14:00 - 15:30
Thu-PS2
Chair/s:
Paul Lohmann
Room: Floor 3, Accenture
Giulia Andrighetto - Nudging or nagging: The perils of persuasion
Pavneet Singh - Using Nudge for Waste Management: A Field Experiment in India
Paul Lohmann - Making takeaway food choices more sustainable: The impact of behaviourally informed interventions on sustainable food choices
Lorena Heller - Nudging towards quality self-employment jobs
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Nudging or nagging: The perils of persuasion
Giulia Andrighetto 1, Andrea Guido 2, Denis Tverskoi 3, Sergey Gavrilets 4, Anxo Sanchez 5
1 Institute of Cognitive Sciences and Technologies, Italian National Research Council, Rome, Italy; Institute for Futures Studies, Stockholm, Sweden;
2 1Université Bourgogne Franche-Comté, CEREN EA 7477, Burgundy School of Business, Dijon, France; andrea.guido@bsb-education.com
3 Center for the Dynamics of Social Complexity, National Institute for Mathematical and Biological Synthesis, University of Tennessee, Knoxville, TN 37996 USA
4 Center for the Dynamics of Social Complexity, National Institute for Mathematical and Biological Synthesis, University of Tennessee, Knoxville, TN 37996 USA Department of Ecology and Evolutionary Biology, Department of Mathematics, University of Tennesse
5 Grupo Interdisciplinar de Sistemas Complejos (GISC), Departamento de Matemáticas, Universidad Carlos III de Madrid, Leganés, Spain Instituto de Biocomputación y Física de Sistemas Complejos (BIFI), Universidad de Zaragoza, Zaragoza, Spain
Over the past few years, there has been an increasing interest around persuasion and the use of public appeals to encourage compliance with
rules promoting socially desirable behavior. A central unanswered question is whether the effectiveness of appeals depends on individuals’ predisposition to follow externally-imposed rules. In this paper, we study experimentally the effect of socially-beneficial appeals on extractions in a
Common Pool Resource game and how they interact with personal predisposition to follow rules. We design a long-run (36 days) online experiment
with 300 participants and elicit pre-experimental measures of rule compliance. Results show no overall effect of appeals on subjects’ extraction levels in the Common Pool Resource game. Yet, the effect is heterogeneous across subjects and increases behavioral variability. Such behavioral
heterogeneity is explained by measures of rule compliance: rule followers comply more with the content of the appeal, while rule breakers go against it.
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