country specific preferences and employment rates in europe abstract european countries exhibit significant differences in employment rates of adult males differences in average labor leisure preferences determined by cultural values that vary across countries can be responsible for part of these differences however differences in labor market institutions productivity and skills of the labor force are also crucial factors and likely correlated with preferences in this paper we use variation among first and second generation european migrants to isolate the effect of culturally determined labor leisure preferences on individual employment rates if migrants maintain some of their country of origin labor leisure preferences as they move to different labor market conditions we can separate the impact of these culturally determined preferences from the effect of other factors we find that country specific labor leisure preferences explain about 24 of the top bottom variation in employment rates across european countries

the effect of decision order on purchase quantity decisions abstract consumers often resolve trade offs in a particular order for example when making flavor and size decisions consumers might first decide which flavors to choose and then decide which sizes of those flavors to choose this research examines the effect of decision order on purchase quantity decisions the authors build on prior work on decision difficulty and conflict to show that consumers choose more overall and more variety when they consider a less replaceable attribute in an earlier rather than a later stage in the purchase decision for example consumers choose a greater quantity when flavor or brand decisions precede rather than follow size decisions the authors find that the degree of attribute replaceability also moderates the effect of decision order on quantity chosen furthermore marketers can influence the amount chosen by altering the organization of the shelf display finally the authors find that when consumers explicitly consider the possibility of deferring their dec

investment in information acquisition this paper presents a simple model in which a community must decide on the amount of real investment and investment in information so as to maximise the expected utility of consumption over two periods it is shown that under conditions involving the product of the elasticity of the marginal utility of consumption and the elasticity of the production function that optimal real investment is either a monotone function of the information or is independent of it in the former case information is of value and it is optimal to invest a positive amount in information acquisition in the latter case information has no value and society devotes no resources to information acquisition

the compromise effect in action lessons from a restaurant s menu the compromise effect refers to individuals tendency to choose intermediate options its existence has been demonstrated in a large number of hypothetical choice experiments this paper uses field data from a specialties restaurant to investigate the existence and strength of the compromise effect in a natural environment despite the presence of many factors that potentially weaken the compromise effect e g a very large choice set the opportunity to choose familiar options we find evidence for it both in descriptive statistics and regression analyses options which become a compromise after a change in the choice set gain on average five percent in market share we also find that the compromise effect is especially pronounced in groups while for single customers it is statistically insignificant

using extremeness aversion to fight obesity policy implications of context dependent demand this article illustrates how the compromise effect alters consumers selection of soft drinks using three within subject studies we show that extremeness aversion and price insensitivity cause consumers to increase their consumption when the smallest drink size is dropped or when a larger drink size is added to a set as a result rational firms find it best to drop the smaller sizes and add a larger size thus increasing overall consumption after estimating each individual s demand as a function of price and drink size availability policy experiments demonstrate how it is possible to reduce soft drink consumption without additional taxation

investment in real assets and information acquisition the oce preferences case abstract an agent optimizes over real investment and investment in information acquisition while maximizing a two period utility that captures his ordinal certainty equivalent oce preferences optimal investment is characterized and the impact of risk and time preferences on it is investigated

the effects of effort and intrinsic motivation on risky choice people often need to trade off between the probability and magnitude of the rewards that they could earn for investing effort the present paper proposes that the conjunction of two simple assumptions relating effort induced reward expectations to prospect theory s value function provides a parsimonious theory that predicts that the nature of the required effort will have a systematic effect on such trade offs using the case of frequency or loyalty programs a series of five studies involving both real and hypothetical choices demonstrated that a the presence as opposed to absence of effort requirements enhances the preference for sure small rewards over large uncertain rewards b the preference for reward certainty is attenuated when the effort activity is intrinsically motivating and c continuously increasing the effort level leads to an inverted u effect on the preference for sure small over largeuncertain rewards the studies also employ process measures and examine the mechanisms underlying the impact of the effort stream on the trade off between the certainty and magnitude of rewards the final section discusses the theoretical implications of this research as well as the practical implications with respect to frequency programs and other types of incentive systems

product introduction with network externalities the authors study the introduction of a new product in a market with network externalities there is a common presumption that such markets exhibit excess inertia i e that they are biased toward existing products in contrast the authors provide conditions under which equilibrium involves insufficient friction i e a tendency to rush into new incompatible technologies they also analyze the firms incentives to make their products compatible and they show that the firm introducing the new technology is biased against compatibility copyright 1992 by blackwell publishing ltd

