Differences Attract: An Experimental Study of Focusing in Economic Choice

Ola Andersson, Jim Ingebretsen Carlson and Erik Wengström

No 2016:15, Working Papers from Lund University, Department of Economics

Abstract: Several recent models of choice build on the idea that decision makers are more likely to choose an option if its attributes stand out compared to the attributes of the available alternatives. One example is the model of focusing by Köszegi and Szeidl (2013) where decision makers focus disproportionally on the attributes in which the available options differ more, implying that some attributes will be overweighted. We test this prediction in a controlled experiment. We find that subjects are more likely to make inconsistent choices when we manipulate the choice set by adding new options that are unchosen, but affect the maximal difference in attributes among the options. Hence, our results suggest that there exists a focusing effect.

Keywords: Individual decision making; focus; attention; salience; decoy; experiments (search for similar items in EconPapers)
JEL-codes: C91 D03 D12 (search for similar items in EconPapers)
Pages: 69 pages
Date: 2016-06-30
New Economics Papers: this item is included in nep-cbe, nep-exp and nep-ger
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

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Related works:
Journal Article: Differences Attract: An Experimental Study of Focusing in Economic Choice (2021)
Working Paper: Differences Attract: An Experimental Study of Focusing in Economic Choice (2016)
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