Overview

In his research, Professor Beshears shows how managers can influence the behavior of customers and employees by changing the decision-making environment to call attention to a decision, to use psychological framing to shape assessments of options, or to help individuals follow through on their intended behaviors. One example of this research involved working with a company to encourage employees to make an active choice between home delivery of prescription drugs and in-person pickup of prescription drugs at the pharmacy. By calling attention to the choice between the two options, this approach increased the adoption rate of home delivery from 6% to 42%, reducing financial costs for both the employees and the company that employed them.