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Highlighting attributes: When less is more
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PRE
AI
DOI：10.1016/j.econlet.2026.112974.png)
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Abstract
En 中文
Highlighting different sets of attributes can significantly influence consumer choice, even when the underlying set of alternatives remains constant. This paper proposes a novel framework to model this phenomenon using standard choice-theoretic tools, attributing the effect to limited consumer attention. We posit that highlighting specific attributes alters the consumer's consideration set, filtering which options are evaluated. To formalize this, we introduce the Attributes Competition Filter (ACF), a mechanism that determines whether an alternative remains in consideration based on the interaction between available options and highlighted attributes. We provide an axiomatic characterization of this choice procedure through two key conditions: Single Reversal in Attributes (SRA), which permits a single reversal in choice as the set of highlighted attributes contracts, and Contraction Consistency with Fixed Attributes (CCFA), which imposes standard rationality on choices when the highlighted attributes are held fixed.
Keywords:
Limited attention
Highlights
Choice reversals
Journal
E
IF:
1.8
Papers:
345
Citations:
0