Do nudges make use of automatic processing? Unraveling the effects of a default nudge under type 1 and type 2 processing

Abstract

Nudges have become increasingly popular among policymakers asa tool to stimulate desirable behavior for individuals or society. One ofthe most prevailing assumptions of nudges is that they make use ofautomatic processing. Yet, this assumption has received little attentionin experimental research. In two preregistered and high poweredstudies, we investigated this hypothesized working mechanism byusing a nudge that has most typically been described as a Type 1nudge: defaults. In both studies, we used a scenario in which partici-pants could choose from a list of green amenities, which were eitherpreselected (opt-out condition) or not (opt-in condition). In Study 1, weinvestigated the effectiveness of this default nudge under Type 1processing by manipulating cognitive load. In Study 2, we investigatedits effectiveness under Type 2 processing by explicitly instructing halfof the participants to deliberate upon their choice. Both studiesrevealed strong and robust evidence for the default effect. Study 1further revealed that this default effect was statistically equivalentunder cognitive load. Study 2 revealed that the default effect wasnot attenuated when participants deliberated upon their decision,but instead showed a main effect of deliberation. Together, this impliesthat default nudges are not dependent on elaborate processing inorder to be effective, but that deliberation can in parallel lead todifferent choice outcomes.