decision Models, Futures, Multivariate Statistics, Structural Equation Models

JEL Classification: D0, G1, L2, Q0

Suggested Citation

Pennings, Joost M. E. and Candel, Math J. J. M. and Egelkraut, Thorsten M., A Behavioral Decision-Making Modeling Approach Towards Hedging Services. Journal of Behavioral Finance, Vol. 4, No. 2, September 2003. Available at SSRN: https://ssrn.com/abstract=449302

Joost M. E. Pennings (Contact Author)

Maastricht University ( email )

P.O. Box 616
Maastricht, 6200MD
Netherlands

Wageningen UR ( email )

Hollandseweg 1
Wageningen, 6706KN
Netherlands

Math J. J. M. Candel

Maastricht University - Department of Statistics ( email )

P.O. Box 616
Maastricht, 6200MD
Netherlands
+31-43-388-2273 (Phone)
+31-43-361-8388 (Fax)

Thorsten M. Egelkraut

Oregon State University - Department of Applied Economics ( email )

213 Ballard Extension Hall
Corvallis, OR 97331-4501
United States

HOME PAGE: http://arec.oregonstate.edu/faculty.html

University of Illinois at Urbana-Champaign - Department of Agricultural and Consumer Economics ( email )

1301 W. Gregory Drive
Urbana, IL 61801
United States

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