SwayTheIrresistablePull of IrrationalBehaviour OriBrafmanand Rom Brafman
Sway Pouringasbestostotheheart O-Ring seal of Challenger “Wedon’tknowtheconsequences.” A womancomestoemergencyroombypanic. Her son has a stomachache.
SWAY Inthisbookwe'llexploreseveral of thepsychologicalforcesthatderailrationalthinking. Whereverwelooked--acrossdifferentsectors, countries, andcultures--wesawdifferentpeoplebeingswayed in verysimilarways.
KLM Flight 4805 CaptainJacob Van Zanten A bombexplosion at LasPalmasairport KLM 4805 at Tenerifeairport
ThePower of LossAversion Jordan Walters of SmithBarney A clientwantsto buy a biotechcomponyshares. You buy it from 47 dollar Itfallsto 42 dollar If it goesbackto 47 dollar, I willsell. Itgoesdownto 37 dollar. Thecommitmentandaversiontoloss…
TheSwamp of Commitment 20 USD Bill Game Everybody is freetobid; thereareonlytworules. Thefirst is thatbidsareto be made in $1 increments. Thesecondrule is a littletrickier. Thewinner of theauction, of course, winsthebill.
LyndonJohson / Vietnam Story The North Vietnamesecommunistsseemedlikeweakopponents. Theylacked a powerfularmy, sophisticatedtechnology, money, andbroadinternationalsupport.
SoBe Thefirstgroup, a controlgroup, tookthe test withoutdrinkinganySoBe. Thesecondgroupwastoldabouttheintelligence-enhancingproperties of SoBe.Thesestudentsalsowererequiredtosign an authorization form allowingtheresearcherstocharge $2.89 totheiruniversityaccountfortheSoBe. Finally, a thirdgroup of studentswasgiventhesamespielaboutSoBe but wastoldthattheuniversity had gotten a discountandthattheywouldonly be chargedeighty-nine centsforthedrink.
A Research is madeusingSoBe Adrenaline Rush, a beveragethatclaimstoincreasementalacuity.
Ohio StateUniversitySeasonTheaterTickets " One-third of themreceived a regular, full-priced, $15 ticket; one-thirdreceived a $2 discount on theirtickets; the rest receivedtheirtickets at a discount of $7.
JoshuaBellhttp://www.youtube.com/watch?v=myq8upzJDJc We can onlydecidebythelabels. Wecannotperceivethereality.
TheDiagnosisBias: TheDraftSelectionOrder StawandHoangdeveloped a cleverempiricalmethodforjudgingwhothebestplayersare. scoring (pointsperminute, field-goalpercentage, andfree-throwpercentage); toughness (reboundsperminuteandblocksperminute); and quickness (assistsperminuteandstealsperminute). YoungMichale Jordan
The New Lecturer Mr.----is a graduatestudent in theDepartment of EconomicsandSocialSciencehere at MIT. He has had threesemesters of teachingexperience in psychology at anothercollege. This is his firstsemesterteachingEc 70. He is 26 yearsold, a veteran, andmarried. Peoplewhoknowhimconsiderhimto be a rathercoldperson, industrious, critical, practical, anddetermined. Mr.----is a graduatestudent in theDepartment of EconomicsandSocialSciencehere at MIT. He has had threesemesters of teachingexperience in psychology at anothercollege. This is his firstsemesterteachingEc 70. He is 26 yearsold, a veteran, andmarried. Peoplewhoknowhimconsiderhimto be a verywarmperson, industrious, critical, practical, anddetermined.
At theend of class… "self-centered, formal, unsociable, unpopular, irritable, humorless, andruthless." "goodnatured, considerate of others, informal, sociable, popular, humorous, andhumane."
TheChameleonEffect In 1994 onlytwenty-five of everyhundredthousandAmericankidsundertheage of nineteenwerediagnosed as bipolar. But by 2003 thenumber of cases had shotupby a staggeringfortytimes.
TheCapilanoSuspensionBridgeExperiment Theyoungfemaleassistantwould ask eachmantofillout a shortsurvey. When he wasfinished, shewouldoffertotellhimaboutthestudywhenshe had a little bit more time. Withthat, she'dtearoff a corner of thesurvey, jotdown her name andnumber, andhandoverthescrap of paper.
Fairness vs. ProcedufalJusticeWhowantsto be a millionaire? "OK, audience, pleaseuseyouranswerpads," instructedthehost. "PleaseanswerthisquestionforHenri...Whatrevolvesaroundtheearth? Ifyouknow, pleaseanswer, andifyoudon'tknow, pleaseabstain. (A) Themoon, (B) The sun, (C) Mars, (D) Venus. Youmustvotenow. Thankyou!“ Only 42 percent of theaudiencevotedfortherightanswer, themoon. A full 56 percentvotedforthe sun revolvingaroundtheearth.
RadioactiveWasteStory In 1993 theSwissgovernmentidentifiedtwosmalltowns as potentialnuclearwastedepositories, but theydidn'tknowhowthetownspeoplewouldreact. Wouldthey be outraged? Or, understandingtheimportance of thenation'snuclearenergy program, wouldthey "takeonefortheteam"? 50.8 percent of respondentsagreedto put themselves at risk forthecommongood.
GMAT Experiment Mock GMAT Test TheFirstGroup “The test is forresearch” TheSecondGroup Foreachrightanswertheywillget 2,5 Averagescore 39 / 34,9