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What’s the net benefit of a nudge? Exploring behavioral spillover from choosing a default

Conference contribution
Authors Martin Hedesström
Lars-Olof Johansson
Published in Proceedings of the 37th Annual Conference of the Society for Judgment and Decision Making. November 18 – 21. Boston.
Publication year 2016
Published at Department of Psychology
Centre for Finance
Language en
Keywords choice architecture; nudge; default bias; behavioral spillover
Subject categories Applied Psychology


Experimental participants made two sequential choices. At Choice 1, a prosocial or a proself option was default. Choice 2 also stood between a prosocial and a proself option but neither was default. The prosocial default increased prosocial Choice 1 but decreased prosocial Choice 2. Selecting the prosocial option in Choice 1 elicited less pride, and rejecting it elicited more guilt, if it was default. Likelihood of making a prosocial Choice 2 increased with pride only amongst participants subjected to the proself default. The net effect of nudges may be diminished due to decision makers' taking less ownership of their choice.

Page Manager: Webmaster|Last update: 9/11/2012

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