consumer preference for a no choice option the traditional focus in the decision making literature has been on understanding how consumers choose among a given set of alternatives the notion that preference uncertainty may lead to choice deferral when no single alternative has a decisive advantage is tested in seven studies building on recent research the article shows that the decision to defer choice is influenced by the absolute difference in attractiveness among the alternatives provided and is not consistent with trade off difficulty or the theory of search these findings are then extended to show that choice deferral can also be modified for the same alternatives by manipulations that make them appear more similar in attractiveness or that decrease the need to differentiate among them the results are consistent with the notion that preference uncertainty results in a hesitation to commit to any single action since small differences in attractiveness among the alternatives are potentially reversible consistent with this premise the effect of attractiveness difference on choice deferral decreased significantly when subjects were first allowed to practice making monetary trade offs among the available alternatives

salient compromises in the newsvendor game abstract the newsvendor problem denotes the puzzle that a retailer facing an uncertain demand for some product underreacts to profit margins and hence adjusts the order quantity toward the expected demand due to its range of applications in operations management this problem has drawn much interest in recent years various articles have tried to reconcile the newsvendor problem with loss aversion under ad hoc assumptions on the underlying reference point we instead argue that the newsvendor problem is an application of the well studied compromise effect as the compromise effect is based on violations of the iia axiom we argue that models of context dependent behavior such as salience theory better explain newsvendor like behavior than loss aversion based models we conduct a novel experiment which allows us to clearly distinguish between the role of loss aversion and salience and find strong support for the latter thereby we also add to the agenda of comparing loss aversion based models and salience theory

cost benefit models for explaining consumer choice and information seeking behavior while it provides excellent descriptions of behavior existing consumer research on information seeking and processing largely fails to explain why consumers engage in various types of activities this paper presents an economic framework for measuring costs benefits of search behavior which can help to resolve these questions this work shows how such a framework can lead to testable hypotheses about information seeking and discusses how operational measures of economic incentives to search can be developed and employed

quality competition and environmental damage is there a role for network preferences abstract we consider from a theoretical and empirical viewpoint how network preferences of consumers which differ in their willingness to pay wtp for green goods affect the equilibrium configuration of a vertically differentiated duopoly when a cleaner firm competes against a dirtier rival we find that a trade off can emerge between emissions abatement and the catching up process of the dirtier firm can emerge in particular emissions decrease only when consumers with low wtp have network preferences still in this case only the cleaner firm has an incentive to improve its environmental quality along the quality ladder while the laggard firm is tied to its backward profile these theoretical predictions are empirically tested by exploiting the duality of italy s economy with high income citizens mainly concentrated in northern regions while low income citizens are largely located in the south we adopt a fixed effects spatial error model at the provincial level to relate variables on firms environmental management system with citizens environmental behaviour proxied by the recycling rate overall the empirical estimates are in line with the theoretical predictions from the empirical analysis it emerges that consumers environmental behaviour positively affects enterprises future environmental choices moreover firms have a stronger incentive to raise their environmental quality when low income consumers namely those buying dirtier variants internalise the network effect

indecisiveness undesirability and overload revealed through rational choice deferral three reasons why decision makers may defer choice are indecisiveness between various feasible options unattractiveness of these options and choice overload this paper provides a choice theoretic explanation for each of these phenomena by means of three deferral permitting models of decision making that are driven by preference incompleteness undesirability and complexity constraints respectively these models feature rational choice deferral in the sense that whenever the individual does not defer he chooses a most preferred feasible option as a result choices are always consistent with the weak axiom of revealed preference the three models suggest novel ways in which observable data can be used to recover preferences as well as their indecisiveness desirability and complexity components or thresholds several examples illustrate the relevance of these models in empirical and theoretical applications

single option aversion this article documents single option aversion an increase in consumers desire to search when faced with a single option this effect can lead to a product being chosen more often when competing alternatives are included in the choice set contrary to various rational models of search as well as to recent research on choice conflict showing that additional options can lead to higher deferral rates a series of lab studies document this effect differentiate it from other context effects and test some of its boundary conditions the results suggest that single option aversion is not driven by the information provided by the additional options that the desire to search is critical for this effect to occur and that the effects of single option aversion are not limited to the immediate choice set these results have both practical and theoretical implications for the understanding of consumer search and choice deferral

