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Contracts with Framing

Author

Listed:
  • Yuval Salant
  • Ron Siegel

Abstract

We study a model of contracts in which a profit-maximizing seller uses framing to influence buyers' purchasing behavior. Framing temporarily affects how buyers evaluate different products, and buyers can renege on their purchases after the framing effect wears off. We characterize the optimal contracts with framing and their welfare properties in several settings. Framing that is not too strong reduces total welfare in regulated markets with homogenous buyers, but increases total welfare in markets with heterogenous buyers when the proportion of buyers with low willingness to pay is small.

Suggested Citation

  • Yuval Salant & Ron Siegel, 2018. "Contracts with Framing," American Economic Journal: Microeconomics, American Economic Association, vol. 10(3), pages 315-346, August.
    • Handle: RePEc:aea:aejmic:v:10:y:2018:i:3:p:315-46
    Note: DOI: 10.1257/mic.20160230
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    Citations

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    Cited by:

    1. Anastasia Burkovskaya, 2022. "A model of state aggregation," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 73(1), pages 121-149, February.
    2. Burkovskaya, Anastasia & Li, Jian, 2020. "Comparative Profitability of Product Disclosure Statements," Working Papers 2020-01, University of Sydney, School of Economics.
    3. Francesco Cerigioni & Simone Galperti, 2021. "Listing specs: The effect of framing attributes on choice," Economics Working Papers 1775, Department of Economics and Business, Universitat Pompeu Fabra.
    4. Arno Apffelstaedt & Lydia Mechtenberg, 2021. "Competition for Context-Sensitive Consumers," Management Science, INFORMS, vol. 67(5), pages 2828-2844, May.
    5. T. Hayashi & R. Jain & V. Korpela & M. Lombardi, 2023. "Behavioral strong implementation," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 76(4), pages 1257-1287, November.
    6. Wolff, Irenaeus, 2021. "The lottery player’s fallacy: Why labels predict strategic choices," Journal of Economic Behavior & Organization, Elsevier, vol. 184(C), pages 16-29.
    7. Benjamin Young, 2022. "Misperception and Cognition in Markets," Games, MDPI, vol. 13(6), pages 1-15, October.
    8. Arno Apffelstaedt & Lydia Mechtenberg, 2021. "Competition for Context-Sensitive Consumers," Management Science, INFORMS, vol. 67(5), pages 2828-2844, May.
    9. Kris De Jaegher, 2019. "Strategic framing to influence clients’ risky decisions," Theory and Decision, Springer, vol. 86(3), pages 437-462, May.

    More about this item

    JEL classification:

    • D11 - Microeconomics - - Household Behavior - - - Consumer Economics: Theory
    • D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design
    • D86 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Economics of Contract Law

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