SAVINGS STRATEGIES THAT ARE DESIGNED TO REALLY WORK

SAVINGS STRATEGIES

THAT ARE DESIGNED TO

REALLY WORK

Professor of Psychology and Behavioural Economics at Duke University, Dan Ariely, discusses new research on savings motivation.

Finding the motivation today to do the tasks that we tend to delay isn't easy. That's certainly true for people who know they should save more for retirement but struggle to do so. The topic fascinates behavioural economist Dan Ariely, whose most recent book, Payoff: The Hidden Logic That Shapes Our Motivations, explores how motivation really works.

HOW CAN PLAN SPONSORS HELP?

1 Physical embodiment of savings to make it more tangible (coin, certificate).

2 Reminders to help people save. 3 Automation and defaults that make the

decision to save more easier.

One of Ariely's experiments is particularly relevant to retirement savers. Working with a team in Kenya, Ariely found that providing savers with a small token related to their saving dramatically increased the rate at which people saved. The key: The token provided an immediate, tangible reminder of the importance of saving. We asked Ariely to describe his findings and how they can work for scheme sponsors keen to encourage stronger saving behaviours among their members.

Dan, you conducted a fascinating field

experiment in Kenya with former student Merve Akbas and the World Bank. Tell us about your research and explain why you did it.

We were interested in learning how different types of interventions affected savings rates for individuals with low and irregular incomes. We partnered with a savings product provider in Kenya to test the efficacy of various types of incentives over a six-month period.

22 ContributeAutumn 2017

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All the groups increased their savings rates, but the gold coin was by far the most effective intervention. People who received the coin doubled their savings during the study period, far exceeding the other groups.

W hy do you think the coin was so

much more effective than the other interventions?

We believe that the coin made people think about saving as they went through their days. From time to time they saw the coin in their hut, touched it, made their weekly notch, and talked about it. The coin's physical presence brought thoughts about saving into members' daily lives, which had the effect of bringing more actual saving into their lives as well.

How might employers or financial advisors use

this research when seeking to engage people around planning and saving for retirement?

W hat advice would you give employers and

advisors looking to motivate people to save more for retirement?

People are often already motivated to save, but other things get in their way. That's why reminders and deadlines are so powerful. Most people want to increase their retirement contributions but forget or get too busy with other things. Some people may just hate saving for retirement and never want to do it, but the majority are motivated -- they simply aren't motivated to save today.

Our job as employers and advisors is to make saving easier and help people avoid procrastination. To that end, we should ensure that default contribution rates are high enough to encourage adequate savings. We should have automatic saving options for short-term needs, so people build enough of a financial cushion to feel that saving for retirement is feasible. We should use the power of reminders and deadlines to help people fit saving into their daily life. These are the keys to helping them save more.

Saving is an abstract concept and, in order to save successfully, you must fight against all of the concrete ways you could spend your money today. When you walk down the street, do you see neon signs urging you to save your money? No, the signs urge you to buy things. This study highlights an opportunity to make saving more concrete and tangible, which can help it compete with other concrete, tangible expenditures.

As an employer, there are a number of ways you can help make saving for retirement more tangible. For example, you could send employees a certificate after they enrol in the scheme and encourage them to put it on their fridge and interact with it. Or you could create a savings card that everyone in the family carries in their wallets. You could even send monthly reminders to your employees congratulating them for saving and encouraging them to continue. The key is to create constant, visible reminders to save.

MORE ON MOTIVATION

For more information about Dan's work, visit or advanced-. Read more about the role of motivation in long-term performance at ideas/articles/motivation.html.

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