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Attention please!

Author

Listed:
  • Olivier Gossner
  • Jakub Steiner
  • Colin Stewart
Abstract
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, forcing attention toward one item increases its likelihood of being chosen.

Suggested Citation

  • Olivier Gossner & Jakub Steiner & Colin Stewart, 2018. "Attention please!," ECON - Working Papers 308, Department of Economics - University of Zurich.
    • Handle: RePEc:zur:econwp:308
    as

    Download full text from publisher

    File URL: https://www.zora.uzh.ch/id/eprint/159517/1/econwp308.pdf
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    Other versions of this item:

    • Olivier Gossner & Jakub Steiner & Colin Stewart, 2021. "Attention Please!," Econometrica, Econometric Society, vol. 89(4), pages 1717-1751, July.

    References listed on IDEAS

    as
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    8. Selin Atalay & H. Onur Bodur & Dina Rasolofoarison, 2012. "Shining in the Center: Central Gaze Cascade Effect on Product Choice," Post-Print hal-00758534, HAL.
    9. Gasmi, F & Laffont, J J & Vuong, Q, 1992. "Econometric Analysis of Collusive Behavior in a Soft-Drink Market," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 1(2), pages 277-311, Summer.
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    11. Mark Armstrong & Robert Porter (ed.), 2007. "Handbook of Industrial Organization," Handbook of Industrial Organization, Elsevier, edition 1, volume 3, number 1.
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    Full references (including those not matched with items on IDEAS)

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    Cited by:

    1. Perroni, Carlo & Scharf, Kimberley & Talavera, Oleksandr & Vi, Linh, 2022. "Does online salience predict charitable giving? Evidence from SMS text donations," Journal of Economic Behavior & Organization, Elsevier, vol. 197(C), pages 134-149.
    2. Perroni, Carlo & Scharf, Kimberley & Talavera, Oleksandr & Vi, Linh, 2021. "Online Salience and Charitable Giving: Evidence from SMS Donations," CAGE Online Working Paper Series 536, Competitive Advantage in the Global Economy (CAGE).
    3. Annie Liang & Xiaosheng Mu & Vasilis Syrgkanis, 2019. "Dynamically Aggregating Diverse Information," Papers 1910.07015, arXiv.org, revised Apr 2021.
    4. Stephanie M. Smith & Ian Krajbich & Ryan Webb, 2019. "Estimating the dynamic role of attention via random utility," Journal of the Economic Science Association, Springer;Economic Science Association, vol. 5(1), pages 97-111, August.

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    More about this item

    Keywords

    Sequential sampling; marketing; persuasion; attention allocation;
    All these keywords.

    JEL classification:

    • D8 - Microeconomics - - Information, Knowledge, and Uncertainty
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making

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