Nudges Increase Choosing but Decrease Consuming: Longitudinal Studies of the Decoy, Default, and Compromise Effects.
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| Title: | Nudges Increase Choosing but Decrease Consuming: Longitudinal Studies of the Decoy, Default, and Compromise Effects. |
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| Authors: | Polman, Evan (AUTHOR) evan.polman@wisc.edu, Maglio, Sam J (AUTHOR) |
| Source: | Journal of Consumer Research. Oct2024, Vol. 51 Issue 3, p542-551. 10p. |
| Subject Terms: | *Product usage, *Consumer behavior, *Nudge theory, *Consumerism, *Economic consumption & the environment, *Sustainable consumption |
| Abstract: | Research in marketing, psychology, economics, and decision making has long examined what people choose, when people choose, and why people choose. But almost no research has examined how long people consume their choices. Here, we examined an asymmetry between choosing an option and consuming it. Under the aegis of nudges, we conducted two randomized longitudinal experiments on how long people consumed a choice that was incentivized vis-à-vis a decoy effect, default effect, and compromise effect. We found that these nudges influenced choosing and consuming in opposite directions: Participants were more likely to choose the nudged option; however, they consumed it less compared to participants who chose an identical non-nudged option. Our research thus demonstrates that nudges could lead people to consume a nudged option less after choosing it, illuminating the potential for future research to examine the unexplored area of longitudinal, post-acquisition, post-nudge effects. [ABSTRACT FROM AUTHOR] |
| Database: | Energy & Power Source |
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| FullText | Links: – Type: pdflink Text: Availability: 1 |
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| Header | DbId: enr DbLabel: Energy & Power Source An: 179691317 AccessLevel: 6 PubType: Academic Journal PubTypeId: academicJournal PreciseRelevancyScore: 0 |
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| Items | – Name: Title Label: Title Group: Ti Data: Nudges Increase Choosing but Decrease Consuming: Longitudinal Studies of the Decoy, Default, and Compromise Effects. – Name: Author Label: Authors Group: Au Data: <searchLink fieldCode="AR" term="%22Polman%2C+Evan%22">Polman, Evan</searchLink> (AUTHOR)<i> evan.polman@wisc.edu</i><br /><searchLink fieldCode="AR" term="%22Maglio%2C+Sam+J%22">Maglio, Sam J</searchLink> (AUTHOR) – Name: TitleSource Label: Source Group: Src Data: <searchLink fieldCode="JN" term="%22Journal+of+Consumer+Research%22">Journal of Consumer Research</searchLink>. Oct2024, Vol. 51 Issue 3, p542-551. 10p. – Name: Subject Label: Subject Terms Group: Su Data: *<searchLink fieldCode="DE" term="%22Product+usage%22">Product usage</searchLink><br />*<searchLink fieldCode="DE" term="%22Consumer+behavior%22">Consumer behavior</searchLink><br />*<searchLink fieldCode="DE" term="%22Nudge+theory%22">Nudge theory</searchLink><br />*<searchLink fieldCode="DE" term="%22Consumerism%22">Consumerism</searchLink><br />*<searchLink fieldCode="DE" term="%22Economic+consumption+%26+the+environment%22">Economic consumption & the environment</searchLink><br />*<searchLink fieldCode="DE" term="%22Sustainable+consumption%22">Sustainable consumption</searchLink> – Name: Abstract Label: Abstract Group: Ab Data: Research in marketing, psychology, economics, and decision making has long examined what people choose, when people choose, and why people choose. But almost no research has examined how long people consume their choices. Here, we examined an asymmetry between choosing an option and consuming it. Under the aegis of nudges, we conducted two randomized longitudinal experiments on how long people consumed a choice that was incentivized vis-à-vis a decoy effect, default effect, and compromise effect. We found that these nudges influenced choosing and consuming in opposite directions: Participants were more likely to choose the nudged option; however, they consumed it less compared to participants who chose an identical non-nudged option. Our research thus demonstrates that nudges could lead people to consume a nudged option less after choosing it, illuminating the potential for future research to examine the unexplored area of longitudinal, post-acquisition, post-nudge effects. [ABSTRACT FROM AUTHOR] |
| PLink | https://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=enr&AN=179691317 |
| RecordInfo | BibRecord: BibEntity: Identifiers: – Type: doi Value: 10.1093/jcr/ucad081 Languages: – Code: eng Text: English PhysicalDescription: Pagination: PageCount: 10 StartPage: 542 Subjects: – SubjectFull: Product usage Type: general – SubjectFull: Consumer behavior Type: general – SubjectFull: Nudge theory Type: general – SubjectFull: Consumerism Type: general – SubjectFull: Economic consumption & the environment Type: general – SubjectFull: Sustainable consumption Type: general Titles: – TitleFull: Nudges Increase Choosing but Decrease Consuming: Longitudinal Studies of the Decoy, Default, and Compromise Effects. Type: main BibRelationships: HasContributorRelationships: – PersonEntity: Name: NameFull: Polman, Evan – PersonEntity: Name: NameFull: Maglio, Sam J IsPartOfRelationships: – BibEntity: Dates: – D: 01 M: 10 Text: Oct2024 Type: published Y: 2024 Identifiers: – Type: issn-print Value: 00935301 Numbering: – Type: volume Value: 51 – Type: issue Value: 3 Titles: – TitleFull: Journal of Consumer Research Type: main |
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