Business & Information Systems Engineering

, Volume 57, Issue 6, pp 349–361 | Cite as

Beware of Performance Indicators

How Visual Cues Increase the Disposition Effect
  • Tobias T. Kranz
  • Florian Teschner
  • Christof Weinhardt
Research Paper


Online trading interfaces are important instruments for retail investors. For sound reasons, regulators obligate online brokers to inform customers about certain trade related risks. Research has shown that different behavioral biases can decrease traders’ performance and hence lead to pecuniary losses. The disposition to hold losing stocks too long and sell winning stocks too early (‘disposition effect’) is such a deviation from rational behavior. The disposition effect is analyzed for the prediction market ‘Kurspiloten’ which predicts selected stock prices and counts nearly 2000 active traders and more than 200,000 orders. We show that the disposition effect can be aggravated by visual feedback on a trader’s performance via colored trend direction arrows and percentages. However, we find no evidence that such an interface modification leads to higher activity. Furthermore, we can not confirm that creating awareness of the disposition effect with textual information is suited to decreasing its strength.


Retail investor behavior Human computer interaction Disposition effect Electronic markets Market interface design 



We are very grateful to the anonymous reviewers for their valuable comments as well as to the proof-reader. Furthermore, we thank the author and contributors of the texreg package (Leifeld 2013).

Supplementary material

12599_2015_399_MOESM1_ESM.pdf (1.2 mb)
(pdf 1278 kB)


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Copyright information

© Springer Fachmedien Wiesbaden 2015

Authors and Affiliations

  • Tobias T. Kranz
    • 1
  • Florian Teschner
    • 1
  • Christof Weinhardt
    • 1
  1. 1.Institut für Informationswirtschaft und Marketing (IISM), Karlsruher Institut für TechnologieKarlsruheGermany

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