When "nudge" is just another word for "advert"

Martha Gill's Irrational Animals column.

Most people will have heard of the “nudge unit” – a crack team of behavioural economists installed in Downing Street which has the power to wire policy directly into our frontal cortices, using only cutting edge neuroscience and door-to-door leafleting.

For those that haven’t, “nudging” is an evidence-based strategy that aims to influence people’s behaviour towards certain of David Cameron’s more benign policies, such as cutting energy use and reducing obesity. It’s a canny way of motivating people without offering financial reward. To get people eating healthily, for instance, it helps to put apples, rather than crisps, on eye-level shelves in shops.

At base, however, “nudging” is just a scienced-up and buzzworded-down way of saying “advertising”. The trouble for Cameron is that, for every penny spent marketing his policies through nudge, thousands more are spent by the advertising industry to encourage us to go in what is often precisely the opposite direction. So, it’s not surprising that the effects of nudging have as yet been lukewarm.

Part of the problem is that the nudgers aren’t yet fully realised advertising men. Advertisers know the importance of targeting an audience, but nudging is very one-size-fits-all. What is perhaps more troubling for Cameron is that his core audience and his core voters are not often the same people.

A US study by Dora Costa and Matthew E Kahn of the University of California, Los Angeles showed that conservatives are far less susceptible to nudges in the direction of energy conservation than liberals. Researchers designed leaflets that let households know how much energy they were using compared to their peers (with a smiley face if they were using less and a frowny face if they were using more), and handed them out to a mix of conservative and liberal households. While this nudge usually lowered carbon consumption in liberal households, it actually had the opposite effect in conservative homes.

The researchers thought that the “boomerang” effect had been much stronger among conservative voters. If they saw they had used less energy than others (smiley face), they were likely to increase their energy consumption to catch up. This was because they had not been on board with the basic energy saving  ideology from the start; the leaflet merely nudged them towards the norm.

Cam can’t

A nudge unit is, all in all, an odd choice for Cameron. Not only are conservative voters less likely to be on board with the policies, which generally are more tailored to appeal to the community-minded, they are also more likely to act in defiance against any such “nannying” moves.

So, if they want to extend their influence, nudgers need to take more lessons from the advertising industry. This is inconvenient for them, as they like to brand themselves as a breed apart. Nudging itself, you see, is an industry – and markets itself sagely, knowing our weakness for all things science. It’s not science, though: it’s leafleting, and right now it’s leafleting all the wrong doors.

An image taken at Bristol Science Centre. Photograph: Getty Images

Martha Gill writes the weekly Irrational Animals column. You can follow her on Twitter here: @Martha_Gill.

This article first appeared in the 17 September 2012 issue of the New Statesman, Who comes next?

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Everyone's forgotten the one issue that united the Labour party

There was a time when Ed Miliband spoke at Momentum rallies.

To label the row over the EU at Thursday’s Labour leadership hustings "fireworks" would be to endow it with more beauty than it deserves. Owen Smith’s dogged condemnation of John McDonnell’s absence from a Remain rally – only for Corbyn to point out that his absence was for medical reasons – ought to go down as a cringing new low point in the campaign. 

Not so long ago, we were all friends. In the course of the EU referendum, almost all of the protagonists in the current debacle spoke alongside each other and praised one another’s efforts. At a local level, party activists of all stripes joined forces. Two days before polling day, Momentum activists helped organise an impromptu rally. Ed Miliband was the headline speaker, and was cheered on. 

If you take the simple version of the debate, Labour’s schism on the EU appears as an aberration of the usual dynamics of left and right in the party. Labour's left is supposedly cheering a position which avoids advocating what it believes in (Remain), because it would lose votes. Meanwhile, the right claims to be dying in a ditch for its principles - no matter what the consequences for Labour’s support in Leave-voting heartlands.

Smith wants to oppose Brexit, even after the vote, on the basis of using every available procedural mechanism. He would whip MPs against the invocation of Article 50, refuse to implement it in government, and run on a manifesto of staying in the EU. For the die-hard Europhiles on the left – and I count myself among these, having run the Another Europe is Possible campaign during the referendum – there ought to be no contest as to who to support. On a result that is so damaging to people’s lives and so rooted in prejudice, how could we ever accept that there is such a thing as a "final word"? 

And yet, on the basic principles that lie behind a progressive version of EU membership, such as freedom of movement, Smith seems to contradict himself. Right at the outset of the Labour leadership, Smith took to Newsnight to express his view – typical of many politicians moulded in the era of New Labour – that Labour needed to “listen” to the views Leave voters by simply adopting them, regardless of whether or not they were right. There were, he said, “too many” immigrants in some parts of the country. 

Unlike Smith, Corbyn has not made his post-Brexit policy a headline feature of the campaign, and it is less widely understood. But it is clear, via the five "red lines" outlined by John McDonnell at the end of June:

  1. full access to the single market
  2. membership of the European investment bank
  3. access to trading rights for financial services sector
  4. full residency rights for all EU nationals in the UK and all UK nationals in the EU, and
  5. the enshrinement of EU protections for workers. 

Without these five conditions being met, Labour would presumably not support the invocation of Article 50. So if, as seems likely, a Conservative government would never meet these five conditions, would there be any real difference in how a Corbyn leadership would handle the situation? 

The fight over the legacy of the referendum is theatrical at times. The mutual mistrust last week played out on the stage in front of a mass televised audience. Some Corbyn supporters jeered Smith as he made the case for another referendum. Smith accused Corbyn of not even voting for Remain, and wouldn’t let it go. But, deep down, the division is really about a difference of emphasis. 

It speaks to a deeper truth about the future of Britain in Europe. During the referendum, the establishment case for Remain floundered because it refused to make the case that unemployment and declining public services were the result of austerity, not immigrants. Being spearheaded by Conservatives, it couldn’t. It fell to the left to offer the ideological counter attack that was needed – and we failed to reach enough people. 

As a result, what we got was a popular mandate for petty racism and a potentially long-term shift to the right in British politics, endangering a whole raft of workplace and legal protections along the way. Now that it has happened, anyone who really hopes to overcome either Brexit, or the meaning of Brexit, has to address the core attitudes and debates at their root. Then as now, it is only clear left-wing ideas – free from any attempt to triangulate towards anti-migrant sentiment– that can have any hope of success. 

The real dividing lines in Labour are not about the EU. If they were, the Eurosceptic Frank Field would not be backing Smith. For all that it may be convenient to deny it, Europe was once, briefly, the issue that united the Labour Party. One day, the issues at stake in the referendum may do so again – but only if Labour consolidates itself around a strategy for convincing people of ideas, rather than simply reaching for procedural levers.