The Effects of Pressure and Self-Assurance Nudges on Product Purchases and Returns in Online Retailing: Evidence from a Randomized Field Experiment
Senior Consultant, Anindya Ghose, co-authored a paper published in the Journal of Marketing Research that explores the economic effects of two categories of nudges—self-assurance- and pressure-based interventions—on consumers’ purchase and return behaviors. In this paper, Ghose and his co-authors use return-adjusted net sales as performance measures and find that self-assurance-based nudges are as effective in … Continued