good bye lenin or not the effect of communism on people s preferences preferences for redistribution as well as the generosities of welfare states differ significantly across countries in this paper we test whether there exists a feedback process of the economic regime on individual preferences we exploit the experiment of german separation and reunification to establish exogeneity of the economic system from 1945 to 1990 east germans lived under a communist regime with heavy state intervention and extensive redistribution we find that after german reunification east germans are more in favor of redistribution and state intervention than west germans even after controlling for economic incentives this effect is especially strong for older cohorts who lived under communism for a longer time period we further find that east germans preferences converge towards those of west germans we calculate that it will take one to two generations for preferences to converge completely

are there cultural effects on saving some cross sectional evidence why are there such large differences in saving rates across countries conventional economic analyses have not been successful in explaining international saving differences so economists have sometimes suggested that national saving differences may be explained by cultural differences this paper tests the hypothesis that cultural factors influence saving by comparing saving patterns of immigrants to canada from different cultures using data from the canadian survey of family expenditures we find no evidence of cultural effects on saving

constructive consumer choice processes consumer decision making has been a focal interest in consumer research and consideration of current marketplace trends e g technological change an information explosion indicates that this topic will continue to be critically important we argue that consumer choice is inherently constructive due to limited processing capacity consumers often do not have well defined existing preferences but construct them using a variety of strategies contingent on task demands after describing constructive choice consumer decision tasks and decision strategies we provide an integrative framework for understanding constructive choice review evidence for constructive consumer choice in light of that framework and identify knowledge gaps that suggest opportunities for additional research

market boundaries and product choice illustrating attraction and substitution effects what happens to the share of choices each item receives when the choice set boundaries are extended by adding a new item that is extremely good on one dimension but poor on the others first there is a substitution effect whereby the new item takes choice share mainly from similar items in the set second there is an attraction effect resulting in a general shift of preference toward the added item experimental studies show that choice patterns conflict with current theoretical and common sense ideas about the effect of added alternatives on choice

two new features in discrete choice experiments to improve willingness to pay estimation that result in sdr and sadr separated adaptive dual response discrete choice experiments such as choice based conjoint and dual response are popular preference elicitation methods yet they can suffer from context effects extreme response behavior and problems with estimating consumers willingness to pay accurately when the purchase probability is high this study proposes two new features to avoid these limits a strictly separating all forced and all free choice questions and b an adaptive mechanism to select fewer but more informative free choice questions the use of these two features invokes two new discrete choice experiment methods separated dual response sdr with just the first feature and separated adaptive dual response sadr with both features a conceptual comparison simulation study tests to address endogeneity concerns and three empirical studies demonstrate the appeal of these two new features relative to the benefits of existing discrete choice experiments especially when estimating willingness to pay data as supplemental material are available at http dx doi org 10 1287 mnsc 2015 2367 this paper was accepted by pradeep chintagunta marketing

findings biased but efficient an investigation of coordination facilitated by asymmetric dominance in several marketing contexts strategic complementarity between the actions of individual players demands that players coordinate their decisions to reach efficient outcomes yet coordination failure is a common occurrence we show that the well established psychological phenomenon of asymmetric dominance can facilitate coordination in two experiments thus we demonstrate a counterintuitive result a common bias in individual decision making can help players to coordinate their decisions to obtain efficient outcomes further limited steps of thinking alone cannot account for the observed asymmetric dominance effect the effect appears to be due to increased psychological attractiveness of the dominating strategy with our estimates of the incremental attractiveness ranging from 3 6 a learning analysis further clarifies that asymmetric dominance and adaptive learning can guide players to an efficient outcome

a note on demand for information the oce preferences case abstract this paper considers the optimal decisions of an investor with ordinal certainty equivalent preferences we prove that if risk preferences are of the constant absolute risk aversion type optimal demand for the risky asset and information are independent of time preferences

prominence versus dominance how relationships between alternatives drive decision strategy and choice this article argues that the structure of a choice set can influence the extent to which consumers weight a given attribute the results of seven experiments suggest that the relationship between options under consideration can influence preference ordering by shifting the decision strategy people adopt when constructing their preference in decisions in which people afford greater importance to one attribute versus another preference for an option that scores high on this prominent attribute may decrease when decoy options that are clearly better or worse than the focal options are inserted into the choice set the authors posit that this effect arises because decision makers initially and spontaneously use dominance cues rather than prominence when evaluating options and they continue to use this strategy even when it does not enable them to differentiate the alternatives under consideration the authors moderate this effect by prompting respondents to consider prominence and by manipulating the ord

