Benedict G.C. Dellaert

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• professor of marketing
• Professor (Full) at Erasmus University Rotterdam

Making good health insurance decisions is important to health outcomes and longevity, but consumers’ errors are well documented. The authors examine if targeted choice architecture interventions can reduce these mistakes. The paper examines the interaction of two choice architecture tools on improve consumer insurance decisions in online healthcare...

New digital technologies not only support consumers in better fulfilling their own consumption needs but also enable them to create greater value for other consumers. These new consumer co-production activities, collectively referred to as the sharing economy, require firms to rethink their role in the marketing value creation process. Firms need t...

Digital technology in financial services is helping consumers gain wider access to investment funds, acquire these funds at lower costs, and customize their own investments. However, direct digital access also creates new challenges because consumers may make suboptimal investment decisions. We address the challenge that consumers often face comple...

This research examines the impact of defaults on product choice in sequential-decision settings. Whereas prior research has shown that a default can affect what consumers purchase by promoting choice of the preselected option, the influence of defaults is more nuanced when consumers make a series of related choices. In such a setting, consumer pref...

Rapid advances in digital interfaces, the quality of predictive algorithms, and the availability of high-speed internet are allowing firms to offer robo-advice: automated online guidance about which financial products are suitable for a consumer. At their best, robo-advisors feature algorithms that accurately predict which financial products are th...

Consumers are widely adopting Artificially Intelligent Voice Assistants (AIVAs). AIVAs now handle many different everyday tasks and are also increasingly assisting consumers with purchasing decisions, making AIVAs a rich topic for marketing researchers. We develop a series of propositions regarding how consumer decision-making processes may change...

Background: Goals play an important role in the choices that individuals make. Yet, there is no clear approach of how to incorporate goals in discrete choice experiments. In this paper, we present such an approach and illustrate it in the context of lifestyle programs. Furthermore, we investigate how non-health vs. health goals affect individuals'...

Financial advisors seek to accurately measure individuals' risk preferences and provide sound personalized investment advice. Both advice tasks are increasingly offered through automated online technologies. Little is known, however, about what drives individuals' acceptance of such automated financial advice and, from a consumer point of view, whi...

This chapter examines the regulatory and market structure concerns raised by automated financial advisors, and arrives at two conclusions. First, the principles-based regulatory approach of the 1940 Investment Advisors Act in the U.S. appears adequate and sufficiently flexible to address the new issues raised by automation, at least for now. Second...

Many consumer decisions are assisted by product recommendations. When retailers provide such recommendations, there is an inherent tension between (1) presenting a set of products that are close in attractiveness (fine product set granularity) and (2) presenting a wider range of products that are more different in attractiveness (coarse product set...

Collectively organized pension plans must increasingly demonstrate that the risk preferences of their members are adequately reflected in the plans’ asset allocations. However, whether funds should elicit individual members’ risk preferences to achieve this goal, or whether they can rely on other indicators, such as socio-demographics, remains uncl...

This paper develops new directions on how individuals’ use of multiple goals can be incorporated in econometric models of individual decision making. We start by outlining key components of multiple, simultaneous goal pursuit and multi-stage choice. Since different goals are often only partially compatible, such a multiple goal-based approach impli...

Automated financial product advisors-"robo advisors"-are emerging across the financial services industry, helping consumers choose investments, banking products, and insurance policies. Robo advisors have the potential to lower the cost and increase the quality and transparency of financial advice for consumers. But they also pose significant new c...

Relatively little is known about what drives individuals’ acceptance of online pension investment advice and, from a consumer point of view, which firms may be best placed to provide such advice. The aim of the current paper is to generate novel insights that shed light on these questions by conducting (1) a review of the current literature and (2)...

Objectives.: To estimate the preferences of osteoporotic patients for medication attributes, and analyse data from seven European countries. Methods.: A discrete choice experiment was conducted in Belgium, France, Ireland, the Netherlands, Spain, Switzerland and the UK. Patients were asked to choose repeatedly between two hypothetical unlabelled...

We propose a new approach to determine the utilities that consumers attach to different attributes in complex decisions. The approach builds on a recently developed model that posits that cognitive links between alternatives and attributes and between attributes and benefits are more likely to be activated in a consumer's mental representation of a...

