Attract the best: The attraction effect as an effective strategy to enhance healthy choices.

Every day, people make many food decisions without thinking, repeatedly falling for the unhealthy option instead of the healthy option. While making these mindless decisions, people often rely on heuristics. In this paper, we demonstrate that these heuristics can be exploited to nudge consumers towa...

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Auteurs principaux:	Gitta van den Enden, Kelly Geyskens
Format:	article
Langue:	EN
Publié:	Public Library of Science (PLoS) 2021
Sujets:	Medicine R Science Q
Accès en ligne:	https://doaj.org/article/f970d85e2fcf45ed8dcd8be339b77f8a
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id	oai:doaj.org-article:f970d85e2fcf45ed8dcd8be339b77f8a
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spelling	oai:doaj.org-article:f970d85e2fcf45ed8dcd8be339b77f8a2021-12-02T20:04:18ZAttract the best: The attraction effect as an effective strategy to enhance healthy choices.1932-620310.1371/journal.pone.0259521https://doaj.org/article/f970d85e2fcf45ed8dcd8be339b77f8a2021-01-01T00:00:00Zhttps://doi.org/10.1371/journal.pone.0259521https://doaj.org/toc/1932-6203Every day, people make many food decisions without thinking, repeatedly falling for the unhealthy option instead of the healthy option. While making these mindless decisions, people often rely on heuristics. In this paper, we demonstrate that these heuristics can be exploited to nudge consumers towards healthy alternatives. Specifically, we explore how the attraction effect (i.e., adding a decoy to a choice set) can nudge people to choose a healthy snack. The results of our choice experiment indicate that adding a decoy (i.e., a less attractive food alternative) to a self-control situation (i.e., choosing between a healthy and an unhealthy food alternative) can help people maintain self-control and choose the healthy option. This mixed choice set thus nudges people towards the healthy option. Moreover, our results show differential effects of the attraction effect depending on the (un)healthiness of the products in the choice set. Specifically, the attraction effect is prominent when the choice set consists of unhealthy products only (i.e., the unhealthy choice set), but not in the choice set that consists of only healthy products (i.e., healthy choice set). Importantly, our results indicate when the attraction effect can exploit consumers' heuristics to help them make better, healthier food choices.Gitta van den EndenKelly GeyskensPublic Library of Science (PLoS)articleMedicineRScienceQENPLoS ONE, Vol 16, Iss 11, p e0259521 (2021)
institution	DOAJ
collection	DOAJ
language	EN
topic	Medicine R Science Q
spellingShingle	Medicine R Science Q Gitta van den Enden Kelly Geyskens Attract the best: The attraction effect as an effective strategy to enhance healthy choices.
description	Every day, people make many food decisions without thinking, repeatedly falling for the unhealthy option instead of the healthy option. While making these mindless decisions, people often rely on heuristics. In this paper, we demonstrate that these heuristics can be exploited to nudge consumers towards healthy alternatives. Specifically, we explore how the attraction effect (i.e., adding a decoy to a choice set) can nudge people to choose a healthy snack. The results of our choice experiment indicate that adding a decoy (i.e., a less attractive food alternative) to a self-control situation (i.e., choosing between a healthy and an unhealthy food alternative) can help people maintain self-control and choose the healthy option. This mixed choice set thus nudges people towards the healthy option. Moreover, our results show differential effects of the attraction effect depending on the (un)healthiness of the products in the choice set. Specifically, the attraction effect is prominent when the choice set consists of unhealthy products only (i.e., the unhealthy choice set), but not in the choice set that consists of only healthy products (i.e., healthy choice set). Importantly, our results indicate when the attraction effect can exploit consumers' heuristics to help them make better, healthier food choices.
format	article
author	Gitta van den Enden Kelly Geyskens
author_facet	Gitta van den Enden Kelly Geyskens
author_sort	Gitta van den Enden
title	Attract the best: The attraction effect as an effective strategy to enhance healthy choices.
title_short	Attract the best: The attraction effect as an effective strategy to enhance healthy choices.
title_full	Attract the best: The attraction effect as an effective strategy to enhance healthy choices.
title_fullStr	Attract the best: The attraction effect as an effective strategy to enhance healthy choices.
title_full_unstemmed	Attract the best: The attraction effect as an effective strategy to enhance healthy choices.
title_sort	attract the best: the attraction effect as an effective strategy to enhance healthy choices.
publisher	Public Library of Science (PLoS)
publishDate	2021
url	https://doaj.org/article/f970d85e2fcf45ed8dcd8be339b77f8a
work_keys_str_mv	AT gittavandenenden attractthebesttheattractioneffectasaneffectivestrategytoenhancehealthychoices AT kellygeyskens attractthebesttheattractioneffectasaneffectivestrategytoenhancehealthychoices
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Attract the best: The attraction effect as an effective strategy to enhance healthy choices.

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