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

doi:10.1007/s11002-012-9186-1

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 journal › Article › peer-review

542 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 language	English (US)
Pages (from-to)	487-504
Number of pages	18
Journal	Marketing Letters
Volume	23
Issue number	2
DOIs	https://doi.org/10.1007/s11002-012-9186-1
State	Published - Jun 2012
Externally published	Yes

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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10.1007/s11002-012-9186-1

Cite this

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title = "Beyond nudges: Tools of a choice architecture",

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.",

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doi = "10.1007/s11002-012-9186-1",

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AU - Fox, Craig

AU - Goldstein, Daniel G.

AU - Häubl, Gerald

AU - Larrick, Richard P.

AU - Payne, John W.

AU - Peters, Ellen

AU - Schkade, David

AU - Wansink, Brian

AU - Weber, Elke U.

N1 - Funding Information: Preparation of this article has been supported by NIA Grant 5R01AG027934 to the first author.

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N2 - 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.

AB - 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.

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KW - Decision support

KW - Describing attributes

KW - Options and alternatives

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Beyond nudges: Tools of a choice architecture

Abstract

All Science Journal Classification (ASJC) codes

Keywords

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