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

Dan Ariely 29 november

  1. 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. 2. EXTERNAL REALITY VS.SUBJECTIVE REALITY
  3. 3. D. Purves
  4. 4. ILLUSIONS AS A METAPHOR
  5. 5. A FEW EXAMPLES OF“DECISION ILLUSIONS”
  6. 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. 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. 8. The Jam study 6 jams 24 jams Approach 40% 60% Try 1,4 1,5 Buy 30% 3%Iyengar & Lepper (2000)
  9. 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. 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. 11. Asymmetric dominance Attribute 1 R R- P P- Attribute 2
  12. 12. 16% 68%0%84% 32%
  13. 13. Tom Jerry’ ♥ JerryForm A ♥ ♥ ♥ ♥ ♥ ♥♥ Tom♥ Tom’ Jerry ♥ ♥Form B ♥ ♥ ♥ ♥♥
  14. 14. $600$400? ?
  15. 15. What matters? Should Should not• Value • Initial decisions• Pleasure • Past behavior• Opportunity cost • Past prices • Memory
  16. 16. Self control: The problem &How to get over it
  17. 17. Desire Now Next Next Year& week year week
  18. 18. Importance Movies Time
  19. 19. Approaches for self-control Rewardsubstitution Self-control contracts
  20. 20. Delayed gratification & commitment✔ ✔ 1 immediately 1 immediately No temptation button ✔ 10 w/ 10sec delay Ainslie & Herrnstein 1974
  21. 21. Clocky
  22. 22. One step further ....
  23. 23.
  24. 24. Final words
  25. 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. 26. It’s all about ..… Free lunches!
  27. 27. General lessons
  28. 28. One more lesson: Memento Mori
  29. 29. VS.
  30. 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

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