This paper develops new directions on how individuals’ use of multiple goals can be incorporated in econometric models of individual decision-making. We start by outlining key components of multiple, simultaneous goal pursuit and multi-stage choice. Since different goals are often only partially compatible, such a multiple goal-based approach impli...

Network formation among individuals constitutes an important part of many OR processes, but relatively little is known about how individuals make their linking decisions in networks. This article provides an investigation of heuristic effects in individual linking decisions for network formation in an incentivized lab-experimental setting. Our mixe...

We predict an age-related reversal of the effect of a construal level intervention on planned retirement age. As individuals’ temporal distance to retirement decreases, their primary retirement goal is likely to change. Younger individuals are primarily driven by desirability goals, but older individuals are driven by feasibility goals. Results fro...

Purpose This chapter focuses on individuals’ mental representations of complex decision problems in transportation. An overview of approaches and techniques in this recent area of research is given as well as an illustration. The illustration concerns an application of CNET (causal network elicitation technique) to measure mental representations in...

Pensioen op maat kan deels al binnen de bestaande verplichte pensioenregelingen van pensioenfondsen georganiseerd worden, vooral in de fase van pensioenopname. De geboden mogelijkheden voor keuzevrijheid worden tot op heden nog beperkt gebruikt. Tijdens de fase van pensioenopbouw conflicteert keuze met name met een collectief systeem als deelnemers...

Pensioen op Maat: Heterogeniteit en individuele keuzevrijheid in pensioenen Pensioen op Maat: Heterogeniteit en individuele keuzevrijheid in pensioenen 1 Benedict Dellaert en Eduard Ponds, 23 september 2014 Welke keuze-aspecten kunnen worden ingebracht in de Nederlandse tweede pijler pensioencontext? Hoe komen wij op een gebalanceerde wijze te kome...

Objectives Many national colorectal cancer screening campaigns have a similar structure. First, individuals are invited to take a noninvasive screening test, and, second, in the case of a positive screening test result, they are advised to undergo a more invasive follow-up test. The objective of this study was to investigate how much individuals’ p...

Background The patient's perspective is becoming increasingly important in clinical and policy decisions. Information about what patients prefer, and how they value various aspects of a health intervention can be useful when designing and evaluating health care programs and could help health professionals to improve disease management. Objectives T...

Consumer informedness plays a critical role in determining consumer choice in the presence of information technology (IT) deployed by competing firms in the marketplace. Using data collected through a series of stated choice experiments in two different research contexts, we examine how consumer characteristics and observed behaviors moderate the i...

This article investigates consumers' anticipation of other consumers' service time choices in capacity-constrained services and how this is affected by publicly announced access recommendations. Empirical results from an experiment with simulated congestion experiences show that the impact of consumers' anticipation of other consumers' service time...

This paper introduces the online Causal Network Elicitation Technique (CNET), as a technique for measuring components of mental representations of choice tasks and compares it with the more common technique of online ‘hard’ laddering (HL). While CNET works in basically two phases, one in open question format and one as guided linking of attributes...

The patient's perspective is becoming increasingly important in clinical and policy decisions. In this study, we aimed to evaluate the preferences of patients with, or at risk of, osteoporosis for medication attributes, and to establish how patients trade between these attributes. A discrete choice experiment survey was designed and patients were a...

Background: The introduction of innovative non-invasive screening tests (e.g. tests based on stool and blood samples or both) may be a solution to increase colorectal cancer (CRC) screening uptake. However, preferences for these non-invasive screening tests have not been investigated in great detail yet. The purpose of this article therefore is to...

Background Adherence with osteoporosis medications is poor and suboptimal. Understanding patients’ preferences may be a first step to improve adherence with therapy. Over recent years, there has been an increased interest in the use of discrete-choice experiments (DCE) to elicit preferences. The number of medication attributes identified in the lit...

This chapter considers the measurement and modelling of mental representations underlying individuals’ choice behaviour. The premise of the study of such mental representations (MRs) is that an individual’s mental construction of a choice problem plays an important role in preference formation, especially in the context of the complex choice situat...

