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Choice overload reduces neural signatures of choice set value in dorsal striatum and anterior cingulate cortex

Author

Listed:
  • Elena Reutskaja

    (IESE Business School)

  • Axel Lindner

    (University Hospital Tübingen
    Hertie-Institute for Clinical Brain Research
    California Institute of Technology)

  • Rosemarie Nagel

    (Universitat Pompeu Fabra)

  • Richard A. Andersen

    (California Institute of Technology
    California Institute of Technology)

  • Colin F. Camerer

    (California Institute of Technology)

Abstract

Modern societies offer a large variety of choices1,2, which is generally thought to be valuable3–7. But having too much choice can be detrimental1–3,8–11 if the costs of choice outweigh its benefits due to ‘choice overload’12–14. Current explanatory models of choice overload mainly derive from behavioural studies13,14. A neuroscientific investigation could further inform these models by revealing the covert mental processes during decision-making. We explored choice overload using functional magnetic resonance imaging while subjects were either choosing from varying-sized choice sets or were browsing them. When choosing from sets of 6, 12 or 24 items, functional magnetic resonance imaging activity in the striatum and anterior cingulate cortex resembled an inverted U-shaped function of choice set size. Activity was highest for 12-item sets, which were perceived as having ‘the right amount’ of options and was lower for 6-item and 24-item sets, which were perceived as ‘too small’ and ‘too large’, respectively. Enhancing choice set value by adding a dominant option led to an overall increase of activity. When subjects were browsing, the decision costs were diminished and the inverted U-shaped activity patterns vanished. Activity in the striatum and anterior cingulate reflects choice set value and can serve as neural indicator of choice overload.

Suggested Citation

  • Elena Reutskaja & Axel Lindner & Rosemarie Nagel & Richard A. Andersen & Colin F. Camerer, 2018. "Choice overload reduces neural signatures of choice set value in dorsal striatum and anterior cingulate cortex," Nature Human Behaviour, Nature, vol. 2(12), pages 925-935, December.
  • Handle: RePEc:nat:nathum:v:2:y:2018:i:12:d:10.1038_s41562-018-0440-2
    DOI: 10.1038/s41562-018-0440-2
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    Cited by:

    1. Kaijun Zhang & Hongkun Liu & Jun Ye, 2023. "Role of music tempo in choosing from large and small choice sets: insights from functional magnetic resonance imaging (fMRI)," Marketing Letters, Springer, vol. 34(4), pages 633-652, December.
    2. Fabrice Le Lec & Marianne Lumeau & Benoît Tarroux, 2022. "How choice proliferation affects revealed preferences," Theory and Decision, Springer, vol. 93(2), pages 331-358, September.
    3. Jon M. Stein, 2023. "Utilizing Collective Intelligence to Combine Theory of Constraints with Lean Six Sigma," International Journal of Business and Management, Canadian Center of Science and Education, vol. 17(6), pages 1-34, February.
    4. Yukinori Iwata, 2023. "Evaluating opportunities when more is less," Theory and Decision, Springer, vol. 95(1), pages 109-130, July.
    5. Herzenstein, Michal & Dholakia, Utpal M. & Sonenshein, Scott, 2020. "How the number of options affects prosocial choice," International Journal of Research in Marketing, Elsevier, vol. 37(2), pages 356-370.

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