TITLE

The default pull: An experimental demonstration of subtle default effects on preferences

AUTHOR(S)
Dhingra, Nikhil; Gorn, Zach; Kener, Andrew; Dana, Jason
PUB. DATE
January 2012
SOURCE
Judgment & Decision Making;Jan2012, Vol. 7 Issue 1, p69
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The impact of default options on choice is a reliable, well-established behavioral finding. However, several different effects may lend to choosing defaults in an often indistinguishable manner, including loss aversion, inattention, information leakage, and transaction costs associated with switching. We introduce the notion of the "default pull" as the effect that even subtle default options have on decision makers' uncertainty about their own preferences. The default pull shapes what a decision maker prefers by causing her to consider whether she prefers the default. We demonstrate default pull effects using a simple decision making task that strips away many of the usual reasons that defaults could effect choices, and we show that defaults can have substantial effects on choice, even when the default itself was not chosen.
ACCESSION #
71325913

 

Related Articles

  • Risk-defusing in decisions by probability of detection of harm and promotion and prevention focus. Kirchler, Erich; Hoelzl, Erik; Huber, Oswald // Journal of Socio-Economics;Oct2010, Vol. 39 Issue 5, p595 

    Abstract: Risk-defusing operators (RDO) are actions that reduce risk, to be enacted either before a negative event occurs (pre-event RDOs) or afterwards (post-event RDOs). For post-event RDOs, detection probability of the negative events is relevant. Regulatory focus theory suggests that...

  • Reality and Business Policy Decisions. Barton, Richard F. // Academy of Management Journal;Jun66, Vol. 9 Issue 2, p117 

    The article examines assumed reality with respect to business policy decisions. The author argues that managers create the facts, truth and reality on which they base their decisions and when the decision is made, facts and truth remain elusive and unmeasurable. The article discusses reality,...

  • ON DECISIONS UNDER UNCERTAINTY. Sen, A. K. // Economic Journal;Jun65, Vol. 75 Issue 298, p442 

    This article deals with the application of lexicographical ordering to the problem of decision-making under uncertainty. Consider first the case of certainty where there is no need to distinguish between decisions and their outcomes, and one may speak simply of alternatives. A hierarchy of...

  • On uncertainty problems in decision-making. V. Ivanenko; V. Mikhalevich // Cybernetics & Systems Analysis;Mar2008, Vol. 44 Issue 2, p247 

    Abstract  The paper continues studying the uncertainty problem based on [2]. A decision-maker is assumed to have a prevalence relation on the consequences of his actions. The necessary and sufficient existence conditions for uncertainty in a decision-making problem for a nonparametric...

  • Making all of the right decisions. Anderson, Kate // Food Manufacture;Jan1999, Vol. 74 Issue 1, p2 

    Discusses the traps that human beings set for themselves in decision-making. Routines of decision-making; Flaw of equating clarity with proximity; Anchoring; Ways to reduce the impact of anchoring effects; Trap of maintaining the status quo; Trap of justifying past actions. INSET: JOBS: the...

  • What to Do When You've Made a Bad Decision. Clark, Dorie // Harvard Business Review Digital Articles;8/11/2016, p2 

    The article provides tips on what business leaders can do when they realized they have made a bad decision which include recognizing the need to act quickly, identifying the remedy, and taking time to understand where one went wrong by understanding decision-making biases and formulating a plan.

  • Only difficult questions lead to the right answer. Wethey, David // Campaign;2/25/2011, Issue 8, p13 

    The article focuses on the application of good decision-making strategies to improve agency-client relationships. It explores the correlation of problem solving and behavioral economics (BE) in establishing the relationship as well as the identification of the principles of BE including loss...

  • Influence and Information: An Exploratory Investigation of the Boundary Role Person's Basis of Power. Spekman, Robert E. // Academy of Management Journal;Mar1979, Vol. 22 Issue 1, p104 

    This paper examines the boundary role person (BRP) as an influence agent and investigates an aspect of his potential ability to influence the decision outcomes of other organizational members. It was found that as their information requirements increase under conditions of higher perceived...

  • mistakes to avoid in decision making. Caruth, Donald L.; Caruth, Gail D.; Csaszar, Linda K. // Supervision;Oct2010, Vol. 71 Issue 10, p3 

    The article discusses common decision-making errors made by managers. Failure to recognize a problem is identified as one of the mistakes that managers make and it is pointed out that lack of action means abdication of managerial responsibilities. Some managers are said to identify problems...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics