Nudging Consumers to Purchase More Sustainably

Curated on Posted on by Stefaan Verhulst

Article by Erez Yoeli: “Most consumers still don’t choose sustainable products when the option is available. Americans may claim to be willing to pay more for green energy, but while green energy is available in the majority of states — 35 out of 50 states or roughly 80% of American households as of 2018, at least — only 14% of households were even aware of the green option, and less than half of these households purchased it. Hybrids and electric vehicles are available nationwide, but still amount to just 10% of sales — 6.6% and 3.4%, respectively, according to S&P Global’s subscription services.

Now it may be that this virtue thinking-doing gap will eventually close. I hope so. But it will certainly need help, because in these situations there’s often an insidious behavioral dynamic at work that often stops stated good intentions from turning into actual good deeds…

Allow me to illustrate what I mean by “the plausible deniability effect” with an example from a now-classic behavioral economics study. Every year, around the holidays, Salvation Army volunteers collect donations for the needy outside supermarkets and other retail outlets. Researchers Justin Rao, Jim Andreoni, and Hanna Trachtmann teamed up with a Boston chapter of the Salvation Army to test ways of increasing donations.

Taking a supermarket that had two exit/entry points, the team randomly divided the volunteers into two groups. In one group, just one volunteer was assigned to stand in front of one door. For the other group, volunteers were stationed at both doors…(More)”.

We don’t have a hundred biases, we have the wrong model

Curated on Posted on by Stefaan Verhulst

Blog by Jason Collins: “…Behavioral economics today is famous for its increasingly large collection of deviations from rationality, or, as they are often called, ‘biases’. While useful in applied work, it is time to shift our focus from collecting deviations from a model of rationality that we know is not true. Rather, we need to develop new theories of human decision to progress behavioral economics as a science. We need heliocentrism. 

The dominant model of human decision-making across many disciplines, including my own, economics, is the rational-actor model. People make decisions based on their preferences and the constraints that they face. Whether implicitly or explicitly, they typically have the computational power to calculate the best decision and the willpower to carry it out. It’s a fiction but a useful one.

As has become broadly known through the growth of behavioral economics, there are many deviations from this model. (I am going to use the term behavioral economics through this article as a shorthand for the field that undoubtedly extends beyond economics to social psychology, behavioral science, and more.) This list of deviations has grown to the extent that if you visit the Wikipedia page ‘List of Cognitive Biases’ you will now see in excess of 200 biases and ‘effects’. These range from the classics described in the seminal papers of Amos Tversky and Daniel Kahneman through to the obscure.

We are still at the collection-of-deviations stage. There are not 200 human biases. There are 200 deviations from the wrong model…(More)”

Whither Nudge? The Debate Itself Offers Lessons on the Influence of Social Science

Curated on Posted on by Stefaan Verhulst

Blog by Tony Hockley: “Pursuing impact can be a disturbing balancing act between spin and substance. Underdo the spin whilst maintaining substance and the impact will likely be zero, but credibility is upheld. Overdo the spin and risk the substance being diluted by marketing and misappropriation. The story of Nudge offers insights into what can happen when research has an unpredictably large impact in the world of politics and policy.

Has Nudge overdone the spin, and how much is a one-word book title to blame if it has? It is certainly true that the usual academic balancing act of spin versus substance was tipped by a publisher’s suggestion of snappy title instead of the usual academic tongue-twister intelligible only to the initiated. Under the title Nudge the book found a receptive audience of policymakers looking to fix problems easily and on the cheap after the 2008 economic crash, and a public policy community eager to adopt exciting new terminology into their own areas of interest. ‘Behavioural Insights Teams’ quickly sprang up around the world, dubbed (very inaccurately) as “nudge units.” There was little discernible push-back against this high-level misappropriation of the term, the general excitement, and the loss of strict definition attached to the authors’ underlying concept for nudge policies of “libertarian paternalism.” In short, the authors had lost control of their own work. The book became a global bestseller. In 2021 it was updated and republished, in what was described as “the final edition.” Perhaps in recognition that the concept had stretched to the end of its logical road?…(More)”.

Unsustainable Alarmism

Curated on Posted on by Stefaan Verhulst

Essay by Taylor Dotson: “Covid is far from the only global challenge we see depicted as a cataclysm in the making. In 1968, Paul Ehrlich predicted impending famine and social collapse driven by overpopulation. He compared the threat to a ticking bomb — the “population bomb.” And the claim that only a few years remain to prevent climate doom has become a familiar refrain. The recent film Don’t Look Up, about a comet barreling toward Earth, is obviously meant as an allegory for climate catastrophe.

