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Choosing Outcomes versus Choosing Products: Consumer-Focused Retirement Investment Advice

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  • Daniel G. Goldstein
  • Eric J. Johnson
  • William F. Sharpe

Abstract

Investing for retirement is one of the most consequential yet daunting decisions consumers face. We present a way to both aid and understand consumers as they construct preferences for retirement income. The method enables consumers to build desired probability distributions of wealth constrained by market forces and the amount invested. We collect desired wealth distributions from a sample of working adults, provide evidence of the technique's reliability and predictive validity, characterize individual- and cluster-level differences, and estimate parameters of risk aversion and loss aversion. We discuss how such an interactive method might help people construct more informed preferences. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

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Bibliographic Info

Article provided by University of Chicago Press in its journal Journal of Consumer Research.

Volume (Year): 35 (2008)
Issue (Month): 3 (08)
Pages: 440-456

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Handle: RePEc:ucp:jconrs:v:35:y:2008:i:3:p:440-456

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Web page: http://www.journals.uchicago.edu/JCR/

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Cited by:
  1. Bas Donkers & Carlos J.S. Lourenco & Benedict G.C. Dellaert & Daniel G. Goldstein, 2013. "Using Preferred Outcome Distributions to estimate Value and Probability Weighting Functions in Decisions under Risk," Tinbergen Institute Discussion Papers 13-065/VII, Tinbergen Institute.
  2. Foster, Jarred & Krawczyk, Jacek B, 2013. "Sensitivity of cautious-relaxed investment policies to target variation," Working Paper Series 2972, Victoria University of Wellington, School of Economics and Finance.
  3. Stefan Zeisberger & Dennis Vrecko & Thomas Langer, 2012. "Measuring the time stability of Prospect Theory preferences," Theory and Decision, Springer, vol. 72(3), pages 359-386, March.
  4. Donkers, B. & Lourenço, C.J.S. & Dellaert, B.G.C. & Goldstein, D.G., 2013. "Using Preferred Outcome Distributions to Estimate Value and Probability Weighting Functions in Decisions under Risk," ERIM Report Series Research in Management ERS-2013-005-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
  5. Carole Bernard & Jit Seng Chen & Steven Vanduffel, 2013. "Rationalizing Investors Choice," Papers 1302.4679, arXiv.org, revised Jan 2014.
  6. Bernard, C. & Vanduffel, S., 2014. "Mean–variance optimal portfolios in the presence of a benchmark with applications to fraud detection," European Journal of Operational Research, Elsevier, vol. 234(2), pages 469-480.
  7. Mishra, Himanshu & Mishra, Arul & Rixom, Jessica & Chatterjee, Promothesh, 2013. "Influence of motivated reasoning on saving and spending decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(1), pages 13-23.
  8. Katerina Straznicka, 2012. "Temporal stability of risk preference measures," Working Papers 1236, Groupe d'Analyse et de Théorie Economique (GATE), Centre national de la recherche scientifique (CNRS), Université Lyon 2, Ecole Normale Supérieure.
  9. Katerina Straznicka, 2012. "Temporal stability of risk preference measures," Working Papers halshs-00768437, HAL.
  10. Georgarakos, Dimitris & Inderst, Roman, 2014. "Financial Advice and Stock Market Participation," CEPR Discussion Papers 9922, C.E.P.R. Discussion Papers.
  11. Gopi Shah Goda & Colleen Flaherty Manchester, 2013. "Incorporating Employee Heterogeneity into Default Rules for Retirement Plan Selection," Journal of Human Resources, University of Wisconsin Press, vol. 48(1), pages 198-235.
  12. Hazel Bateman & Christine Eckert & John Geweke & Jordan Louviere & Stephen Satchell & Susan Thorp, 2011. "Financial Competence, Risk Presentation and Retirement Portfolio Preferences," Working Papers 201120, ARC Centre of Excellence in Population Ageing Research (CEPAR), Australian School of Business, University of New South Wales.
  13. Phillip Monin, 2013. "On a dynamic adaptation of the Distribution Builder approach to investment decisions," Papers 1301.0907, arXiv.org.
  14. Daniel G. Goldstein & David Rothschild, 2014. "Lay understanding of probability distributions," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(1), pages 1-14, January.

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