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Strategic self-presentation refers to individuals' intentional efforts to influence how others perceive them. This process is employed in various social and professional settings, such as job interviews, dating, politics, and legal contexts, where individuals seek to shape impressions to gain social or material advantages. While people generally present themselves in ways that align with their authentic characteristics, external factors, such as cognitive load, can hinder their ability to...
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According to obedience research, we may harm others under the forceful pressures of an authority figure (Milgram, 1974). How about if the inappropriate orders were delivered with less force? The increasing interdependence between nurses and physicians compelled Hofling and his colleagues to explore nurses’ reactions to a potentially harmful medical request made by the perceived authority figure, the doctor (Hofling, Brotzman, Dalrymple, Graves, & Pierce, 1966). In this situation,...
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Related Experiment Video

Updated: Feb 17, 2026

Irrelevant Stimuli and Action Control: Analyzing the Influence of Ignored Stimuli via the Distractor-Response Binding Paradigm
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Default neglect in attempts at social influence.

Julian J Zlatev1, David P Daniels2, Hajin Kim3

  • 1Graduate School of Business, Stanford University, Stanford, CA 94305; jjzlatev@stanford.edu.

Proceedings of the National Academy of Sciences of the United States of America
|December 10, 2017
PubMed
Summary
This summary is machine-generated.

People often fail to use the default effect, a common bias, to influence others. This "default neglect" was observed across various groups, even with experience, impacting decision-making and policy.

Keywords:
choice architecturedecision makingdefault effectnudgessocial influence

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Area of Science:

  • Behavioral Economics
  • Social Psychology
  • Decision Science

Background:

  • Theoretical models predict individuals can exploit cognitive biases for social influence.
  • The default effect, a bias favoring the status quo, has significant policy implications.
  • Empirical evidence on people's ability to leverage the default effect is limited.

Purpose of the Study:

  • To investigate whether individuals understand and utilize the default effect to influence others.
  • To examine the phenomenon of "default neglect" in various populations.
  • To explore beliefs surrounding the default effect and its influence.

Main Methods:

  • Participants (managers, students, US adults) played default-setting games.
  • Default neglect was assessed in one-shot and repeated trials with feedback.
  • Beliefs about the default effect were surveyed.

Main Results:

  • Only 50.8% of participants systematically set the target option as the default.
  • Default neglect persisted even with multiple opportunities for learning and feedback.
  • Most participants underestimated the default effect, even when they used defaults themselves.

Conclusions:

  • Individuals frequently fail to leverage the default effect for social influence, a phenomenon termed "default neglect."
  • Default neglect has significant implications for understanding decision-making, social influence, and evidence-based policy.
  • Further research is needed to understand the mechanisms and consequences of default neglect.