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Dan Ariely 29 november

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Presentatie van Dan Ariely op seminar 'Jij kiest precies wat ik wil' op 29 november 2012 bij DenkProducties

Presentatie van Dan Ariely op seminar 'Jij kiest precies wat ik wil' op 29 november 2012 bij DenkProducties


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  • 1. DA N A R I E LY New York Times bestselling author of Predictably Irrational and The Upside of Irrationality THE ( HONEST) TRUTH ABOUT DISHONESTY How We Lie to Everyone—Especially Ourselveswww.danariely.com
  • 2. EXTERNAL REALITY VS.SUBJECTIVE REALITY
  • 3. D. Purves
  • 4. ILLUSIONS AS A METAPHOR
  • 5. A FEW EXAMPLES OF“DECISION ILLUSIONS”
  • 6. % of drivers donating organs 0 20 40 60 80 100 De 4Johnson & Goldstein (2003) nm ark Ne the 28 rlan Un ds ited 17 Kin gdo m Ger 12 ma ny Au 100 stri a Bel 98 giu m Fra 100 nce Hu 100 nga ry Pol 100 and Organ donations? Por 100 tug al Sw 86 ede n
  • 7. Opt-in n ’t join - an d do Check the box if you want to ox - s th eb participatecheck organ donor program in the do n ’t peo pleOpt-out nd join a --want to box Check the box if youedon’t ecks th participate’t ch organ donor program in the ple don peo
  • 8. The Jam study 6 jams 24 jams Approach 40% 60% Try 1,4 1,5 Buy 30% 3%Iyengar & Lepper (2000)
  • 9. Answer the following: Please write 3 reasons Please write 10 reasons why you love your why you love your significant other significant other Please write 3 reasons Please write 10 reasons to buy a BMW to buy a BMW
  • 10. How often do you floss? A day: 0 1 2 3 4 5 6 7 8 9 >9 “I am below the norm” “Call now” Should you call the dentist to make an appointment? “No need to call” “I am above the norm”A month: 0 1 2 3 4 5 6 7 8 9 >9
  • 11. Asymmetric dominance Attribute 1 R R- P P- Attribute 2
  • 12. 16% 68%0%84% 32%
  • 13. Tom Jerry’ ♥ JerryForm A ♥ ♥ ♥ ♥ ♥ ♥♥ Tom♥ Tom’ Jerry ♥ ♥Form B ♥ ♥ ♥ ♥♥
  • 14. $600$400? ?
  • 15. What matters? Should Should not• Value • Initial decisions• Pleasure • Past behavior• Opportunity cost • Past prices • Memory
  • 16. Self control: The problem &How to get over it
  • 17. Desire Now Next Next Year& week year week
  • 18. Importance Movies Time
  • 19. Approaches for self-control Rewardsubstitution Self-control contracts
  • 20. Delayed gratification & commitment✔ ✔ 1 immediately 1 immediately No temptation button ✔ 10 w/ 10sec delay Ainslie & Herrnstein 1974
  • 21. Clocky
  • 22. One step further ....
  • 23.
  • 24. Final words
  • 25. Behavioral Economics ... StandardWhat a piece of work is a man! how noble in reason! how infinite in faculty! in form and moving howexpress and admirable! in action how like an angel! in apprehension how like a god! Will Shakespeare (Act II,scene 2, of Hamlet)
  • 26. It’s all about ..… Free lunches!
  • 27. General lessons
  • 28. One more lesson: Memento Mori
  • 29. VS.
  • 30. DA N A R I E LY New York Times bestselling author of Predictably Irrational and The Upside of Irrationality THE ( HONEST) TRUTH ABOUT DISHONESTY How We Lie to Everyone—Especially Ourselveswww.danariely.com