dan ariely 29 november
DESCRIPTION
Presentatie van Dan Ariely op seminar 'Jij kiest precies wat ik wil' op 29 november 2012 bij DenkProductiesTRANSCRIPT
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
EXTERNAL REALITY VS.
SUBJECTIVE REALITY
D. Purves
ILLUSIONS AS A METAPHOR
A FEW EXAMPLES OF
“DECISION ILLUSIONS”
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)
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
The Jam study
6 jams 24 jams
Approach 40% 60%
Try 1,4 1,5
Buy 30% 3%
Iyengar & Lepper (2000)
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
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”
Asymmetric dominance
Attr
ibut
e 1
Attribute 2
R
PR-
P-
68%
32%84%
0%
16%
Fo
rm A
Fo
rm B
Tom Jerry
Tom Jerry
Jerry’
Tom’
♥
♥
♥
♥♥♥
♥
♥♥
♥
♥
♥♥♥
♥
♥
$600
$400
? ?
What matters?
•Value
•Pleasure
•Opportunity cost
•Initial decisions
•Past behavior
•Past prices
•Memory
Should Should not
Self control: The problem &
How to get over it
Now
Des
ire
Nextweek
Nextyear
Year&week
Time
Impo
rtan
ce
Movies
Approaches for self-control
Reward substitution
Self-control contracts
1 immediately✔
10 w/ 10sec delay
Ainslie & Herrnstein 1974
Delayed gratification & commitment
1 immediately✔No temptation button✔
Clocky
One step further ....
✗
Final words
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
It’s all about ..…
Free lunches!
General lessons
One more lesson:
Memento Mori
VS.
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