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

Author

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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..

Suggested Citation

  • Daniel G. Goldstein & Eric J. Johnson & William F. Sharpe, 2008. "Choosing Outcomes versus Choosing Products: Consumer-Focused Retirement Investment Advice," Journal of Consumer Research, Oxford University Press, vol. 35(3), pages 440-456, August.
  • Handle: RePEc:oup:jconrs:v:35:y:2008:i:3:p:440-456
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    Citations

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    Cited by:

    1. Katerina Straznicka, 2012. "Temporal stability of risk preference measures," Working Papers halshs-00768437, HAL.
    2. Hazel Bateman & Christine Eckert & John Geweke & Jordan Louviere & Stephen Satchell & Susan Thorp, 2016. "Risk Presentation and Portfolio Choice," Review of Finance, European Finance Association, vol. 20(1), pages 201-229.
    3. Bateman, Hazel & Eckert, Christine & Geweke, John & Louviere, Jordan & Satchell, Stephen & Thorp, Susan, 2014. "Financial competence, risk presentation and retirement portfolio preferences," Journal of Pension Economics and Finance, Cambridge University Press, vol. 13(01), pages 27-61, January.
    4. 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.
    5. Glenn W. Harrison & Morten I. Lau & Hong Il Yoo, 2017. "Risk Attitudes, Sample Selection and Attrition in a Longitudinal Field Experiment," Working Papers 2017_07, Durham University Business School.
    6. repec:eee:hapoch:v1_661 is not listed on IDEAS
    7. Andreas C. Drichoutis & Achilleas Vassilopoulos, 2016. "Intertemporal stability of survey-based measures of risk and time preferences over a three-year course," Working Papers 2016-3, Agricultural University of Athens, Department Of Agricultural Economics.
    8. Katerina Straznicka, 2012. "Temporal stability of risk preference measures," Working Papers 1236, Groupe d'Analyse et de Théorie Economique Lyon St-Étienne (GATE Lyon St-Étienne), Université de Lyon.
    9. Dimitris Georgarakos & Roman Inderst, 2011. "Financial Advice and Stock Market Participation," BCL working papers 51, Central Bank of Luxembourg.
    10. 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.
    11. Figen Ersoy & Nuri Calik, 2016. "Consumer Innovativeness And Information Seeking Behavior As Opposed To Risk Perceptions On Purchases Of Hi-Tec," Proceedings of Economics and Finance Conferences 3205891, International Institute of Social and Economic Sciences.
    12. Michael P. Keane & Susan Thorp, 2016. "Complex Decision Making: The Roles of Cognitive Limitations, Cognitive Decline and Ageing," Economics Papers 2016-W10, Economics Group, Nuffield College, University of Oxford.
    13. Meyer, Steffen & Urban, Linda & Ahlswede, Sophie, 2016. "Does feedback on personal investment success help?," SAFE Working Paper Series 157, Research Center SAFE - Sustainable Architecture for Finance in Europe, Goethe University Frankfurt.
    14. 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.
    15. 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.
    16. repec:eee:rensus:v:82:y:2018:i:p3:p:3952-3961 is not listed on IDEAS
    17. Aspara, Jaakko & Chakravarti, Amitav & Hoffmann, Arvid O. I., 2015. "Focal versus background goals in consumer financial decision-making," LSE Research Online Documents on Economics 64129, London School of Economics and Political Science, LSE Library.
    18. Phillip Monin, 2013. "On a dynamic adaptation of the Distribution Builder approach to investment decisions," Papers 1301.0907, arXiv.org.
    19. Lionel Page & Daniel G. Goldstein, 2016. "Subjective beliefs about the income distribution and preferences for redistribution," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 47(1), pages 25-61, June.
    20. Christine Kaufmann & Martin Weber & Emily Haisley, 2013. "The Role of Experience Sampling and Graphical Displays on One's Investment Risk Appetite," Management Science, INFORMS, vol. 59(2), pages 323-340, July.
    21. Jaakko Aspara & Arvid Hoffmann, 2015. "Selling losers and keeping winners: How (savings) goal dynamics predict a reversal of the disposition effect," Marketing Letters, Springer, vol. 26(2), pages 201-211, June.
    22. Meyer, Steffen & Urban, Linda & Ahlswede, Sophie, 2015. "Does a personalized feedback on investment success mitigate investment mistakes of private investors? Answers from large natural field experiment," Annual Conference 2015 (Muenster): Economic Development - Theory and Policy 112988, Verein für Socialpolitik / German Economic Association.
    23. Chuang, Yating & Schechter, Laura, 2015. "Stability of experimental and survey measures of risk, time, and social preferences: A review and some new results," Journal of Development Economics, Elsevier, vol. 117(C), pages 151-170.
    24. Bernard, Carole & Chen, Jit Seng & Vanduffel, Steven, 2015. "Rationalizing investors’ choices," Journal of Mathematical Economics, Elsevier, vol. 59(C), pages 10-23.
    25. Jacek B Krawczyk, 2015. "Delivering Left-Skewed Portfolio Payoff Distributions in the Presence of Transaction Costs," Risks, MDPI, Open Access Journal, vol. 3(3), pages 1-20, August.

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