Keeping Doors Open: The Effect of Unavailability on Incentives to Keep Options Viable

@article{Shin2004KeepingDO,
  title={Keeping Doors Open: The Effect of Unavailability on Incentives to Keep Options Viable},
  author={Jiwoong Shin and D. Ariely},
  journal={Manag. Sci.},
  year={2004},
  volume={50},
  pages={575-586}
}
Many of the options available to decision makers, such as college majors and romantic partners, can become unavailable if sufficient effort is not invested in them (taking classes, sending flowers). The question asked in this work is whether a threat of disappearance changes the way people value such options. In four experiments using "door games," we demonstrate that options that threaten to disappear cause decision makers to invest more effort and money in keeping these options open, even… Expand
112 Citations

Figures, Tables, and Topics from this paper

When to walk away: The effect of variability on keeping options viable
  • 6
  • Highly Influenced
  • PDF
Monetary Scarcity Leads to Increased Desire for Assortment
  • 1
Tilburg University Decision importance as a cue for deferral
  • 1
  • PDF
Some experimental evidence of choice aversion
Decision importance as a cue for deferral
  • 14
  • PDF
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 42 REFERENCES
1-The Pain of Deciding : Indecision , Flexibility , and Consumer Choice
  • 3
  • PDF
Postdecision changes in the desirability of alternatives.
  • J. Brehm
  • Psychology, Medicine
  • Journal of abnormal psychology
  • 1956
  • 927
When choice is demotivating: can one desire too much of a good thing?
  • 2,173
  • PDF
When choice is demotivating: Can one desire too much of a good thing?
  • 753
  • PDF
The Psychology of Preferences
  • 1,071
Experimental Tests of the Endowment Effect and the Coase Theorem
  • 3,405
  • PDF
THE INFLUENCE OF ANTICIPATING REGRET AND RESPONSIBILITY ON PURCHASE DECISIONS
  • 702
  • PDF
Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias
  • 2,991
  • PDF
...
1
2
3
4
5
...