Choice Architecture Effects on Indulgent Consumption: Evidence from Combinations of Nudges at an Ice-Cream Store

Ga-Eun (Grace) Oh, Ralf van der Lans and Anirban Mukhopadhyay

Journal of the Association for Consumer Research, 2022, vol. 7, issue 4, 450 - 460

Abstract: In response to growing interest in healthy diets, various choice architecture interventions (e.g., assortment organization, traffic-light labeling) have been introduced to “nudge” consumers to eat healthier. In two long-running field experiments at an ice-cream store, we examined how combinations of choice architecture interventions might work together to influence purchase decisions of quantity and choice, and further intake of calories and saturated fat. Consistent with prior literature linking mental representations of food healthiness with lateral orientations, we find that displaying “virtue” flavors to customers’ left reduces calories and saturated fat purchased, more so if virtue flavors are matched with green labels. These reductions are caused by a reduced purchase quantity and an increased choice likelihood of virtue options. The investigation of combinations of different choice architecture tools on purchase decisions and consumption consequences provides useful implications for researchers and practitioners.

Date: 2022
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