Prospect theory, Framing &

Mental Accounting
Chapter 3
Prospect Theory
• Normative (Utility maximization theory) versus Descriptive (Prospect
theory)
• Prospect theory begins with the contention that standard expected utility
theory cannot fully account for observed decision-making under risk.

• Decision (i): Choose between P1($240) and P2(.25, $1,000).

• Decision (ii): Choose between P3(−$750) and P4(.75, −$1000).

• Expected utility theory cannot incorporate changes in risk attitude like this.
Prospect theory, however, allows for changes in risk attitude depending on
the nature of the prospect.

• Key aspect 1: People sometimes exhibit risk aversion and sometimes exhibit
risk seeking, depending on the nature of the prospect.
• People care more about gains and losses, rather than the level of
wealth.
• People exhibit risk aversion in the domain of gains and risk seeking in
the domain of losses.
• Decision (i): Assume yourself richer by $300 than you are today. Then choose
between P5($100) and P6(.50, $200).
• Decision (ii): Assume yourself richer by $500 than you are today. Then choose
between P7(−$100) and P8(.50, −$200).

• Key aspect 2: Peoples’ valuations of prospects depend on gains and

losses relative to a reference point. This reference point is usually the
status quo.
• People seemed to feel a loss more strongly than a gain of equivalent
absolute value.

• What value of x would make you indifferent between P9(0) and P10(0.50, x,
−$25)?

• Key aspect 3: People are averse to losses because losses loom larger
than gains.
Value Function
• The value function in prospect theory replaces the utility function in
expected utility theory.
• While utility is usually measured in terms of the level of wealth, value
is defined by gains and losses relative to a reference point.
• People exhibit risk aversion in the positive domain and risk seeking in
the negative domain, which means the value function is concave in
the positive domain and convex in the negative domain; decisions are
made by focusing on gains and losses.
• Instead of using simple probabilities as in expected utility, prospect
theory uses decision weights.
Why do people who buy lottery tickets also purchase
insurance?
• Lottery tickets & insurance: Overweighting of low probability events.
• Choose between prospects P11(0.001, $5,000) and P12(1.0, $5).
• Choose between prospects P13(0.001, −$5,000) and P14(1.0, −$5).

• Fourfold pattern of risk attitudes: aversion for gains and risk seeking
for losses when the outcome probability is high, and risk seeking for
gains and risk aversion for losses when the outcome probability is
low.
• Weighting function
• 1979 Kahneman and Tversky spoke of what conditions an appropriate
weighting function
• Cumulative prospect theory, published in 1992
• Problem 6
o Decision (i): Choose between P15(0.80, $4,000) and P16(1.00, $3,000).
o Decision (ii): Choose between P17(0.20, $4,000) and P18(0.25, $3,000).

• Problem 7:
o Decision (i): Choose between P19(0.45, $6,000) and P20(0.90, $3,000).
o Decision (ii): Choose between P21(0.001, $6,000) and P22(0.002, $3,000).
Endowment Effect
Framing effect
Integration versus Segregation
Mental Accounting
• Imagine that you have decided to see a play where admission is $10 per
ticket. As you enter the theater, you discover that you have lost a $10 bill.
Would you still pay $10 for a ticket to the play?
• Imagine that you have decided to see a play and have paid the admission
price of $10 per ticket. As you enter the theater, you discover that you have
lost the ticket. The seat was not marked and the ticket cannot be recovered.
Would you pay $10 for another ticket?