Impact of open-mindedness on information avoidance: Tailored vs. generic communication

Abstract

This study explores the impact of open-mindedness on tailored versus generic information communication. We develop a preference formation model and formulate the following hypotheses: (1) in the case of generic information, open-minded individuals tend to avoid information less, resulting in them being better-informed; (2) with tailored information, close-minded individuals display stronger resistance, necessitating the sender to provide additional information for effective persuasion. Our experiments validate the core theoretical predictions, with a few observed behavioral deviations: individuals tend to avoid more information than predicted, particularly when it is tailored. Our structural model attributes this reluctance to resistance in altering one’s worldview. This study makes a significant contribution to the application and testing of preference formation theory while also raising questions about the practical effectiveness of commonly used tailored communication strategies.