We introduce a utility theory-based model of consumers’ mental representation of attributes and benefits in decisions between complex alternatives. The model relies on the fact that there are cognitive costs and gains to activating additional decision components in mental representations. The gains are that with every component the individual is be...

Tourism research has long recognized the complexity of many decisions that tourists make and proposed models to describe and analyze tourist decision processes. This article complements this previous research by proposing a view that moves away from the process of making a decision and instead investigates how tourists mentally represent the decisi...

A568 VALUE IN HEALTH 16 (2013) A323–A636 mated, where EQ-5D was regressed on 1) eight SF-36 scores; 2) as per 1) plus squared and pair-wise interaction terms, 3) as per 1) plus clinical characteristics; and 4) as per 3) plus squared and pair-wise interaction terms, respectively. Model 2 and 4 were developed by using stepwise regression analyses. Mo...

We model strategic communication network formation with (i) link specificity: link maintenance lowers specific attention and thus value (negative externality previously ignored for communication) and (ii) value transferability via indirect links for informational but not for social value (positive externality modeled uniformly before). Assuming onl...

In this paper we propose the use of preferred outcome distributions as a new method to elicit individuals' value and probability weighting functions in decisions under risk. Extant approaches for the elicitation of these two key ingredients of individuals' risk attitude typically rely on a long, chained sequence of lottery choices. In contrast, pre...

Recent research suggests that advice and communication about investment risks can be improved by use of the Distribution Builder (Goldstein, Johnson, and Sharpe 2008). Essentially, this is an interactive tool that allows consumers to engage in a hypothetical investment task and to experience risk-return tradeoffs. The objective of this paper is to...

Background Sophisticated recommendation systems are used more and more in the health sector to assist consumers in healthy decision making. In this study we investigate consumers' evaluation of hypothetical health recommendation systems that provide personalized nutrition advice. We examine consumers' intention to use such a health recommendation s...

Health promotion (HP) interventions have outcomes that go beyond health. Such broader nonhealth outcomes are usually neglected in economic evaluation studies. To allow for their consideration, insights are needed into the types of nonhealth outcomes that HP interventions produce and their relative importance compared with health outcomes. This stud...

Increased competition in the health care sector has led hospitals and other health care institutions to experiment with new access allocation policies that move away from traditional expert based allocation of care to price-based priority access (i.e., the option to pay more for faster care). To date, little is known about individuals' attitude tow...

Attribute selection represents an important step in the development of discrete-choice experiments (DCEs), but is often poorly reported. In some situations, the number of attributes identified may exceed what one may find possible to pilot in a DCE. Hence, there is a need to gain insight into methods to select attributes in order to construct the f...

Individuals’ planned retirement age is affected by a trade-off between financial costs (a feasibility oriented consideration) and the number of years in retirement (a desirability oriented consideration). Previous research shows that construal level interventions (i.e., activating a global vs. local mindset with individuals) affect the relative imp...

We introduce an extension of the discrete choice model to take into account individuals’ mental representation of a choice problem. We argue that, especially in daily activity and travel choices, the activated needs of an individual have an influence on the benefits he or she pursues in the choice of an alternative. The benefits in turn determine w...

Customized care can be beneficial for patients when preferences for health care programs are heterogeneous. Yet, there is little guidance on how individual-specific preferences and cost data can be combined to inform health care decisions about customized care. Therefore, we propose a discrete choice experiment-based approach that illustrates how t...

The way a choice is presented influences what a decision-maker chooses. This paper outlines the tools available to choice architects, that is anyone who present people with choices. We divide these tools into two categories: those used in structuring the choice task and those used in describing the choice options. Tools for structuring the choice t...

Online retailers significantly benefit when consumers use interactive decision aids (IDAs). In this study, we investigate how to best design messages that promote IDA use. Using an extended message framing perspective, we propose that messages about consumers’ traditional action (searching) increase usage intentions more than messages about the new...

Many firms rely on choice experiment-based models to evaluate future marketing actions under various market conditions. This research investigates choice complexity (i.e., number of alternatives, number of attributes, and utility similarity between the most attractive alternatives) and individual differences in decision time as key factors that aff...

