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  • Organizational Behavior and Human Decision Processes

Choice Architects Reveal a Bias Toward Positivity and Certainty

By: David P. Daniels and Julian Zlatev
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Abstract

Biases influence important decisions, but little is known about whether and how individuals try to exploit others’ biases in strategic interactions. Choice architects—that is, people who present choices to others—must often decide between presenting choice sets with positive or certain options (influencing others toward safer options) versus presenting choice sets with negative or risky options (influencing others toward riskier options). We show that choice architects’ influence strategies are distorted toward presenting choice sets with positive or certain options across thirteen studies involving diverse samples (executives, law/business/medical students, adults) and contexts (public policy, business, medicine). These distortions appear to primarily reflect decision biases rather than social preferences, and they can cause choice architects to use influence strategies that backfire.

Keywords

Nudges; Biases; Strategic Decision Making; Social Influence; Choice Architects; Choice Architecture; Reflection Effect; Certainty Effect; Loss Aversion; Decision Making; Risk and Uncertainty; Power and Influence

Citation

Daniels, David P., and Julian Zlatev. "Choice Architects Reveal a Bias Toward Positivity and Certainty." Organizational Behavior and Human Decision Processes 151 (March 2019): 132–149.
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About The Author

Julian J. Zlatev

Negotiation, Organizations & Markets
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More from the Authors
  • Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use By: Ariella Kristal and Julian Zlatev
  • The Dynamics of Gender and Alternatives in Negotiation By: Jennifer E. Dannals, Julian J. Zlatev, Nir Halevy and Margaret A. Neale
  • LVMH's Bid for Tiffany & Co. By: Guhan Subramanian, Julian Zlatev and Raseem Farook
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