adding asymmetrically dominated alternatives violations of regularity and the similarity hypothesis an asymmetrically dominated alternative is dominated by one item in the set but not by another adding such an alternative to a choice set can increase the probability of choosing the item that dominates it this result points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible

motivational compatibility and choice conflict for most forms of conscious consumer choice product attributes serve as the means that consumers use to accomplish their goals because there is competition between products in the marketplace consumption decisions typically present conflict between means to achieve a goal in this article we examine the consequences of conflict between regulatory means on consumers decisions and show that its resolution depends on whether the means that is the attributes are compatible with the consumer s regulatory orientation we show that compatibility with more than one attribute arouses acute decision conflict and evokes decision processes that result in a pronounced tendency to make counternormative choices we also show that incompatibility with a product s attributes leads to choosing extreme alternatives which suggests the presence of a pick your poison effect we test our hypotheses using the attraction compromise and deferral paradigms we close by discussing our results in the context of the lewinian view of decision conflict

the influence of serotonin deficiency on choice deferral and the compromise effect abstractpsychological and physiological states such as mood hunger stress and sleep deprivation are known to affect decision making processes and therefore crucially influence consumer behavior a possible biological mechanism underlying the observed variability of consumer behavior is the context sensitive variation in the levels of neuromodulators in the brain in a series of four experimental studies the authors pharmaceutically reduce the levels of the neurotransmitter serotonin in the brain to diminish the availability of subjects cognitive resources in doing so they study how serotonin brain levels influence 1 subjects tendency to avoid buying and 2 consumers preference for product options positioned as a compromise in a given choice set rather than for more extreme alternatives i e the compromise effect using realistic product choice scenarios in a binding decision framework they find that a reduction of brain serotonin levels leads to choice deferral and decreases the compromise

the role of explanations and need for uniqueness in consumer decision making unconventional choices based on reasons this research investigates the interaction between a very common task explaining decisions and an individual difference need for uniqueness nfu on buyer decision making we propose that explaining or providing reasons for decisions shifts the focus from the choice of options to the choice of reasons furthermore buyers who explain their decisions and have high nfu tend to select unconventional reasons and are consequently more likely to make unconventional choices these predictions were supported in a series of studies involving choices between conventional and less conventional options such as whether to switch to a brand on sale whether to select a compromise option and whether to accept a gamble with a possible loss the findings also indicate that the effects of providing reasons are not due to attempts to act rationally or to concerns about being evaluated three boundary conditions on the generalization that high nfu consumers who provide reasons tend to make unconventional choices we

are there limits to growth a simple theoretical model of pollution is developed that generates an inverted u shape relationship between per capita income and environmental quality this model is then used to study long run growth the same inverted u shape is shown to appear in time series and the prospects for sustained growth are shown to hinge on whether increasingly strict environmental regulation is compatible with a constant rate of return on capital implementation is also studied tax and voucher schemes are shown to have an advantage over direct regulation because they provide the correct incentives for capital accumulation copyright 1998 by economics department of the university of pennsylvania and the osaka university institute of social and economic research association

me myself and my choices the influence of private self awareness on choice abstract this article examines the impact of private self awareness on consumer decision making in four studies the authors show that the ease of preference formation accompanying private self awareness makes people more willing and able to rely on their personal preference weights as the authors predict privately self aware consumers are less inclined to opt for a varied choice set study 1 and are less likely to select compromise options studies 2 and 3 unless they find that it is too difficult to construct their personal preferences study 4

a cultural model of private provision and the environment abstract this paper analyses an overlapping generations model of environmental externalities and capital accumulation where private contributions to environmental quality are motivated by a desire to socialize others into environmental attitudes in this framework the formation of environmental preferences is the result of a cultural transmission process depending on the extent of private contributions in the short run we show that three equilibria may arise a first one where all green agents contribute to the environment a second one where nobody contributes to the environment and a third interior one we show that the capital accumulation process and the change in preferences that occur in this economy lead the interior equilibrium to be selected in which some but not all green agents contribute to the environment the model thus provides an economic rationale for the gap between the number of people who care about the environment and the number who adopt pro environmental behaviours we also show that the fraction of contributors rises with capital so that we explain the negative relationship between this gap and country income last we show that this gap is particularly detrimental for welfare and analyse the impact of a number of public policies