But catastrophism fails to capture the complexities of problems that play out over a long time scale, like Covid and climate change. In a tornado or a flood, which are not only undeniably serious but also require immediate action to prevent destruction, people drop political disputes to do what is necessary to save lives. They bring their loved ones to higher ground. They stack sandbags. They gather in tornado shelters. They evacuate. Covid began as a flood in early 2020, but once a danger becomes long and grinding, catastrophism loses its purchase, and more measured public thinking is required.

Even if the extension of catastrophic rhetoric to longer-term and more complex problems is well-intentioned, it unavoidably implies that something is morally or mentally wrong with the people who fail to take heed. It makes those who are not already horrified, who do not treat the crisis as an undeniable, act-now-or-never calamity, harder to comprehend: What idiot wouldn’t do everything possible to avert catastrophe? This kind of thinking is why global challenges are no longer multifaceted dilemmas to negotiate together; they have become conflicts between those who recognize the self-evident truth and those who have taken flight from reality….(More)”.

Digital Literacy Doesn’t Stop the Spread of Misinformation

Curated on Posted on by Stefaan Verhulst

Article by David Rand, and Nathaniel Sirlin: “There has been tremendous concern recently over misinformation on social media. It was a pervasive topic during the 2020 U.S. presidential election, continues to be an issue during the COVID-19 pandemic and plays an important part in Russian propaganda efforts in the war on Ukraine. This concern is plenty justified, as the consequences of believing false information are arguably shaping the future of nations and greatly affecting our individual and collective health.

One popular theory about why some people fall for misinformation they encounter online is that they lack digital literacy skills, a nebulous term that describes how a person navigates digital spaces. Someone lacking digital literacy skills, the thinking goes, may be more susceptible to believing—and sharing—false information. As a result, less digitally literate people may play a significant role in the spread of misinformation.

This argument makes intuitive sense. Yet very little research has actually investigated the link between digital literacy and susceptibility to believe false information. There’s even less understanding of the potential link between digital literacy and what people share on social media. As researchers who study the psychology of online misinformation, we wanted to explore these potential associations….

When we looked at the connection between digital literacy and the willingness to share false information with others through social media, however, the results were different. People who were more digitally literate were just as likely to say they’d share false articles as people who lacked digital literacy. Like the first finding, the (lack of) connection between digital literacy and sharing false news was not affected by political party affiliation or whether the topic was politics or the pandemic…(More)”

How Minds Change

Curated on Posted on by Stefaan Verhulst

Book by  David McRaney: “What made a prominent conspiracy-theorist YouTuber finally see that 9/11 was not a hoax? How do voter opinions shift from neutral to resolute? Can widespread social change only take place when a generation dies out? From one of our greatest thinkers on reasoning, HOW MINDS CHANGE is a book about the science, and the experience, of transformation.
 
When self-delusion expert and psychology nerd David McRaney began a book about how to change someone’s mind in one conversation, he never expected to change his own. But then a diehard 9/11 Truther’s conversion blew up his theories—inspiring him to ask not just how to persuade, but why we believe, from the eye of the beholder. Delving into the latest research of psychologists and neuroscientists, HOW MINDS CHANGE explores the limits of reasoning, the power of groupthink, and the effects of deep canvassing. Told with McRaney’s trademark sense of humor, compassion, and scientific curiosity, it’s an eye-opening journey among cult members, conspiracy theorists, and political activists, from Westboro Baptist Church picketers to LGBTQ campaigners in California—that ultimately challenges us to question our own motives and beliefs. In an age of dangerous conspiratorial thinking, can we rise to the occasion with empathy?
 
An expansive, big-hearted journalistic narrative, HOW MINDS CHANGE reaches surprising and thought-provoking conclusions, to demonstrate the rare but transformative circumstances under which minds can change…(More)”.

The Infinite Playground: A Player’s Guide to Imagination

Curated on Posted on by Stefaan Verhulst

Book by Bernard De Koven: “Bernard De Koven (1941–2018) was a pioneering designer of games and theorist of fun. He studied games long before the field of game studies existed. For De Koven, games could not be reduced to artifacts and rules; they were about a sense of transcendent fun. This book, his last, is about the imagination: the imagination as a playground, a possibility space, and a gateway to wonder. The Infinite Playground extends a play-centered invitation to experience the power and delight unlocked by imagination. It offers a curriculum for playful learning.

De Koven guides the readers through a series of observations and techniques, interspersed with games. He begins with the fundamentals of play, and proceeds through the private imagination, the shared imagination, and imagining the world—observing, “the things we imagine can become the world.” Along the way, he reminisces about playing ping-pong with basketball great Bill Russell; begins the instructions for a game called Reception Line with “Mill around”; and introduces blathering games—Blather, Group Blather, Singing Blather, and The Blather Chorale—that allow the player’s consciousness to meander freely.

