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Summary Preparation for Manipulation Exam
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Document that can be used as preparation material for the exam. It includes all key terms, pros and cons etc.
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Preparation exam ManipulationTask 1
Nudging: gently pushing people to make a choice that will result in healthier/more favourable
behaviour without restricting any choices or changing the economic incentive. Nudges make use of
Kahneman’s system 1 thinking (fast, effortless, automatic, affective, nonconscious thought process).
They take advantage of the unconscious interaction between a person and environment, making use of
people’s cognitive biases to facilitate decision-making. For example, people do not give their full
attention to options and tend to follow the path of least resistance. Any choice will thus be influenced
by the default setting or starting point.
3 principles of nudging:
1. Autonomy: people have the choice to ignore the nudge and alternative options must remain
available.
2. Awareness: there is some sense of awareness that people are being nudged. The author
hypothesizes that the awareness of being nudged would lead to feelings of agency and
willingness to cooperate. (So that being aware of the nudge would enhance the effectiveness
of the nudge).
3. Default: the healthy/desired choice should be easy/default and not exceptional.
So nudges are libertarian paternalism: libertarians applaud for freedom of choice and paternalists view
government as having the responsibility to improve the choices of citizens.
- Nudging process consists of 3 phases: nudge itself (e.g. sign in the supermarket stating
‘popular product’), automatic process (e.g. need to belong to a group) and the outcome
behaviour (e.g. choosing that product).
- Effectiveness:
Self-licensing: on short-term, the healthy/beneficial effect of the nudge will be
compensated by later choices. A healthy decision will justify a later unhealthy
decision.
Spill-over effect: if someone makes a healthy decision, they will through the process
of cognitive dissonance (e.g. ‘I identify as a healthy person’) make a healthy choice
again.
Often performed behaviour in line with a nudge can become a habitlong-term
effects.
Mediators
- Trustworthiness and authority of the source mediated the effectiveness of a nudge.
- Disclosing the process, disclosing the intended outcome, disclosing the nudge itself did NOT
moderate/mediate the effectiveness of a nudge. Marchiori
- Empathy mediated the relationship of support for nudges. Empathyright goals to
adoptsupport for nudging. Jung
- Individualists resisted nudges. Individualistsunnecessary, wrong message, wrong
goalsno support for nudges.
- Conservatives opposed nudges. Conservativesautonomy threateningopposed to nudges.
- Reactant people opposed system 1 nudges. Reactanceautonomy threateningopposed to
nudges.
- Desire for control mediated the relationship of support for nudges. Desire for
controlnudges are paternalisticopposed to system 1 nudges.
Different framing had effects on individual dispositions.
1. Empathetic people perceived nudges more favourably when they were framed as
influencing society at large.
2. Individualists and conservatives were unaffected by framing.
3. Reactant people were even more opposed to nudges when framing highlighted the
personal costs of rejecting the nudge.
4. Strong vs. weak norms have a different effect on behaviour.
Transparency can contribute to the ethical process of nudging, as much as it harms it, by removing the
subliminal component to the nudge.
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