Chapter 1 Levers of Influence Flashcards
(50 cards)
What does the quote by Alfred North Whitehead suggest about civilization?
Civilization advances by extending the number of operations we can perform without thinking about them.
What is the main finding of the study involving volunteers and an energy drink?
Volunteers charged a higher price for the drink solved fewer problems than those charged a lower price.
What was the surprising outcome of the turquoise jewelry sale in the story?
The jewelry sold better when mistakenly priced at double the original price.
What concept from ethology is illustrated by the behavior of mother turkeys?
Mother turkeys rely on the ‘cheep-cheep’ sound of chicks to trigger maternal behavior.
What are fixed-action patterns in animal behavior?
Regular, mechanically patterned sequences of behavior triggered by specific stimuli.
What is a trigger feature in the context of animal behavior?
A specific characteristic that activates a fixed-action pattern in an animal.
True or False: The mother turkey will care for any chick regardless of the sound it makes.
False.
What did Ellen Langer’s experiment reveal about human behavior?
The word ‘because’ can trigger an automatic compliance response, even without a real reason.
Fill in the blank: In Langer’s experiment, compliance increased when she included the word _______.
because.
What stereotype did the tourists use when purchasing turquoise jewelry?
Expensive = good.
What lesson did the antique jewelry store owner learn regarding pricing?
The expensive = good stereotype influences purchasing decisions.
What does the phrase ‘you get what you pay for’ imply in consumer behavior?
Higher prices are often associated with higher quality.
What was the outcome when people believed they received a more expensive pain reliever?
They rated it as more effective, even though all received the same medication.
Why do people use simplifying shortcuts like stereotypes in decision-making?
To efficiently navigate a complex and rapidly moving environment.
What can happen when trigger features lead to automatic responses?
Behavior might not be appropriate for the situation.
What is a key characteristic of fixed-action patterns?
They occur in virtually the same fashion and order every time.
What is the relationship between price and perceived quality in consumer behavior?
Higher prices often lead consumers to perceive an item as higher quality.
True or False: The behavior of the mother turkey is complex and involves multiple stimuli.
False.
What role does automaticity play in human behavior according to the text?
It simplifies decision-making by allowing quick responses to familiar stimuli.
What are judgmental heuristics?
Mental shortcuts that simplify decision-making
They allow for simplified thinking that works well most of the time but can lead to mistakes.
What is the ‘If an expert said so, it must be true’ rule?
A heuristic where people tend to trust statements from authorities without questioning them
This rule illustrates automatic responding based on the status of the speaker rather than the quality of their arguments.
What is automatic or click, run responding?
Responding based on a single piece of information without thorough analysis
This contrasts with controlled responding, which involves careful consideration of all information.
What factors influence whether people respond in a controlled fashion?
Desire and ability to analyze information
Without personal stakes or cognitive resources, people tend to rely on heuristics.
What is Captainitis?
A phenomenon where crew members fail to correct a captain’s mistakes due to their authority
This has led to serious accidents in the aviation industry.
