Framing Lifetime Income

Jeffrey R Brown, Jeffrey R Kling, Sendhil Mullainathan, Marian V Wrobel

Research output: Contribution to journalArticle


We provide evidence that individuals optimize imperfectly when making annuity decisions, and this result is not driven by loss aversion. Life annuities are more attractive when presented in a consumption frame than in an investment frame. Highlighting the purchase price in the consumption frame does not alter this result. The level of habitual spending has little interaction with preferences for annuities in the consumption frame. In an investment frame, consumers prefer annuities with principal guarantees; this result is similar for guarantee amounts below, at, and above the purchase price. We discuss implications for the retirement services industry and its regulators.
Original languageEnglish (US)
Pages (from-to)27-37
JournalNational Bureau of Economic Research Working Paper Series
Issue number1
StatePublished - May 2013

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