8 - Influencing Decisions

Summary

Multiple strategies can be used to influence individual decisions. A common assumption is that a lack of information, an information deficit, leads to poor decisions. While that is sometimes true, since decisions are shaped by both facts and values, providing information is often insufficient to change decision-making. The rational actor model suggests that changing incentives, and in particular changing prices, will shift decisions. Incentives matter, but they are only one factor in decisions and shifting incentives can be inequitable. Values are difficult to change but have broad and long-lasting influence on decisions. Norms are relatively easy to change and can have substantial influence. Design principles, generalizations from research on decision-making, can help shape effective efforts to influence decisions. Policies and programs should be designed with the consent of and in collaboration with those who may be impacted by the decision.