Arbeitspapier
The (un)compromise effect
The current study provides the first experimental test of the compromise effect, i.e. the tendency to choose middle options, in a naturally occurring setting. Simultaneously, I propose and evaluate a novel nudge intended to stimulate active choice - the (un)compromise effect - a compromise effect without an explicit middle option. 63,494 recipients of a mail fundraiser were randomly assigned to one of three sets of suggested donations: [$10, $50, $100, $__ ]; [$10, $50, $100, $250, $500, $__ ]; or [$10, $500, $__ ]. The results support both the compromise effect and the (un)compromise effect: extending the range increased the fraction donating $100 as well as the average donation - independent of whether the middle suggested donations were present or not. Hence, by only providing informative end points, organizations can affect decision-making and at the same time promote individuality through active choice. The results also shed light on why suggested alternatives affect choice in general: they reduce the cognitive cost of figuring out what actions are appropriate.
- Sprache
-
Englisch
- Erschienen in
-
Series: IFN Working Paper ; No. 1215
- Klassifikation
-
Wirtschaft
Field Experiments
Altruism; Philanthropy; Intergenerational Transfers
- Thema
-
Choice architecture
Compromise effect
Consumer choice
Field experiment
Philanthropy
Konsumentenverhalten
Philanthropie
Social Marketing
Feldforschung
- Ereignis
-
Geistige Schöpfung
- (wer)
-
Ekström, Mathias
- Ereignis
-
Veröffentlichung
- (wer)
-
Research Institute of Industrial Economics (IFN)
- (wo)
-
Stockholm
- (wann)
-
2018
- Handle
- Letzte Aktualisierung
-
10.03.2025, 11:42 MEZ
Datenpartner
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. Bei Fragen zum Objekt wenden Sie sich bitte an den Datenpartner.
Objekttyp
- Arbeitspapier
Beteiligte
- Ekström, Mathias
- Research Institute of Industrial Economics (IFN)
Entstanden
- 2018
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