Online shops can sell more slow-delivery items just by moving the delivery choice to after you've already picked the product.
March 24, 2026
Original Paper
Is it always "the Faster, the Better"? The Role of a Nudging-based Function in the Relationship between Product Delivery and Online Sales
SSRN · 6325598
The Takeaway
Retailers often assume they must spend heavily on logistics to compete on speed, but this research shows that 'nudging' consumers through a sequential choice architecture (product first, then delivery) mitigates the negative impact of slow shipping. This interface change is essentially free and allows slow-delivery items to compete effectively without expensive infrastructure upgrades.
From the abstract
Delivery time is one of the keys to e-commerce success. Although retailers are taking steps to offer fast delivery services, these approaches are expensive and may not be sustainable in the long term. By leveraging a unique shift resulting from user-interface designs on eBay.com, we find that introducing a nudging-based function, i.e., a guaranteed delivery toggle, is a promising cost-effective approach that may ameliorate the relationship between slow delivery time and product sales. Specifical