In Search of Optimally Effective Defaults
Extant research has implied that high defaults can be detrimental, and companies tend to set low defaults, potentially fearing reduced participation. In six experiments across different domains, we find very limited evidence for backlash against high defaults both for average ‘amount’ and participation rate, but reduced efficacy for low defaults.
Indranil Goswami and Oleg Urminsky (2012) ,"In Search of Optimally Effective Defaults", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 298-302.
Indranil Goswami, University of Chicago, USA
Oleg Urminsky, University of Chicago, USA
NA - Advances in Consumer Research Volume 40 | 2012
Does It Pay to Be Virtuous? Examining Whether and Why Firms Benefit From Their CSR Initiatives
Dionne A Nickerson, Georgia Tech, USA
Michael Lowe, Georgia Tech, USA
Adithya Pattabhiramaiah, Georgia Tech, USA
People Overpredict the Benefit of Using Expensive Items and Appearing Rich in Friend-Making
Xilin Li, University of Chicago, USA
Christopher Hsee, University of Chicago, USA
P6. Marginal Cost Consideration
Ethan Pew, Stony Brook University
Hyunhwan Lee, University of Miami, USA