dan ariely 29 november
DESCRIPTION
Presentatie van Dan Ariely op seminar 'Jij kiest precies wat ik wil' op 29 november 2012 bij DenkProductiesTRANSCRIPT
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www.danariely.com
THE (HONEST)� TRUTH
ABOUT DISHONESTY
DAN ARIELY
New York Times bestselling author of
Predictably Irrational and The Upside of Irrationality
How We Lie to Everyone—Especially Ourselves
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EXTERNAL REALITY VS.
SUBJECTIVE REALITY
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D. Purves
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ILLUSIONS AS A METAPHOR
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A FEW EXAMPLES OF
“DECISION ILLUSIONS”
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0
20
40
60
80
100
Den
mar
kN
ethe
rland
sU
nite
d K
ingd
omG
erm
any
Aus
tria
Belg
ium
Fran
ceH
unga
ryPo
land
Port
ugal
Swed
en
8610010010010098100
121728
4
% o
f dri
vers
don
atin
g or
gans
Organ donations?
Johnson & Goldstein (2003)
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Opt-in
Check the box if you want to participate in the organ donor program
Opt-out
Check the box if you don’t want to participate in the organ donor program
people don’t checks the box -- and don’t join
people don’t checks the box -- and join
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The Jam study
6 jams 24 jams
Approach 40% 60%
Try 1,4 1,5
Buy 30% 3%
Iyengar & Lepper (2000)
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Answer the following:
Please write 3 reasons why you love your
significant other
Please write 10 reasons why you love your
significant other
Please write 3 reasons to buy a BMW
Please write 10 reasons to buy a BMW
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Should you call the dentist to make an appointment?
How often do you floss?
0 1 2 3 4 5 6 7 8 9 >9A day:
0 1 2 3 4 5 6 7 8 9 >9A month:
“I am below the norm”
“I am above the norm”“No need to call”
“Call now”
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Asymmetric dominance
Attr
ibut
e 1
Attribute 2
R
PR-
P-
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68%
32%84%
0%
16%
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Fo
rm A
Fo
rm B
Tom Jerry
Tom Jerry
Jerry’
Tom’
♥
♥
♥
♥♥♥
♥
♥♥
♥
♥
♥♥♥
♥
♥
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$600
$400
? ?
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What matters?
•Value
•Pleasure
•Opportunity cost
•Initial decisions
•Past behavior
•Past prices
•Memory
Should Should not
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Self control: The problem &
How to get over it
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Now
Des
ire
Nextweek
Nextyear
Year&week
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Time
Impo
rtan
ce
Movies
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Approaches for self-control
Reward substitution
Self-control contracts
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1 immediately✔
10 w/ 10sec delay
Ainslie & Herrnstein 1974
Delayed gratification & commitment
1 immediately✔No temptation button✔
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Clocky
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One step further ....
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✗
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Final words
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Standard Economics ...
What a piece of work is a man! how noble in reason!how infinite in faculty! in form and moving how
express and admirable! in action how like an angel!in apprehension how like a god!
Will Shakespeare (Act II,scene 2, of Hamlet)
Behavioral
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It’s all about ..…
Free lunches!
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General lessons
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One more lesson:
Memento Mori
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VS.
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www.danariely.com
THE (HONEST)� TRUTH
ABOUT DISHONESTY
DAN ARIELY
New York Times bestselling author of
Predictably Irrational and The Upside of Irrationality
How We Lie to Everyone—Especially Ourselves