Barclays Bank PLC
1 Churchill Place
London, E14 5HP
NBER Working Papers and Publications
|February 2012||Small Cues Change Savings Choices|
with James J. Choi, Jennifer Kurkoski, Cade Massey: w17843
In randomized field experiments, we embedded one- to two-sentence anchoring, goal-setting, or savings threshold cues in emails to employees about their 401(k) savings plan. We find that anchors increase or decrease 401(k) contribution rates by up to 1.9% of income. A high savings goal example raises contribution rates by up to 2.2% of income. Highlighting a higher savings threshold in the match incentive structure raises contributions by up to 1.5% of income relative to highlighting the lower threshold. Highlighting the maximum possible contribution rate raises contribution rates by up to 2.9% of income among low savers.