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A NeuroIS Investigation of the Effects of a Digital Dark Nudge

In: Information Systems and Neuroscience

Author

Listed:
  • Francis Joseph Costello

    (Sungkyunkwan University)

  • Jin Ho Yun

    (Sungkyunkwan University)

  • Kun Chang Lee

    (Sungkyunkwan University)

Abstract

Based on the behavioral economic theory, the recent uptake in the use of Nudge Theory, has been seen in many companies aiding consumers’ decision-making processes. However, recently online channels have started to use this technique for profiteering purposes, coined in this paper as a digital dark nudge. While cases of good nudge have been extensively studied, research on their dark sides and the effects these may have are absent and unclear. We demonstrate in a pilot study on 92 participants proof of concept and thus conceptualize the next steps in analyzing this phenomenon through the lens of NeuroIs. Through this process we aim to identify whether digital dark nudges will be detrimental to a consumers’ buying intentions and whether they may have a long-term negative impact on those engaged in the use of them.

Suggested Citation

  • Francis Joseph Costello & Jin Ho Yun & Kun Chang Lee, 2020. "A NeuroIS Investigation of the Effects of a Digital Dark Nudge," Lecture Notes in Information Systems and Organization, in: Fred D. Davis & René Riedl & Jan vom Brocke & Pierre-Majorique Léger & Adriane B. Randolph & Thomas (ed.), Information Systems and Neuroscience, pages 64-70, Springer.
    • Handle: RePEc:spr:lnichp:978-3-030-60073-0_8
    DOI: 10.1007/978-3-030-60073-0_8
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