Terwijl een toenemend aantal bedrijven de krachten bundelt om samen te innoveren, blijft er onduidelijkheid over de waarde van hechte relaties tussen die bedrijven: Zijn hechte relaties tussen samen innoverende bedrijven funest voor of juist een katalysator van hun innovatie? Onze studie presenteert een model waarin wordt gekeken naar de invloed va...

This panel paper addresses the issue of how best to measure and debias consumer risk attitudes in the domain of pension product decisions. The paper first reviews the academic literature on the measurement of attitudes towards risk. Next, after reviewing past and current approaches to measuring consumer risk attitudes, the paper discusses potential...

This article examines how a common form of decision assistance—recommendations that present products in order of their predicted attractiveness to a consumer—transforms decision processes during product search. Such recommendations induce a shift in consumers' decision orientation in search from being directed at whether additional alternatives sho...

The way a choice is presented influences what a decision-maker chooses. This paper outlines the tools available to choice architects, that is anyone who present people with choices. We divide these too ls into two categories: those used in structuring the choice task and those used in describing the choice options. Tools for structuring the choice...

The allocation of scarce health care service resources often requires trade-offs between individual and collective outcomes (e.g., when some individuals benefit more strongly from a given policy than others). Based on construal level theory, one would expect that consumers cognitively represent the individual and collective outcomes of an allocatio...

Deciding how much to save for retirement is a difficult task surrounded with many uncertainties. In this paper we study the impact of uncertainty about one’s savings adequacy on retirement savings contributions and information search. We combine ideas from literature in psychology and economics that have opposing predictions for the impact of uncer...

Information personalization is a popular and effective way used especially by online content providers to reduce user effort for the assessment of abundant information load. Based on learning and goal setting theories, in this paper we argue that the successful role of information personalization can be attributed to the effect of increased content...

In recent years, the combination of economic growth and population growth in emerging markets and less developed markets has accelerated the progression of globalization of retailing and globalization by retailers. The challenges faced by global and globalizing retailers (retailers who currently have or intend to establish a market presence in matu...

The rising need for leisure activities in developed countries over the past four decades raised the number of trips generated by this pastime (Kiiskilä & Kalenoja 2001; Schlich et al. 2004). In order to reduce travel related energy consumption caused by leisure trips and to lower pressure on urban infrastructure, many attempts have been made to enf...

We propose a model on strategic formation of communication networks with (i) link specificity: the more direct links somebody maintains, the less she can specify her attention per link, the lower her links’ value, while this negative externality was previously ignored in the communication context, and (ii) value transferability via indirect links f...

Interactive decision aids (IDAs) typically use concrete product feature-based approaches to interact with consumers. Recently however, interaction designs that focus on communicating abstract consumer needs have been suggested as a promising alternative. This article investigates how temporal distance moderates the effectiveness of these two compet...

We propose a model on strategic formation of communication networks with (i) link specificity: the more direct links somebody maintains, the less she can specify her attention per link, the lower her links’ value, while this negative externality was previously ignored in the communication context, and (ii) value transferability via indirect links f...

While the number and importance of joint innovation projects between suppliers and their customers continue to rise, the literature has yet to resolve a key question — do embedded ties with customers help or hurt supplier innovation? Drawing on both the tie strength and knowledge literatures, we theorize that embedded ties interact with supplier an...

Growing emphasis is currently given in decision modeling on process data to capture behavioral mechanisms that ground decision-making processes. Nevertheless, advanced applications to elicit such data are still lacking. The Causal Network Elicitation Technique interview and card-game, both face-to-face interviews, are examples of a behavioral proce...

Purpose – This paper aims to examine communication channels for in‐home service provision. In particular, it aims to focus on the joint effect of two converging trends: the increase of in‐home services involving high degrees of customer participation;and the extension of the number of channels that service firms use to communicate with customers. I...

Variation in the demand for scarce recreational resources can easily lead to crowding with unpleasant consequences for visitors and poses significant challenges to recreational resource managers. Previous research on individuals’ response to crowding has mainly focused on how individuals cope with crowding at the moment that they experience it. The...