the effect of forced choice on choice abstract whereas most academic and industry studies of consumer preferences and decision making involve forced choice i e participants are told to choose one of the presented product or service alternatives buyers usually also have the option not to select any alternative an implicit assumption in the experimental practice of forcing choice is that the no choice option draws proportionately from the various available alternatives such that the qualitative conclusions are unaffected however the authors propose that the no choice option competes most directly with alternatives that buyers tend to select when they are uncertain about their preferences building on this general proposition the authors show that the introduction of the no choice option strengthens the attraction effect weakens the compromise effect and decreases the relative share of an option that is average on all dimensions they also examine the mechanisms underlying the impact of having the option not to choose and the condi

inner conflict between nuclear power generation and electricity rates a japanese case study abstract since the march 11 earthquake japanese households have been facing a trade off problem between decreasing dependency on nuclear power generation and avoiding an increase in electricity rates we analyze this inner conflict quantitatively adopting two economic psychological approaches first we note that the trade off causes cognitive dissonance after making a choice that results in a wider desirability gap between the chosen and rejected alternatives second the consumer surplus improves by 11 2 with a no choice option for suspending judgment in the presence of cognitive dissonance third individual characteristics such as gender and annual household income are significantly correlated with both cognitive dissonance and a preference for the no choice option

the cultural transmission of environmental values a comparative approach this paper investigates the hypothesis that individual environmental attitudes are partly determined by a cultural component our analysis tackles this issue both theoretically and empirically in the theoretical section of the paper we describe a model of intergenerational transmission of cultural traits in the empirical section we use survey data from the european values study to empirically identify this cultural component in environmental attitudes we use a comparative approach that exploits variations associated with european migration flows our findings suggest that culture has a persistent and statistically significant impact on the environmental values of migrants differences in environmental attitudes among migrants can be traced back to social values that persist in their countries of origin we also show that environmental attitudes are resilient to incentives derived from the external environment environmental conditions migrants have been exposed to in their countries of origin do not have a significant impact on their preferences when living in the host country our empirical findings are robust to a number of alternative assumptions and present interesting dimensions of heterogeneity concerning the cultural transmission process these results imply that in the presence of multiple environmental problems that require collective action comprehending the driving forces behind the formation of an environmental culture is critical to effective policy formation

self signaling and the costs and benefits of temptation in consumer choice abstract the literature on self control emphasizes that temptation is costly the authors propose that temptation entails not only costs but also benefits for consumers these arise from self signaling effects of how consumers handle tempting choice options succumbing to temptation is a costly self signal of weak willpower whereas resisting temptation is a beneficial self signal of strong willpower five experiments demonstrate that these self signaling costs and benefits of temptation depend not only on the chosen item but also on the temptation from the nonchosen options the authors discuss theoretical implications of their findings for research on impulsive choice and self control and on self signaling and managerial implications for pricing and assortment strategies

bringing it all back home return migration and fertility choices summary return migration exerts a wide ranging influence upon the countries of origin of the migrants we analyze whether returnees adjust their fertility choices to the norms that prevail in their previous countries of destination using egyptian household level data egyptian men migrate predominantly toward other arab countries characterized by a higher number of children per woman relying on a two step instrumental variable approach to control for the endogeneity of the migration decisions we show that return migration has a positive and significant influence on marital childbearing

climatic factors as determinants of international migration we examine environmental change as a potential determinant of international migration we distinguish between unexpected short run factors captured by natural disasters as well as long run climate change and climate variability captured by deviations and volatilities of temperatures and rainfall from and around their long run averages starting from a simple neo classical model we use a panel dataset of bilateral migration flows for the period 1960 2000 that allows us to control for numerous time varying and time invariant factors we find no direct impact of climatic change on international migration across our entire sample these results are robust when conditioning on characteristics of origin countries as well as when further considering migrants returning home and the potential endogeneity of our network variable in contrast there is evidence of indirect effects of environmental factors going through wages we further find strong evidence that natural disasters beget greater flows of migrants to urban environs

differentiation and parity in assortment pricing are consumers more likely to purchase an item from an assortment in which options are priced at parity or from an assortment in which options vary in price this research examines the influence of parity pricing and differentiation pricing strategies on consumer choice and identifies conditions in which parity pricing facilitates choice as well as conditions in which choice is facilitated by differential pricing in a series of three experiments the impact of assortment pricing on choice is shown to be a function of the uncertainty associated with consumers preferences and the consistency of these preferences with options prices

