This way, please: Uncovering the directional effects of attribute translations on decision making

Abstract

The translation of choice attributes into more meaningful information (e.g., from kWh to costs) is a form of choice architecture that is thought to facilitate decision making by providing decision signposts that activate personally relevant but latent objectives and guide decisions towards options that are most congruent with the activated objectives. Here, we investigated the psychological mechanisms that underlie and drive the directional effects of attribute translations on decision making. Across two choice experiments (total N = 973), we provide empirical support for our proposition that attribute translations operate via pre-decisional attention processes. Specifically, we demonstrate that attribute translations focus individuals’ attention on choice options that are most congruent with the concerns highlighted by translations, and that this attentional prioritization of alternatives predicts choice. In addition to the cognitive mechanisms underlying attribute translations, we highlight the choice architectural principles that moderate the effectiveness of translations. We show that the directional effects of attribute translations are driven by the information that translations provide rather than by contextual changes in the decision environment. In line with previous research on evaluability, we find the effectiveness of attribute translations to depend on information format, with translations conveying evaluative information having a larger impact on decision making than translations providing numerical information. The present study is among the first to investigate the decision making processes underlying a choice architectural intervention. It provides insights into the mechanisms that drive and facilitate the signpost effect and renders recommendations for the implementation of attribute translations in policy making.

The Nudging Effect of a Reminder Letter to Reduce Duplicated Medications

“…The information provided by decision assistance interventions must be evaluated based on personal values and goals to determine the utility of available options. 28,42 Incorporating behavioral scientific insights into interventions can improve the effectiveness of nudges. 36,37,[43][44][45] The manipulations involved in the studies included enhanced implementation intention (eg, setting deadlines for desirable behaviors), changed wording to increase the perceived value, and a combination of simplification, behavioral instruction, enhanced personal salience, and implementation intention.…”

“…36,37,[43][44][45] The manipulations involved in the studies included enhanced implementation intention (eg, setting deadlines for desirable behaviors), changed wording to increase the perceived value, and a combination of simplification, behavioral instruction, enhanced personal salience, and implementation intention. 36,37,[42][43][44][45] On the basis of the wording presented in the reminder letter, recipients might not consider it to be a serious problem and worthy to bring up this issue during their physician visits. Furthermore, patients would not challenge physician's authority, as discussing prescription appropriateness could be seen as offensive.…”

“…The information provided by decision assistance interventions must be evaluated based on personal values and goals to determine the utility of available options 28,42 . Incorporating behavioral scientific insights into interventions can improve the effectiveness of nudges 36,37,43–45 .…”

“…Incorporating behavioral scientific insights into interventions can improve the effectiveness of nudges 36,37,43–45 . The manipulations involved in the studies included enhanced implementation intention (eg, setting deadlines for desirable behaviors), changed wording to increase the perceived value, and a combination of simplification, behavioral instruction, enhanced personal salience, and implementation intention 36,37,42–45 . On the basis of the wording presented in the reminder letter, recipients might not consider it to be a serious problem and worthy to bring up this issue during their physician visits.…”

Kilo what? Default units increase value sensitivity in joint evaluations of energy efficiency

“…Finally, we did not investigate individual differences that could provide insights into how default units and personal relevance of a unit could influence the evaluations of numerical information. Previous research has shown that translations of attributes can act as decision signposts, depending for example on consumer values (Mertens, Hahnel & Brosch, 2019;Ungemach et al, 2018). Consumers with high environmental values were more sensitive to differences when numerical attributes were presented in a unit related to environmental consequences, like a CO 2 rating.…”