Publication

Two Kinds of Nudging and the Power of Cues: Shifting Salience of Alternatives and Shifting Salience of Goals

Lindenberg, S. & Papies, E. K., 18-Sep-2019, In : International Review of Environmental and Resource Economics. 13, 3-4, p. 229-263 35 p.

Research output: Contribution to journalArticleAcademicpeer-review

APA

Lindenberg, S., & Papies, E. K. (2019). Two Kinds of Nudging and the Power of Cues: Shifting Salience of Alternatives and Shifting Salience of Goals. International Review of Environmental and Resource Economics, 13(3-4), 229-263. https://doi.org/10.1561/101.00000110

Author

Lindenberg, Siegwart ; Papies, Esther K. / Two Kinds of Nudging and the Power of Cues : Shifting Salience of Alternatives and Shifting Salience of Goals. In: International Review of Environmental and Resource Economics. 2019 ; Vol. 13, No. 3-4. pp. 229-263.

Harvard

Lindenberg, S & Papies, EK 2019, 'Two Kinds of Nudging and the Power of Cues: Shifting Salience of Alternatives and Shifting Salience of Goals', International Review of Environmental and Resource Economics, vol. 13, no. 3-4, pp. 229-263. https://doi.org/10.1561/101.00000110

Standard

Two Kinds of Nudging and the Power of Cues : Shifting Salience of Alternatives and Shifting Salience of Goals. / Lindenberg, Siegwart; Papies, Esther K.

In: International Review of Environmental and Resource Economics, Vol. 13, No. 3-4, 18.09.2019, p. 229-263.

Research output: Contribution to journalArticleAcademicpeer-review

Vancouver

Lindenberg S, Papies EK. Two Kinds of Nudging and the Power of Cues: Shifting Salience of Alternatives and Shifting Salience of Goals. International Review of Environmental and Resource Economics. 2019 Sep 18;13(3-4):229-263. https://doi.org/10.1561/101.00000110


BibTeX

@article{23c0b66ea02c45d982492c742f45099e,
title = "Two Kinds of Nudging and the Power of Cues: Shifting Salience of Alternatives and Shifting Salience of Goals",
abstract = "Nudging has become a major form of intervention in the domains of sustainable behaviour, health behaviour, financial behaviour, and many others. But how does nudging work? Research so far has paid more attention to the effects of nudging than to the underlying mechanisms. The most prominent mechanisms associated in the literature with nudging are human biases and automatic decision-making. However, we argue that the heart of nudging mechanism is a shift in salience. Attention to this mechanism leads to an important distinction between two kinds of nudging: first, there is goal nudging, in which the salience of overarching goals is affected, leading to changes in activated preferences and attention to specific classes of alternatives. Second, there is behavioural nudging, in which the salience of a concrete alternative is being affected. In most cases, the two kinds of nudging work hand in glove, but without paying attention to their separate and joint effects, nudging interventions can be ineffective or even counterproductive.",
keywords = "Nudging, intervention, goal-framing, shifting salience effects, shifting attention, cues, NUDGES, GREEN, ACCESSIBILITY, BEHAVIOR, CONSERVATION, INFORMATION, ACTIVATION, CHOICES, NORMS, TIME",
author = "Siegwart Lindenberg and Papies, {Esther K.}",
year = "2019",
month = "9",
day = "18",
doi = "10.1561/101.00000110",
language = "English",
volume = "13",
pages = "229--263",
journal = "International Review of Environmental and Resource Economics",
issn = "1932-1473",
publisher = "NOW PUBLISHERS INC",
number = "3-4",

}

RIS

TY - JOUR

T1 - Two Kinds of Nudging and the Power of Cues

T2 - Shifting Salience of Alternatives and Shifting Salience of Goals

AU - Lindenberg, Siegwart

AU - Papies, Esther K.

PY - 2019/9/18

Y1 - 2019/9/18

N2 - Nudging has become a major form of intervention in the domains of sustainable behaviour, health behaviour, financial behaviour, and many others. But how does nudging work? Research so far has paid more attention to the effects of nudging than to the underlying mechanisms. The most prominent mechanisms associated in the literature with nudging are human biases and automatic decision-making. However, we argue that the heart of nudging mechanism is a shift in salience. Attention to this mechanism leads to an important distinction between two kinds of nudging: first, there is goal nudging, in which the salience of overarching goals is affected, leading to changes in activated preferences and attention to specific classes of alternatives. Second, there is behavioural nudging, in which the salience of a concrete alternative is being affected. In most cases, the two kinds of nudging work hand in glove, but without paying attention to their separate and joint effects, nudging interventions can be ineffective or even counterproductive.

AB - Nudging has become a major form of intervention in the domains of sustainable behaviour, health behaviour, financial behaviour, and many others. But how does nudging work? Research so far has paid more attention to the effects of nudging than to the underlying mechanisms. The most prominent mechanisms associated in the literature with nudging are human biases and automatic decision-making. However, we argue that the heart of nudging mechanism is a shift in salience. Attention to this mechanism leads to an important distinction between two kinds of nudging: first, there is goal nudging, in which the salience of overarching goals is affected, leading to changes in activated preferences and attention to specific classes of alternatives. Second, there is behavioural nudging, in which the salience of a concrete alternative is being affected. In most cases, the two kinds of nudging work hand in glove, but without paying attention to their separate and joint effects, nudging interventions can be ineffective or even counterproductive.

KW - Nudging

KW - intervention

KW - goal-framing

KW - shifting salience effects

KW - shifting attention

KW - cues

KW - NUDGES

KW - GREEN

KW - ACCESSIBILITY

KW - BEHAVIOR

KW - CONSERVATION

KW - INFORMATION

KW - ACTIVATION

KW - CHOICES

KW - NORMS

KW - TIME

U2 - 10.1561/101.00000110

DO - 10.1561/101.00000110

M3 - Article

VL - 13

SP - 229

EP - 263

JO - International Review of Environmental and Resource Economics

JF - International Review of Environmental and Resource Economics

SN - 1932-1473

IS - 3-4

ER -

ID: 102710642