Reserved For You: Implied Selectivity As a New Tool of Choice Architecture
Here, we introduce a new tool of choice architecture—the implied exclusivity effect—whereby a simple framing manipulation can considerably increase take-up of some opportunity. Framing a benefit as being “reserved” for someone creates a feeling of exclusive access to a coveted opportunity, thereby increasing subjective valuation and take-up of the benefit.
Citation:
Jon Bogard, Craig Fox, and Noah Goldstein (2021) ,"Reserved For You: Implied Selectivity As a New Tool of Choice Architecture", in NA - Advances in Consumer Research Volume 49, eds. Tonya Williams Bradford, Anat Keinan, and Matthew Matthew Thomson, Duluth, MN : Association for Consumer Research, Pages: 500-500.
Authors
Jon Bogard, University of California, Los
Craig Fox, University of California, Los Angeles
Noah Goldstein, University of California, Los Angeles
Volume
NA - Advances in Consumer Research Volume 49 | 2021
Share Proceeding
Featured papers
See MoreFeatured
The Victory Effect: Is First-Place Seeking Stronger than Last-Place Aversion?
David Hardisty, University of British Columbia, Canada
Steven Shechter, University of British Columbia, Canada
Featured
Always Trust in Your Friends? Cross-cultural Effects of Review Source and Incentives on Trustworthiness
Dionysius Ang, Leeds University Business School
Featured
A2. A Window to the Brand's Soul: How Models' Eyes Affect Consumers' Attitudes
Maria Giulia Trupia, IESE Business School
Martina Cossu, Bocconi University, Italy
Zachary Estes, Bocconi University, Italy