Beyond nudges: Tools of a choice architecture

Eric J. Johnson, Suzanne B. Shu, Benedict G.C. Dellaert, Craig Fox, Daniel G. Goldstein, Gerald Häubl, Richard P. Larrick, John W. Payne, Ellen Peters, David Schkade, Brian Wansink, Elke U. Weber

Research output: Contribution to journalArticlepeer-review

273 Scopus citations

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.

Original languageEnglish (US)
Pages (from-to)487-504
Number of pages18
JournalMarketing Letters
Volume23
Issue number2
DOIs
StatePublished - Jun 2012

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Keywords

  • Choice architecture
  • Decision support
  • Describing attributes
  • Options and alternatives

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