Live to Or Die By: Framing Effects on Life Expectations and Life Annuity Choice

Namika Sagara, Duke University, USA
John Payne, Duke University, USA
Suzanne Shu, UCLA, USA
Kirstin Appelt, Columbia University, USA
Eric Johnson, Columbia University, USA
Three large-scale studies demonstrate that subjective life expectancy can be a constructed response that will reflect seemingly irrelevant task factors (question framings) and valid self-knowledge. The framing effect was partially mediated by positive thoughts of being alive at a certain age. Life expectancy and framing influenced preferences towards annuitization.
[ to cite ]:
Namika Sagara, John Payne, Suzanne Shu, Kirstin Appelt, and Eric Johnson (2011) ,"Live to Or Die By: Framing Effects on Life Expectations and Life Annuity Choice", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 210-211.