the role of market efficiency intuitions in consumer choice a case of compensatory inferences abstract the authors examine consumer inferences about product attributes that are unobservable at the time of the decision extant research predicts that in the absence of an explicit correlation between product attributes consumers will infer that the brand that is superior on the observable attributes is also superior on the unobservable attributes the authors propose an alternative inference strategy that makes the counterintuitive prediction that the apparently superior brand is inferior on the unobservable attributes the authors refer to these inferences as compensatory inferences and assert that they are associated with consumers intuitive theories about the competitive nature of a market in a series of four experiments the authors examine the occurrence of compensatory inferences and compare them with other inference strategies

end of pipe or cleaner production how to go green in presence of income inequality and pro environmental behavior in this paper we consider a vertically differentiated duopoly model in which a green producer competes with a brown rival in a market in which consumers are environmentally concerned in particular consumers are assumed to value not only the intrinsic quality of a certain product but also its environmental impact this environmental valuation has a positional content consumers attach a positive attribute to the green product while penalizing the brown one in this context we consider the choice of the green firm between cleaner and end of pipe abatement efforts we find that the interplay between the intensity of market competition consumers income disparity and environmental concern can play a crucial role in directing the green producer towards one or the other technological choice more precisely the adoption of cleaner production technologies can be discouraged by low average income and by tough competition while it can be spurred by the moral social incentive towards pro environmental behavior

points of dis parity expectation disconfirmation from common attributes in consumer choice abstractwhereas many theories of decision making predict that presenting or not presenting common features of choice alternatives should not affect choice in this research the authors show that common features can be a powerful driver of choice behavior they conjecture that consumers often hold expectations about the features that choice alternatives have in common and they demonstrate that presenting vs omitting information about a common feature increases the choice probability of the alternative that would have been expected to perform worse on the common feature given its performance on differentiating features this effect occurs because performance on the common feature is judged not at face value but relative to an expectation about which product should perform best on that feature the effect holds even though performance on the common feature is clearly the same when alternatives are presented side by side finally the authors demonstrate four boundary conditions of this effect

toward extending the compromise effect to complex buying contexts abstract kivetz netzer and srinivasan 2004 make an important contribution to the theory of choice models by demonstrating through a rigorous analysis of four alternative models that the compromise effect systematically affects choice in a wide range of conditions the value and impact of their work can be enhanced by extensions that examine key underlying institutional variables that may shape the nature and scope of compromise effects the authors provide a set of issues that further research can effectively pursue in the context of institutional buying processes and the purchase of complex solutions rather than individual products

if you can t see the forest for the trees you might just cut down the forest the perils of forced choice on seemingly unethical decision making why do otherwise well intentioned managers make decisions that have negative social or environmental consequences to answer this question the authors combine the literature on construal level theory with the compromise effect to explore the circumstances that lead to seemingly unethical decision making the results of two studies suggest that the degree to which managers make high risk tradeoffs is highly influenced by how they mentally represent the decision context the authors find that managers are more likely to make seemingly unethical tradeoffs when psychological distance is high rather than low and when they are forced to choose between competing alternatives however when given the option not to choose managers better reflect on the consequences of each alternative and thus become more likely to choose options with less risk of negative consequences the results suggest that simply offering managers the option not to choose may reduce psychological distance and help organizations avoid seemingly unethical decision making

product variety and endogenous pricing with evaluation costs one important decision firms must make is to select the product line characteristics and number of products to offer consumers this paper explores the effect of the interaction between consumer evaluation costs and pricing on the optimal product line length to offer consumers before deciding to buy a product among all products offered a consumer learns the product line length given the product line length a consumer decides whether to evaluate the products available and their prices this decision to evaluate depends on the expected consumer surplus after the evaluation being greater than the evaluation costs when the firm offers few products the firm may not attract many consumers because of lack of product fit and may be forced to offer low prices when the firm offers many products all consumers will find a great product fit that is the variance of consumer valuations per product chosen is lower this allows the firm to charge high prices to extract ex post consumer surplus resulting in lower ex ante expected consumer surplus which may lead consumers not to evaluate the products in the first place that is by offering fewer products a firm can commit not to extract all possible consumer surplus these two forces may then lead to the existence of an interior optimal number of products to offer the optimal number of products offered is decreasing in the evaluation costs

