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Individual heterogeneity and pension choices: How to communicate an effective message?

Listed author(s):
  • Giovanni Gallo

    ()

  • Costanza Torricelli

    ()

  • Arthur van Soest

    ()

We use the Elaboration Likelihood Model (ELM) to explain how communication influences the heterogeneity in pension choices. To this end we exploit the 2007 Italian reform that allowed transferring future severance pay contributions into a pension fund and was accompanied by an information campaign with a clear message. According to ELM, individuals follow either a “central route” or a “peripheral route” depending on their motivation and ability to think, and eventually change or retain their initial attitude. Based on Logit models and data from the Bank of Italy Survey on Household Income and Wealth, we find that the decision to transfer the severance pay into a pension fund was taken by more educated and older individuals, with high household income. Since the reform was mainly directed at low income and younger individuals, this result suggest that the information campaign was not very effective. Moreover, our findings show that generic financial literacy does not significantly affect decision consciousness, pointing at a more relevant role in the elaboration process for: the individual’s comprehension of the specific choice object (pension funds), cognitive skills, and influential contextual factors (i.e., unions and employer’s pressure).

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File URL: http://155.185.68.2/campusone/web_dep/CappPaper/Capp_p136.pdf
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Paper provided by Universita di Modena e Reggio Emilia, Dipartimento di Economia "Marco Biagi" in its series Center for the Analysis of Public Policies (CAPP) with number 0136.

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Length: pages 28
Date of creation: Mar 2016
Handle: RePEc:mod:cappmo:0136
Contact details of provider: Web page: http://www.capp.unimore.it

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  12. Fornero, Elsa & Monticone, Chiara, 2011. "Financial literacy and pension plan participation in Italy," Journal of Pension Economics and Finance, Cambridge University Press, vol. 10(04), pages 547-564, October.
  13. Giovanni D'Alessio & Ivan Faiella, 2002. "Non-response behaviour in the Bank of Italy�s Survey of Household Income and Wealth," Temi di discussione (Economic working papers) 462, Bank of Italy, Economic Research and International Relations Area.
  14. Giuseppe Cappelletti & Giovanni Guazzarotti & Pietro Tommasino, 2013. "What Determines Annuity Demand at Retirement?," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 38(4), pages 777-802, October.
  15. Sunden, Annika E & Surette, Brian J, 1998. "Gender Differences in the Allocation of Assets in Retirement Savings Plans," American Economic Review, American Economic Association, vol. 88(2), pages 207-211, May.
  16. Ambrogio Rinaldi, 2011. "Pension awareness and nation-wide auto-enrolment: the Italian experience," CeRP Working Papers 104, Center for Research on Pensions and Welfare Policies, Turin (Italy).
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