People are increasingly expected to take an active role in preparing for a financially secure future, and thus face added personal financial responsibility. Unfortunately, many consumers lack the perceived ability to engage effectively in retirement planning (i.e., retirement self-efficacy) and accordingly fail to envision their financial future and set appropriate goals. However, little is known about how to improve consumers' retirement self-efficacy and when and why potential policy interventions will be more or less effective. In the current paper, we address this shortcoming of prior literature. Through a series of experiments, we show that when consumers assess personal resources to achieve a financially secure future, positive framing focusing on strengths instead of weaknesses is associated with higher retirement self-efficacy through an increased internal locus of control. Higher self-efficacy, in turn, leads to improved retirement goal clarity, with the improvement being more pronounced for individuals having a lower consideration of future consequences. In a follow-up study three months after the initial experimental intervention, we find that retirement goal clarity is positively associated with consumers' level of actual retirement planning activity. Finally, we replicate our findings using an advertisement as an alternative, marketing-relevant, manipulation.

中文翻译：

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在评估管理个人财务的个人资源时采用积极的框架可提高消费者的退休自我效能并提高退休目标的清晰度

人们越来越希望在为财务安全的未来做准备方面发挥积极作用，从而面临更多的个人财务责任。不幸的是，许多消费者缺乏有效参与退休计划（即退休自我效能）的感知能力，因此无法设想他们的财务未来并设定适当的目标。然而，人们对如何提高消费者的退休自我效能以及潜在的政策干预何时以及为何会或多或少有效知之甚少。在当前的论文中，我们解决了先前文献的这一缺点。通过一系列实验，我们表明，当消费者评估个人资源以实现财务安全的未来时，关注优势而非劣势的积极框架通过增加内部控制点与更高的退休自我效能感相关联。反过来，更高的自我效能会导致退休目标的清晰度提高，对于对未来后果考虑较少的个人，这种改善更为明显。在初始实验干预三个月后的后续研究中，我们发现退休目标的清晰度与消费者的实际退休计划活动水平呈正相关。最后，我们使用广告作为替代的、与营销相关的操纵来复制我们的发现。对于那些对未来后果考虑较少的人来说，这种改善更为明显。在初始实验干预三个月后的后续研究中，我们发现退休目标的清晰度与消费者的实际退休计划活动水平呈正相关。最后，我们使用广告作为替代的、与营销相关的操纵来复制我们的发现。对于那些对未来后果考虑较少的人来说，这种改善更为明显。在初始实验干预三个月后的后续研究中，我们发现退休目标的清晰度与消费者的实际退休计划活动水平呈正相关。最后，我们使用广告作为替代的、与营销相关的操纵来复制我们的发现。