Choice architecture techniques: developing a comprehensive taxonomy to test applicability in business relationships
ISSN: 0025-1747
Article publication date: 19 July 2024
Issue publication date: 11 December 2024
Abstract
Purpose
This paper develops an evidence-based conceptual framework for exploring the applicability of choice architecture in business relationships.
Design/methodology/approach
Empirical studies of choice architecture in various fields are systematically reviewed to identify choice architecture techniques; major resulting categories of techniques are then discussed for applicability to business relationship contexts, and avenues for research are outlined.
Findings
Managerial decision-making is potentially influenced by changes to choice contexts that (1 provide additional information from outside the choice context, (2) facilitate a particular way of comparing options, (3) present options in new ways, (4) rework the choice set, e.g. by adding options and (5) create internal states that push toward a target choice.
Originality/value
The paper introduces the concept of choice architecture to business relationships. It develops a taxonomy of choice architecture techniques to guide the exploration of choice architecture effects in business relationships.
Keywords
Acknowledgements
This paper forms part of a special section “Decision making and heuristics in business relationships”, guest edited by Simone Guercini, Antonella La Rocca and Stefanos Mouzas.
Citation
Münscher, R. (2024), "Choice architecture techniques: developing a comprehensive taxonomy to test applicability in business relationships", Management Decision, Vol. 62 No. 11, pp. 3383-3403. https://doi.org/10.1108/MD-06-2023-1091
Publisher
:Emerald Publishing Limited
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