Attention Please!

0538468 - NHÚ 2022 RIV GB eng J - Journal Article
Gossner, O. - Steiner, Jakub - Stewart, C.
Attention Please!
Econometrica. Roč. 89, č. 4 (2021), s. 1717-1751. ISSN 0012-9682. E-ISSN 1468-0262
EU Projects: European Commission(XE) 770652 - BEHAVFRICTIONS
Institutional support: RVO:67985998
Keywords : sequential sampling * marketing * persuasion
OECD category: Economic Theory
Impact factor: 6.383, year: 2021
Method of publishing: Limited access
https://doi.org/10.3982/ECTA17173

We study the impact of manipulating the attention of a decision-maker who learns sequentially about a number of items before making a choice. Under natural assumptions on the decision-maker’s strategy, directing attention toward one item increases its likelihood of being chosen regardless of its value. This result applies when the decisionmaker can reject all items in favor of an outside option with known value, if no outside option is available, the direction of the effect of manipulation depends on the value of the item. A similar result applies to manipulation of choices in bandit problems.
Permanent Link: http://hdl.handle.net/11104/0316261