Delivered during the last months of his life, The Infinite Playground has been painstakingly cowritten with Holly Gramazio, who worked together with coeditors Celia Pearce and Eric Zimmerman to complete the project as Bernie De Koven’s illness made it impossible for him to continue writing. Other prominent game scholars and designers influenced by De Koven, including Katie Salen Tekinbaş, Jesper Juul, Frank Lantz, and members of Bernie’s own family, contribute short interstitial essays…(More)”

The Behavioral Economics Guide 2022

Curated on Posted on by Stefaan Verhulst

Editorial by Kathleen Vohs & Avni Shah: “This year’s Behavioral Economics Guide editorial reviews recent work in the areas of self-control and goals. To do so, we distilled the latest findings and advanced a set of guiding principles termed the FRESH framework: Fatigue, Reminders, Ease, Social influence, and Habits. Example findings reviewed include physicians giving out more prescriptions for opioids later in the workday compared to earlier (fatigue); the use of digital reminders to prompt people to re-engage with goals, such as for personal savings, from which they may have turned away (reminders); visual displays that give people data on their behavioral patterns so as to enable feedback and active monitoring (ease); the importance of geographically-local peers in changing behaviors such as residential water use (social influence); and digital and other tools that help people break the link between aspects of the environment and problematic behaviors (habits). We used the FRESH framework as a potential guide for thinking about the kinds of behaviors people can perform in achieving the goal of being environmental stewards of a more sustainable future…(More)”.

Roadside safety messages increase crashes by distracting drivers

Curated on Posted on by Stefaan Verhulst

Article by Jonathan Hall and Joshua Madsen: “Behavioural interventions involve gently suggesting that people reconsider or change specific undesirable behaviours. They are a low-cost, easy-to-implement and increasingly common tool used by policymakers to encourage socially desirable behaviours.

Examples of behavioural interventions include telling people how their electricity usage compares to their neighbours or sending text messages reminding people to pay fines.

Many of these interventions are expressly designed to “seize people’s attention” at a time when they can take the desired action. Unfortunately, seizing people’s attention can crowd out other, more important considerations, and cause even a simple intervention to backfire with costly individual and social consequences.

One such behavioural intervention struck us as odd: Several U.S. states display year-to-date fatality statistics (number of deaths) on roadside dynamic message signs (DMSs). The hope is that these sobering messages will reduce traffic crashes, a leading cause of death of five- to 29-year-olds worldwide. Perhaps because of its low cost and ease of implementation, at least 28 U.S. states have displayed fatality statistics at least once since 2012. We estimate that approximately 90 million drivers have been exposed to such messages.

a road sign saying 1669 DEATHS THIS YEAR ON TEXAS ROADS
A roadside dynamic messaging sign in Texas, displaying the death toll from road crashes. (Jonathan Hall), Author provided

Startling results

As academic researchers with backgrounds in information disclosure and transportation policy, we teamed up to investigate and quantify the effects of these messages. What we found startled us.

Contrary to policymakers’ expectations (and ours), we found that displaying fatality messages increases the number of crashes…(More)”.

Six Prescriptions for Applied Behavioral Science as It Comes of Age

Curated on Posted on by Stefaan Verhulst

Article by Dilip Soman and Nina Mažar: “…But it has now been over 14 years since the publication of Nudge and more than 10 years since the first behavioral unit in government started functioning. While we have made a lot of progress as a field, we believe that the applied science is at a critical juncture. Our efforts at this stage will determine whether the field matures in a systematic and stable manner, or grows wildly and erratically. Unless we take stock of the science, the practice, and the mechanisms that we can put into place to align the two, we will run the danger of the promise of behavioral science being an illusion for many—not because the science itself was faulty, but because we did not successfully develop a science for using the science.  

We offer six prescriptions for how the field of applied behavioral science can better align itself so that it grows in a systematic and not in a wild manner. 

1. Offer a balanced and nuanced view of the promise of behavioral science 

We believe that it is incumbent on leaders in both the academic and applied space to offer a balanced view of the promise of behavioral science. While we understand that the nature of the book publication process or of public lectures tends to skew on additives to highlight success, we also believe that it is perhaps more of a contribution for the field to highlight limitations and nuances. Rather than narratives along the lines of “A causes B,” it would be helpful for our leaders to highlight narratives such as “A causes B in some conditions and C in others.” Dissemination of this new narrative could take the form of traditional knowledge mobilization tools, such as books, popular press articles, interviews, podcasts, and essays. Our recent coedited book, Behavioral Science in the Wild, is one attempt at this.

2.Publish null and nonsurprising results 

Academic incentives usually create a body of work that (a) is replete with positive results, (b) overrepresents surprising results, (c) is not usually replicated, and (d) is focused on theory and phenomena and not on practical problems. As has been discussed elsewhere, this occurs because of the academic incentive structure, which favors surprising and positive results. We call on our field to change this culture by creating platforms that allow and encourage authors to publish null results, as well as unsurprising results…(More)”.