Publications

We examined the effect of explicit norm nudge requests for compliance in a field study on workplace dishonesty and three controlled experiments on reciprocity. The requests were presented either with affirmation (e.g., “please pay” and “please remember to pay”) or negation (e.g., “please, do not forget to pay”) and solicited by either one person or three people who were also the beneficiaries of compliance. We also explored how these requests affected first time and repeated behaviors. We found no effect of the number of people soliciting the requests. However, we did find that for first-time behaviors, any request increased compliance compared with no request, and those worded with affirmation were more effective than those worded with negation. We replicated this pattern in repeated behaviors—both at the group and at the individual level—but only when the initial compliance, before the request, was low. Importantly, no increase emerged when individuals did not receive requests, showing that requests only, and not regression to the mean, explained the effect.

A major reason why some people oppose the COVID-19 vaccine is the influence of misinformation. This study suggests that the cognitive paradox of simultaneously believing known facts less and new, “alternative facts” more is the outcome of a distrust mindset, characterized by spontaneous consideration of alternatives, including misinformation. We captured this paradox and its correlates in a scale that measures individuals' ability to distinguish between the truth value of well-established facts (“Earth rotates eastward around its own axis, completing a full rotation once in about 24 h”) and baseless “alternative facts” (“Earth can change its rotation direction and flip its axis, and we will never notice it”). Assuming that an anti-COVID-19 vaccine attitude arises from a chronically distrusting mindset, we sampled participants on Prolific who were pre-screened for their COVID-19 vaccine attitude based on earlier responses. We found that people who rejected COVID-19 vaccines believed well-established facts less, and “alternative facts” more, compared to supporters of the vaccine. Less discernment between truths and falsehoods was correlated with less intellectual humility, more distrust and greater reliance on one's intuition. This observed thought pattern offers insights into theoretical understanding of the antecedents of belief in “alternative facts” and conspiracy theories.