Reference entries (14)
- reference Psychology of contractor marketing aversion
- reference Research brief: trust, referral networks, and in-group reputation in Ontario's trades economy (May 2026 — Foundation Brief #3)
- reference Mani, Mullainathan, Shafir, Zhao 2013 (Science) — Indian sugarcane farmers; fluid intelligence + executive control measurably higher AFTER harvest payment than before
- reference Frederick, Loewenstein, O'Donoghue 2002 (JEL) — hyperbolic / quasi-hyperbolic discounting; discount rates decline with horizon; gains discounted more steeply than losses
- reference Kim, Ferrin, Cooper, Dirks 2004 (JAP) — competence violations repair via apology; integrity violations repair via denial; opposite mechanisms
- reference Mayer, Davis, Schoorman 1995 (AMR) — trust = ability + benevolence + integrity; all three required; absence of any forecloses trust
- reference Tversky & Kahneman 1973 (Cognitive Psychology) — availability heuristic; why "once burned" is NOT just recency bias
- reference Sarasvathy effectuation (2001, 2008) — expert entrepreneurs decide on affordable loss + bird-in-hand, NOT on expected value
- reference Köszegi & Rabin 2006 (QJE) — reference-dependent preferences; the reference point is endogenous
- reference Research brief: risk aversion, loss aversion, and post-failure decision patterns in GC and trades-business decision-makers (May 2026)
- reference Kahneman & Tversky prospect theory (Econometrica 1979; JRU 1992) — loss aversion ratio ~2:1; fourfold pattern; certainty effect
- reference Darby & Karni (J Law Econ 1973) — "credence good": quality consumers never discover even after consumption
- reference Cockburn, Machinery of Dominance (Pluto 1985) and Brothers (1983) — "skill is a sex/gender weapon"; technical competence is gender-coded male
- reference Down & Reveley (Organization 2004) — small-firm owner-operators construct identity through the trade, not through the firm
