EXPRESS: Do Nudges Reduce Disparities? Choice Architecture Compensates for Low Consumer Knowledge:

Published on Jan 21, 2021in Journal of Marketing
· DOI :10.1177/0022242921993186
Kellen Mrkva5
Estimated H-index: 5
Nathaniel A. Posner1
Estimated H-index: 1
+ 1 AuthorsEric J. Johnson75
Estimated H-index: 75
Choice architecture tools, commonly known as nudges, powerfully impact decisions and can improve welfare. Yet it is unclear who is most impacted by nudges. If nudge effects are moderated by socioec...
#1George AkerlofH-Index: 1
#2Adam OliverH-Index: 20
Last. Cass R. SunsteinH-Index: 130
view all 3 authors...
2 CitationsSource
#1Emily S. W. Wong (VCCRI: Victor Chang Cardiac Research Institute)H-Index: 21
#2Dawei Zheng (VCCRI: Victor Chang Cardiac Research Institute)H-Index: 1
Last. Bernard M. Degnan (UQ: University of Queensland)H-Index: 71
view all 13 authors...
Interactions of transcription factors (TFs) with DNA regulatory sequences, known as enhancers, specify cell identity during animal development. Unlike TFs, the origin and evolution of enhancers has been difficult to trace. We drove zebrafish and mouse developmental transcription using enhancers from an evolutionarily distant marine sponge. Some of these sponge enhancers are located in highly conserved microsyntenic regions, including an Islet enhancer in the Islet-Scaper region. We found that Is...
15 CitationsSource
Nudge interventions have quickly expanded from academic studies to larger implementation in so-called Nudge Units in governments. This provides an opportunity to compare interventions in research studies, versus at scale. We assemble a unique data set of 126 RCTs covering over 23 million individuals, including all trials run by two of the largest Nudge Units in the United States. We compare these trials to a sample of nudge trials published in academic journals from two recent meta-analyses. In ...
18 CitationsSource
#1Kellen Mrkva (Columbia University)H-Index: 5
#2Eric J. Johnson (Columbia University)H-Index: 75
Last. Andreas Herrmann (HSG: University of St. Gallen)H-Index: 94
view all 4 authors...
Loss aversion, the principle that losses impact decision making more than equivalent gains, is a fundamental idea in consumer behavior and decision making, though its existence has recently been called into question. Across five unique samples (Ntotal = 17,720), we tested predictions about what moderates loss aversion, which were derived from a preference construction account. Across studies, more domain knowledge, experience, and education were associated with lower loss aversion, though people...
7 CitationsSource
#1Hal E. Hershfield (UCLA: University of California, Los Angeles)H-Index: 19
#2Stephen Shu (City University London)H-Index: 3
Last. Shlomo Benartzi (UCLA: University of California, Los Angeles)H-Index: 22
view all 3 authors...
This study explores whether framing savings in more or less granular formats can increase sign-ups for a recurring deposit program in a FinTech environment.
4 CitationsSource
#1Shelle Santana (Harvard University)H-Index: 4
#2Manoj Thomas (Cornell University)H-Index: 12
Last. Vicki G. Morwitz (Columbia University)H-Index: 35
view all 3 authors...
Abstract At each stage in customers’ journeys, they encounter different types of numeric information that they process using different judgment strategies. Relevant numbers might include budgets, price, product attributes, product counts, product ratings, numbers in brand names, health and nutrition information, financial information, time-related information, and others. This manuscript provides a review of the vast array of numerical information presented to consumers at different stages of th...
5 CitationsSource
#1Arunesh Mathur (Princeton University)H-Index: 9
#2Gunes Acar (Princeton University)H-Index: 13
Last. Arvind Narayanan (Princeton University)H-Index: 50
view all 7 authors...
Dark patterns are user interface design choices that benefit an online service by coercing, steering, or deceiving users into making unintended and potentially harmful decisions. We present automated techniques that enable experts to identify dark patterns on a large set of websites. Using these techniques, we study shopping websites, which often use dark patterns to influence users into making more purchases or disclosing more information than they would otherwise. Analyzing ~53K product pages ...
51 CitationsSource
#1Marie-Cécile Cervellon (EDHEC Business School)
#1Marie-Cécile Cervellon (EDHEC Business School)H-Index: 13
Last. John F. Tanner (ODU: Old Dominion University)H-Index: 32
view all 3 authors...
Abstract This paper investigates how the activation of a customer stereotype affects salespersons’ interpersonal orientation in the context of luxury car purchases. The results of three complementary studies (observation in-situ, survey among luxury car clients, lab-experiment among apprentice-salespeople) indicate that status trumps gender; Gender-stereotypes are activated only when status is not, indicating the expectancy-based nature of sales stereotyping. Our research highlights the mechanis...
2 CitationsSource
#1Ellen Peters (OSU: Ohio State University)H-Index: 74
#2Mary Kate Tompkins (OSU: Ohio State University)H-Index: 6
Last. Alexa Meara (The Ohio State University Wexner Medical Center)H-Index: 8
view all 6 authors...
People often laugh about being “no good at math.” Unrecognized, however, is that about one-third of American adults are likely too innumerate to operate effectively in financial and health environments. Two numeric competencies conceivably matter—objective numeracy (ability to “run the numbers” correctly; like literacy but with numbers) and numeric self-efficacy (confidence that provides engagement and persistence in numeric tasks). We reasoned, however, that attaining objective numeracy’s benef...
15 CitationsSource
#2Jamie WeathersH-Index: 3
Last. Darshak PatelH-Index: 9
view all 3 authors...
We examine financial literacy and the returns to financial literacy education, specifically focusing on the racial financial literacy gap. We confirm evidence that whites have higher financial literacy scores relative to minorities and that financial literacy increases with participation in financial literacy education. However, we find the benefit of participation in financial literacy education is higher for whites than that for minorities. Thus, the impact of being white alone persists, indic...
10 CitationsSource
Cited By1
#1Rajesh ChandyH-Index: 26
Last. John RobertsH-Index: 91
view all 4 authors...