Digital Nudging towards Acceptance of Defaults in Product Configuration

Kathrin Figl, Ines Zollitsch, Christiane Lehrer

Publikation: Bidrag til bog/antologi/rapportKonferencebidrag i proceedingsForskningpeer review


Online product configurators allow customers to create highly customized products. However, their design strongly affects users’ decision-making. This paper explores the relationship between the order of product attribute decisions and customers’ choice of default options. Using a fully randomized experiment with 596 participants, we found that defaults are selected more often when the configuration process starts with a high number of selection options, which was hypothesized to deplete cognitive resources. An order with a decreasing number of options also led to lower perceived choice difficulty and higher choice satisfaction. Based on a recency effect, the last easy decisions in the configuration seem to most strongly influence the overall impression and also reduced skepticism towards defaults. Thus, customers seemed unaware of how cognitive depletion could “nudge” them towards choosing defaults. This study contributes to digital nudging research and provides guidance to practitioners for implementing less effortful product configuration decisions “by design.”
TitelProceedings of the 42nd International Conference on Information Systems (ICIS)
RedaktørerAnitesh Barua, Ryan Wright, Atreyi Kankanhalli, Xitong Li, Shaila Miranda
Antal sider18
UdgivelsesstedAtlanta, GA
ForlagAssociation for Information Systems. AIS Electronic Library (AISeL)
ISBN (Elektronisk)9781733632591
StatusUdgivet - 2021
BegivenhedThe 42nd International Conference on Information Systems: ICIS 2021: Building Sustainability and Resilience with IS: A Call for Action - Austin, USA
Varighed: 12 dec. 202115 dec. 2021
Konferencens nummer: 42


KonferenceThe 42nd International Conference on Information Systems: ICIS 2021
NavnProceedings of the International Conference on Information Systems


  • Product configuration
  • Digital nudging
  • Defaults
  • Cognitive depletion
  • Experiment