This paper shows how travellers that are faced with a series of risky choices become behaviourally inert due to a combination of risk aversion and learning. Our theoretical analyses complement other studies that conceive inertia as resulting from the wish to save cognitive resources. We first present a model of risky travel mode choice. We show tha...

Activity-based models for modeling individuals’ travel demand have come to a new era in addressing individuals’ and households’ travel behavior on a disaggregate level. Quantitative data are mainly used in this domain to enable a realistic representation of individual choices and a true assessment of the impact of different Travel Demand Management...

We introduce and test a behavioral model of consumer product search that extends a baseline normative model of sequential search by incorporating non-normative influences that are local in the sense that they reflect consumers’ undue sensitivity to recently encountered alternatives. We propose two types of such local behavioral influences that, at...

Network formation constitutes an important part of many social and economic processes, but relatively little is known about how individuals make their linking decisions in networks. This article provides an experimental investigation of behavioral effects in individual decisions of network formation. Our findings demonstrate that the inherent compl...

Activity-Based(AB) models for modeling individuals' travel demand have come to a new era in adressing individuals' and households' travel behavior in a disaggregate level. Quantitative data are mainly used in this domain to enable a realistic representation of individual choices and a true assessment of the impact of different Travel Demand Managem...

As the need for leisure time increases in the developed countries, the number of trips that are generated by this type of activity is also increasing (Kiiskilä & Kalenoja, 2001). Therefore, travel choice behavior of day trippers in congested urban areas should get more attention from decision makers in order to promote low-impact and sustainable tr...

Clinical guidelines for the follow-up after breast cancer recommend frequent outpatient clinic visits to be examined for a possible recurrence or a second primary breast tumour, and to receive information and psychosocial support. However, needs and preferences for follow-up may differ between patients, raising the question whether the current 'one...

In this paper we study the structure of the bilateral communication links within Online Consumer Communication Networks (OCCNs), such as virtual communities. Compared to the offline world, consumers in online networks are highly flexible to choose their communication partners and little is known about how this affects communication exchange structu...

This paper describes an application of hierarchical information integration (HII) discrete choice experiments. We assessed theoretical and construct validity, as well as internal consistency, to investigate whether HII can be used to investigate complex multi-faceted health-care decisions (objective 1). In addition, we incorporated recent advances...

This study investigates the antecedents of consumer intentions to use mass customization on the Internet and the joint role of complementary on-line services (visualization, salesperson interaction, and post-purchase product adaptation) and the range of mass customization options in on-line mass customization. It extends past research by demonstrat...

The potential barriers and facilitators to change should guide the choice of implementation strategy. Implementation researchers believe that existing methods for the evaluation of potential barriers and facilitators are not satisfactory. Discrete choice experiments (DCE) are relatively new in the health care sector to investigate preferences, and...

Example of a discrete choice task. The table shows an example of a discrete choice task

We considered the reasons why customers who plan to use a web site require different benefits in different situations and investigated two ways by which the differences can occur. Apparently, relative benefit importance shifts due to changes in cognitive fit between each web site benefit and customers’ situations, and, due to changes in their antic...

We investigate how consumers evaluate service value chains designed to create and deliver knowledge-based personalized recommendations. We conceptualize the underlying benefit trade-offs that consumers make in evaluating such systems as the manifestation of a psychological contract in which consumers contribute their personal information and effort...

We review the discussion at a workshop whose goal was to achieve a better integration among behavioral, economic, and statistical approaches to choice modeling. The workshop explored how current approaches to the specification, estimation, and application of choice models might be improved to better capture the diversity of processes that are postu...

The provision of travel information may serve as a means of changing the behavior of individual travelers in ways that are beneficial to the transportation system at large. On the basis of the argument that a better understanding of travel behavior in the presence of traffic information is required, this paper reports on the analysis of a computer...

Network formation constitutes an important part of many social and economic processes, but relatively little is known about how individuals make their linking decisions. This article provides an experimental investigation of behavioral effects in individual decisions of network formation. Our findings demonstrate that individuals systematically sim...

Increasingly, firms allow consumers to mass customize their products. In this study, the authors investigate consumers' evaluations of different mass customization configurations when they are asked to mass customize a product. For example, mass customization configurations may differ in the number of modules that can be mass customized. In the con...