The Skeptical Shopper: A Metacognitive Account for the Effects of Default Options on Choice

2004

292 citations recorded by the source corpus.

Subfields: Finance, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/b6a91fb4b3f7ba6c9fd8d22a3b72f48f7984546f

Citations in the corpus

• An Audience of One: Behaviorally Targeted Ads as Implied Social Labels (2016, unknown): “…to shape consumer response to a wide variety of marketing variables including pricing strategies (Hamilton and Srivastava 2008), choice architecture (Brown and Krishna 2004), and persuasion (Bolton, Bloom, and Cohen 2011; Campbell and Kirmani 2000; Williams, Fitzsimons, and Block 2004).”
• Whatever the customer wants, the customer gets? Exploring the gap between consumer preferences and default electricity products in Germany (2013, unknown): “The default option is what consumers receive if they do not explicitly ask for another product (Brown and Krishna, 2004).”
• Mental Health Smartphone Apps: Review and Evidence-Based Recommendations for Future Developments (2016, unknown): “However, if an app presents support options in an attractive and easy-to-access way, accessing those supports is more likely to be perceived as acceptable and appealing [269].”
• Motivating Sustainable Food Choices (2014, unknown): “Defaults are simply the option (or options) that people automatically receive or see if they do not explicitly specify otherwise (Brown & Krishna, 2004).”
• Overcoming the ‘Window Dressing’ Effect: Mitigating the Negative Effects of Inherent Skepticism Towards Corporate Social Responsibility (2017, unknown): “As such, when processing CSR messages, this skepticism leads to consumers being more likely to consider information carefully (Brown and Krishna 2004; Becker-Olsen et al. 2006) and engage in attributional processing (Ellen et al.”
• When should the Ask be a Nudge? The Effect of Default Amounts on Charitable Donations (2016, unknown): “particular alternative is chosen when designated as the default versus a control condition when no default is designated” (Brown and Krishna, 2004).”
• Beyond nudges: Tools of a choice architecture (2012, unknown): “When consumers are aware that defaults may be set as recommendations in some cases, or manipulation attempts in other cases (Brown and Krishna 2004), they exhibit a level of “marketplace metacognition” that suggests they successfully retain autonomy and freedom of choice.”
• Are experienced people affected by a pre-set default option—Results from a field experiment (2009, unknown): “corporate law [7], and consumer choice [8].”
• Ethically Deployed Defaults: Transparency and Consumer Protection through Disclosure and Preference Articulation (2016, unknown): “…and Keinan 2007; Kahneman, Knetsch, and Thaler 1991; Tversky and Kahneman 1991), leads people to assume that the designated option is recommended (Brown and Krishna 2004; McKenzie, Liersch, and Finkelstein 2006), and provides an easy way out of an otherwise difficult decision (Johnson and…”