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Essec\Faculty\Model\Contribution {#2233 ▼
  #_index: "academ_contributions"
  #_id: "2660"
  #_source: array:26 [
    "id" => "2660"
    "slug" => "2660-the-future-ambiguity-effect-how-narrow-payoff-ranges-increase-future-payoff-appeal"
    "yearMonth" => "2020-08"
    "year" => "2020"
    "title" => "The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal"
    "description" => "LIU, Y., HEATH, T. et ÖNCÜLER, A. (2020). The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal. <i>Management Science</i>, 66(8), pp. 3754–3770. LIU, Y., HEATH, T. et ÖNCÜLER, A. (2020). The Future Ambiguity Effect: How Narrow Payoff Ranges Incr "
    "authors" => array:3 [
      0 => array:3 [
        "name" => "ÖNCÜLER Ayse"
        "bid" => "B00183494"
        "slug" => "onculer-ayse"
      ]
      1 => array:1 [
        "name" => "LIU Yuanyuan"
      ]
      2 => array:1 [
        "name" => "HEATH Timothy"
      ]
    ]
    "ouvrage" => ""
    "keywords" => array:1 [
      0 => "intertemporal choice, ambiguous payoffs, ambiguity aversion"
    ]
    "updatedAt" => "2021-09-24 10:33:27"
    "publicationUrl" => "https://doi.org/10.1287/mnsc.2019.3375"
    "publicationInfo" => array:3 [
      "pages" => "3754–3770"
      "volume" => "66"
      "number" => "8"
    ]
    "type" => array:2 [
      "fr" => "Articles"
      "en" => "Journal articles"
    ]
    "support_type" => array:2 [
      "fr" => "Revue scientifique"
      "en" => "Scientific journal"
    ]
    "countries" => array:2 [
      "fr" => null
      "en" => null
    ]
    "abstract" => array:2 [
      "fr" => "Increasing a current payoff’s ambiguity from a precise value (e.g., $150) to a range (e.g., $140-$160) generally reduces the payoff’s appeal, as does delaying the payoff from, for example, now to one year from now. However, we report five studies in which adding small ranges to future payoffs increases future payoff appeal, an emergent property designated the future ambiguity effect. This effect generalizes across various choice sets, payoff levels, and delays, and prevails even when a future smaller ambiguous payoff is preferred more than a future larger precise payoff. Two underlying processes are proposed and supported: (1) Payoff ambiguity’s explicit risk of receiving a smaller payoff distracts people from the future’s larger implicit risk of receiving nothing, while (2) payoff ambiguity restores some of the excitement lost to the future’s psychological distance. Nonetheless, the future ambiguity effect is not universal, given that larger ranges can reduce and even eliminate it (boundary condition). Increasing a current payoff’s ambiguity from a precise value (e.g., $150) to a range (e.g., $140-$16 "
      "en" => "Increasing a current payoff’s ambiguity from a precise value (e.g., $150) to a range (e.g., $140-$160) generally reduces the payoff’s appeal, as does delaying the payoff from, for example, now to one year from now. However, we report five studies in which adding small ranges to future payoffs increases future payoff appeal, an emergent property designated the future ambiguity effect. This effect generalizes across various choice sets, payoff levels, and delays, and prevails even when a future smaller ambiguous payoff is preferred more than a future larger precise payoff. Two underlying processes are proposed and supported: (1) Payoff ambiguity’s explicit risk of receiving a smaller payoff distracts people from the future’s larger implicit risk of receiving nothing, while (2) payoff ambiguity restores some of the excitement lost to the future’s psychological distance. Nonetheless, the future ambiguity effect is not universal, given that larger ranges can reduce and even eliminate it (boundary condition). Increasing a current payoff’s ambiguity from a precise value (e.g., $150) to a range (e.g., $140-$16 "
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2025-04-11T04:21:41.000Z"
    "docTitle" => "The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal"
    "docSurtitle" => "Articles"
    "authorNames" => "<a href="/cv/onculer-ayse">ÖNCÜLER Ayse</a>, LIU Yuanyuan, HEATH Timothy"
    "docDescription" => "<span class="document-property-authors">ÖNCÜLER Ayse, LIU Yuanyuan, HEATH Timothy</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">2020</span> <span class="document-property-authors">ÖNCÜLER Ayse, LIU Yuanyuan, HEATH Timothy</span><br><span cl "
    "keywordList" => "<a href="#">intertemporal choice, ambiguous payoffs, ambiguity aversion</a>"
    "docPreview" => "<b>The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal</b><br><span>2020-08 | Articles </span> <b>The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal</b><br><span> "
    "docType" => "research"
    "publicationLink" => "<a href="https://doi.org/10.1287/mnsc.2019.3375" target="_blank">The Future Ambiguity Effect: How Narrow Payoff Ranges Increase Future Payoff Appeal</a> <a href="https://doi.org/10.1287/mnsc.2019.3375" target="_blank">The Future Ambiguity Effect: How Na "
  ]
  +lang: "fr"
  +"_type": "_doc"
  +"_score": 9.015865
  +"parent": null
}