EFEITO DISPOSIÇÃO NA COMERCIALIZAÇÃO DE GRÃOS: UMA INVESTIGAÇÃO JUNTO AOS PRODUTORES RURAIS DO NOROESTE GAÚCHO

Abstract

The disposition effect term was introduced by Shefrin and Statman (1985) and widely studied by other researchers in different contexts. Mattos and Fryza (2014) and Vollmer, Hermann, and Musshoff (2019) extended this discussion to the marketing of grains. Following these authors, this study aims to verify if the disposition effect manifests itself in rural producers from the Northwestern region of Rio Grande do Sul when marketing grains. To accomplish this goal, an experiment was conducted with fifty-five rural producers. The data were analyzed quantitatively based on the methodology proposed by Odean (1998). Regarding the results, it was observed that the participants exhibit the disposition effect (disposition coefficient equal to 0.1689), contradicting the expectations of the rational perspective of decision-making. It is presumed that raising awareness among rural producers that they are not immune to behavioral biases can improve their decision-making process when marketing grains, contributing to increased income, stimulating the local economy, and reducing inequality and rural exodus.