Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/148009
Authors: 
Bartke, Simon
Friedl, Andreas
Gelhaar, Felix
Reh, Laura
Year of Publication: 
2016
Series/Report no.: 
Kiel Working Paper 2058
Abstract: 
Social comparison nudges that employ descriptive norms were found to increase charitable giving. This paper finds that individuals who receive a descriptive norm donate significantly more when they have to guess the descriptive norm beforehand. We argue that guessing draws attention to the norm and therefore increases its effectiveness. Our results suggest that the effectiveness of nudges that use descriptive norms depends on how the a priori beliefs about the descriptive norm are updated.
Subjects: 
social comparison nudge
attention
field experiment
charitable giving
social norms
JEL: 
C93
D03
D64
H4
Document Type: 
Working Paper

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