Beyond Discrete Choices – Investigating the Effectiveness of a Proximity Nudge With Multiple Alternative Options

Abstract

Nudges are defined as small adjustments in the choice architecture that stimulate desirable behavior. Nudging techniques can be used as a promising policy tool, but research has hardly systematically taken into account the complexity of the situation in which nudges have been implemented. In the current studies, we investigated the effectiveness of a proximity nudge on food choice in a realistic situation with multiple options in the immediate surroundings of the target option. In two studies, we presented participants from a community sample with an assortment of either three or nine different types of chocolate. For half of the participants, the target chocolate was placed most proximally on a table. Across two studies, we demonstrated that the proximity nudge was effective in stimulating the choice for a specific piece of chocolate in a simple and more complex situation. Results were further qualified by Bayesian analyses, which revealed most support for the hypothesis that the proximity effect existed in both the conditions with three and nine options, regardless of the number of options in the choice set. Results imply that the proximity effect can remain robust in realistic situations that include multiple options in the immediate environment to choose from.