the evolution of social norms in common property resource use the problem of extracting commonly owned renewable resources is examined within an evolutionary game theoretic framework it is shown that cooperative behavior guided by norms of restraint and punishment may be stable in a well defined sense against invasion by narrowly self interested behavior the resource stock dynamics are integrated with the evolutionary game dynamics effects of changes in prices technology and social cohesion on extraction behavior and the long run stock are analyzed when threshold values of the parameters are crossed social norms can break down leading generally to the lowering of the long run stock and possibly to its extinction copyright 1996 by american economic association

comparing dynamic consumer choice in real and computer simulated environments actual supermarket purchases made by consumers over a seven month period are compared with the choice decisions collected in one sitting in a laboratory simulation the laboratory simulation was designed to mimic the original market environment although there were systematic biases in predictions of true purchase behavior from the simulated data the compressed simulations were reasonably valid in predicting market shares and promotion sensitivity for brands across consumers

the impact of offering two versus three alternatives in choice modelling experiments researchers designing choice modelling experiments have some latitude over the number of choice alternatives that can be offered in each choice set there is some evidence that design dimensions including the number of alternatives available in each choice set can influence model outcomes a key issue is whether referendum formats with binary options are preferable to choice sets with multiple alternatives a choice modelling experiment was performed where questionnaires delivered to two split samples differed only according to whether two or three alternatives were offered to respondents in each choice set the results indicate that more robust models could be constructed from the three alternative split compared to the two alternative split one reason for the difference is that respondents tended to display serial non participation in the two alternative format choosing an alternative consistently without regard for changes in the attributes for practitioners of the cm technique the results suggest that it may be preferable to offer more than two alternatives in a choice set that includes a status quo option

an experimental examination of the economics of information this article presents an experimental test of propositions that come from stigler s classic economics of information theory it reviews previous empirical evidence for the propositions and discusses the mixed support provided for the theory it also discusses a major assumption of the theory and presents hypotheses that suggest that the propositions are not as universal as has been thought the results indicate that buyers with more certain beliefs about retailer price images search less and are less responsive to changes in the costs and benefits of search than buyers with less certain beliefs finally the article discusses the implications of the results for both economics and marketing

context dependent voting and political ambiguity abstract in recent decades psychologists have shown that the standard model of individual choice is often violated one regularly observed violation is that choices are influenced by the decision context to incorporate these effects into politics we introduce a theory of context dependent voting and apply it to the puzzle of why candidates are so frequently ambiguous in their policy pronouncements we show that context dependent voters develop a taste for ambiguity even when they evaluate distances quadratically and exhibit traditional risk aversion turning to aggregate effects we incorporate context dependent voting into a model of electoral competition and show that strategic candidates respond in equilibrium to context dependent voters by offering ambiguous platforms thereby affecting the policy outcome

choice based on reasons the case of attraction and compromise effects building on previous research this article proposes that choice behavior under preference uncertainty may be easier to explain by assuming that consumers select the alternative supported by the best reasons this approach provides an explanation for the so called attraction effect and leads to the prediction of a compromise effect consistent with the hypotheses the results indicate that 1 brands tend to gain share when they become compromise alternatives in a choice set 2 attraction and compromise effects tend to be stronger among subjects who expect to justify their decisions to others and 3 selections of dominating and compromise brands are associated with more elaborate and difficult decisions

genetic diversity and the origins of cultural fragmentation despite the importance attributed to the effects of diversity on the stability and prosperity of nations the origins of the uneven distribution of ethnic and cultural fragmentation across countries have been underexplored building on the role of deeply rooted biogeographical forces in comparative development this research empirically demonstrates that genetic diversity predominantly determined during the prehistoric out of africa migration of humans is an underlying cause of various existing manifestations of ethnolinguistic heterogeneity further exploration of this uncharted territory may revolutionize the understanding of the effects of deeply rooted factors on economic development and the composition of human capital across the globe

variety vice and virtue how assortment size influences option choice assortment size has been shown to influence whether consumers make a choice but could it also influence what they choose five studies demonstrate that because choosing from larger assortments is often more difficult it leads people to select options that are easier to justify virtues and utilitarian necessities are generally easier to justify than indulgences consequently choosing from larger assortments often shifts choice from vices to virtues and from hedonic to utilitarian options these effects reverse however when situational factors provide accessible reasons to indulge underscoring the role of justification implications for choice difficulty and justification processes are discussed

