The impact of loss aversion on seller behavior in the housing market

Abstract

This study explores how loss aversion influences seller behavior in the housing market, employing both the reservation rule and the number-of-offers rule approaches. We show that loss aversion can increase the reservation value in an infinite-time model under the reservation rule, and a disposition effect can arise solely from reference dependence with risk-neutral sellers, consistent with prior research. In contrast, in a finite-time model with specific deadlines, the prospect of forced sales at a loss in the final period incentivizes sellers to opt for earlier sales, leading to dynamic fluctuations in the reservation value, both upwards and downwards. This finding adds a novel dimension to the existing literature. Furthermore, employing the number-of-offers rule, we find that loss aversion can lead sellers to await more offers, supporting the negative correlation between prices and time on the market. © 2025 Elsevier Inc.