Beyond Nudges : Tools of a Choice Architecture
Journal
Marketing Letters
ISSN
0923-0645
ISSN-Digital
1573-059X
Type
journal article
Date Issued
2012-06
Author(s)
Johnson, Eric J.
;
Dellaert, Benedict G. C.
;
Fox, Craig
;
Goldstein, Daniel G.
;
;
Larrick, Richard P.
;
Payne, John W.
;
Peters, Ellen
;
Schkade, David
;
Wansink, Brian
;
Weber, Elke U.
Abstract
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 task address the idea of what to present to decision-makers, and tools for describing the choice options address the idea of how to present it. We discuss implementation issues in using choice architecture tools, including individual differences and errors in evaluation of choice outcomes. Finally, this paper presents a few applications that illustrate the positive effect choice architecture can have on real-world decisions.
Language
English
HSG Classification
contribution to scientific community
Refereed
Yes
Publisher
Springer Science
Publisher place
Dordrecht
Volume
23
Number
02
Start page
487
End page
504
Pages
18
Subject(s)
Division(s)
Eprints ID
220708