willingness to pay estimation with choice based conjoint analysis addressing extreme response behavior with individually adapted designs the increasing consideration of behavioral aspects in operations management models has prompted greater use of choice based conjoint cbc studies in operations research such studies can elicit consumers willingness to pay wtp a core input for many optimization models however optimization models can yield valid results only if consumers wtp is estimated accurately a simulation study and two field studies show that extreme response behavior in cbc studies such that consumers always or never choose the no purchase option harms the validity of wtp estimates reporting the share of consumers who always and never select the no purchase option allows for detecting extreme response behavior this study suggests an individually adapted design that avoids extreme response behavior and thus significantly improves wtp estimation accuracy

when more alternatives lead to less choice this paper shows that when the alternatives offered to consumers span the preference space as it would be chosen by a firm search or evaluation costs may lead consumers not to search and not to choose if too many or too few alternatives are offered if too many alternatives are offered then the consumer may have to engage in many searches or evaluations to find a satisfactory fit this may be too costly and result in the consumer avoiding making a choice altogether if too few alternatives are offered then the consumer may not search or choose fearing that an acceptable choice is unlikely these two forces result in the existence of a finite optimal number of alternatives that maximizes the probability of choice

been there done that the impact of effort investment on goal value and consumer motivation in the present article we propose that consumers initial effort investment in pursuing a goal may increase or decrease the value of the goal and the consumer s subsequent motivation depending on whether the pursuit of the goal is perceived to be one s autonomous choice when consumers perceive that the goal they pursue is adopted through an autonomous choice the initial effort investment is experienced as reflecting the value of the goal therefore greater effort should increase the value of the goal as well as consumers subsequent motivation conversely if consumers perceive that the goal has been imposed on them they experience psychological reactance that is proportional to the amount of effort that they expend in pursuing the goal thus they devalue the goal as they invest more effort in its pursuit and show lower subsequent motivation

the economics of green consumption cultural transmission and sustainable technological change abstract a model which formalizes the interplay between green consumer culture and sustainable technology is used to revisit the trade off between economic growth and environmental preservation the theory includes i green preferences formed through cultural transmission which involves rational socialization actions ii innovation endogenously directed to sustainable or unsustainable sectors depending on culture through market size effects the model captures an important feature of sustainable innovation processes which is the existence of path dependency the approach allows to examine implications for both market based instruments i e environmental taxes and non monetary interventions i e environmental education the two types of policies are either complements or substitutes depending on the substitutability between clean and dirty goods finally an important disregarded issue is examined the political sustainability of environmental taxes

asymmetric decoy effects on lower quality versus higher quality brands meta analytic and experimental evidence prior research demonstrates that adding decoys to choice sets can increase choice shares of brands similar to decoys while reducing shares of brands dissimilar to decoys such effects have been dubbed attraction effects and violate the principles of independence of irrelevant alternatives ha and regularity we report a meta analysis that in addition to revealing heretofore unsupported range effects demonstrates an effect of brand quality decoys reduce shares of lower quality competitors more than they reduce shares of higher quality competitors moreover whereas iia is violated throughout regularity is violated only when higher quality brands are targeted decoys increase shares of higher quality brands but typically do not increase shares of lower quality brands to assess the generalizability of the meta analytic pattern we tested decoy effects on two distinct populations in a large experiment the more traditional population replicated the meta analytic pattern standard asymmetry while the more nontraditional population reversed it these findings suggest that while the standard asymmetry is replicable it may not generalize to all market segments

reprint of migration and development research is moving far beyond remittances summary research on migration and development has recently changed in two ways first it has grown sharply in volume emerging as a proper subfield second while it once embraced principally rural urban migration and international remittances migration and development research has broadened to consider a range of international development processes these include human capital investment global diaspora networks circular or temporary migration and the transfer of technology and cultural norms for this special issue we present a selection of frontier migration and development research that instantiates these trends

how inferences about missing attributes decrease the tendency to defer choice and increase purchase probability most purchases involve choices among options with incomplete attribute information in such situations consumers often have the option not to choose any of the alternatives to avoid uncertainty alternatively consumers can make inferences about the missing attributes these inferences may occur spontaneously or they may be strategically prompted in five studies it is shown that both explicitly and implicitly prompting consumers to make inferences about the missing attributes reduces the tendency to select the no choice option and increases the likelihood of making a purchase decision in parallel consumers who generate spontaneous inferences are also less likely to defer their choices