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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
Links www.sjdm.org/programs/2016-program....
Keywords choice architecture; nudge; default bias; behavioral spillover
Subject categories Applied Psychology

Abstract

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.

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