caa a22 4500 605483914 CHVBK 20210128100433.0 cr unu---uuuuu 210128e20151001xx s 000 0 eng 10.1007/s10551-014-2287-4 doi (NATIONALLICENCE)springer-10.1007/s10551-014-2287-4 The Impact of Choice Architecture on Sustainable Consumer Behavior: The Role of Guilt [Elektronische Daten] [Aristeidis Theotokis, Emmanouela Manganari] Companies often encourage consumers to engage in sustainable behaviors using their services in a more environmentally friendly or green way, such as reusing the towels in a hotel or replacing paper bank statements by electronic statements. Sometimes, the option of green service is implied as the default and consumers can opt-out, while in other cases consumers need to explicitly ask (opt-in) for switching to a green service. This research examines the effectiveness of choice architecture and particularly the different default policies—i.e., the alternative the consumer receives if he/she does not explicitly request otherwise—in engaging consumer green behavior. In four experiments, we show that the opt-out default policy is more effective than the opt-in, because it increases anticipated guilt. This effect is stronger for consumers who are less conscious for the environment (Study 1).We also show that a forced choice policy, in which the consumer is not automatically assigned to any condition and is forced to choose between the green and the non-green service option, is more effective than the opt-in policy and not significantly more effective than the opt-out policy (Study 2). Finally, we show that the role of defaults is weakened (enhanced), if a negotiated (reciprocal) cooperation strategy is used (Study 3). The article contributes to the literature of defaults and provides managerial and public policy implications for the design of green services. Springer Science+Business Media Dordrecht, 2014 Choice architecture nationallicence Default option nationallicence E-bills nationallicence Green service nationallicence Guilt nationallicence Towel reuse nationallicence Theotokis Aristeidis Leeds University Business School, Maurice Keyworth Building, The University of Leeds, LS2 9JT, Leeds, UK aut Manganari Emmanouela Department of Economics, Univeristy of Patras, Patra, Greece aut Journal of Business Ethics Springer Netherlands 131/2(2015-10-01), 423-437 0167-4544 131:2<423 2015 131 10551 https://doi.org/10.1007/s10551-014-2287-4 text/html Onlinezugriff via DOI BK010053 XK010053 XK010000 Metadata rights reserved Springer special CC-BY-NC licence nationallicence 1 research-article jats NATIONALLICENCE NATIONALLICENCE NL-springer NATIONALLICENCE 856 40 https://doi.org/10.1007/s10551-014-2287-4 text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Theotokis Aristeidis Leeds University Business School, Maurice Keyworth Building, The University of Leeds, LS2 9JT, Leeds, UK aut NATIONALLICENCE 700 1- Manganari Emmanouela Department of Economics, Univeristy of Patras, Patra, Greece aut NATIONALLICENCE 773 0- Journal of Business Ethics Springer Netherlands 131/2(2015-10-01), 423-437 0167-4544 131:2<423 2015 131 10551