Artikel
Who can be nudged? Examining nudging effectiveness in the context of need for cognition and need for uniqueness
In the last decade, there has been a growing research focus on the subtle modifications of choice architecture that have strong effects on consumer behavior and are subsumed under the term nudging. There is still little research, however, on how different nudges influence individuals with different personality characteristics. An experimental online shopping scenario is used to test whether a customer's Need for Cognition and Need for Uniqueness moderate the effectiveness of two of the most prominent nudges—defaults and social influence. Two experiments with samples stratified by age, gender, and education (total N = 1,561) reveal that defaults and social influence have the predicted impact on a customer's decision. Across both studies, nudge effectiveness was partially impacted by Need for Cognition and not impacted at all by Need for Uniqueness. These findings imply that both types of nudges are strong and robust techniques to influence consumer decision-making and are effective across different levels of consumer's Need for Cognition or Need for Uniqueness.
- Language
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Englisch
- Bibliographic citation
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Journal: Journal of Consumer Behaviour ; ISSN: 1479-1838 ; Volume: 20 ; Year: 2021 ; Issue: 2 ; Pages: 324-336 ; Hoboken, NJ: Wiley
- Classification
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Politik
- Event
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Geistige Schöpfung
- (who)
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Ingendahl, Moritz
Hummel, Dennis
Maedche, Alexander
Vogel, Tobias
- Event
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Veröffentlichung
- (who)
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Wiley
- (where)
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Hoboken, NJ
- (when)
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2021
- DOI
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doi:10.1002/cb.1861
- Handle
- Last update
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10.03.2025, 11:47 AM CET
Data provider
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. If you have any questions about the object, please contact the data provider.
Object type
- Artikel
Associated
- Ingendahl, Moritz
- Hummel, Dennis
- Maedche, Alexander
- Vogel, Tobias
- Wiley
Time of origin
- 2021
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Need for Cognition aus einer Anwendungs- und Grundlagenperspektive
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Need for Cognition and Well-Being
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Eine deutschsprachige Kurzskala zur Messung des Konstrukts Need for Cognition: Die Need for Cognition Kurzskala (NFC-K)
Eine deutschsprachige Kurzskala zur Messung des Konstrukts Need for Cognition: Die Need for Cognition Kurzskala (NFC-K)
Need for Cognition aus einer Anwendungs- und Grundlagenperspektive
Social Cognition and Democracy: The Relationship Between System Justification, Just World Beliefs, Authoritarianism, Need for Closure, and Need for Cognition in Hungary
Anmerkungen zur Operationalisierung und Messung des Konstrukts 'need for cognition'
Insomnia and creativity in Chinese adolescents: mediation through need for cognition
Need for cognition and burnout in teachers – A replication and extension study