Decision Making and Judgment

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How does the framing effect influence our decisions?

The framing effect describes the ways in which words affect our decision making. The words used to describe or label a product or political group can make them more or less appealing to us. We respond better to suggestions or commands when they are worded carefully.

Framing Effect

The influence of wording, or the way in which information is presented, on decision making.

Anchoring Heuristic

The process of making decisions based on certain ideas or standards held by the decision maker.

Balance Sheet

A listing of various reasons for or against making a particular choice.

Most people will change their opinions when presented with convincing arguments.

False

Representativeness Heuristic

Guide used to make decisions based on how common the event appears to be represented in general.

What is a drawback of basing decisions on the availability heuristic?

Responses will vary. A sample response follows. The available information is not always representative of all the facts. Information that is estimated based on the availability heuristic may often be biased as well.

Availability Heuristic

The tendency to make decisions on the basis of information that is available in one's immediate consciousness.

Parents will choose their words carefully in order to get the desired response from children.

True

People tend to pay more attention to examples that confirm their opinions and to ignore those that do not.

True

Self-fulfilling prophecy claims that individuals often create scenarios or events that reflect their core beliefs.

True

Most people use ___ methods to make decisions.

a variety of

Things that a person learned early in life serves as a(n) ___ in thinking.

anchor

Using the ______ heuristic, people make decisions based on certain ideas or standards they believe in.

anchoring

The ______ heuristic helps people make decisions using the basic information available to them in their immediate consciousness.

availability

People tend to be overconfident of their reasoning for all of the following reasons except __________.

carefully evaluate conflicting arguments regarding their reasoning

Words can influence decision-making because of their _______.

framing effect

Weighing the pluses and the minuses includes

gathering appropriate information.

Heuristics are a type of ___ used in decision making.

shortcut

Religion and political beliefs are good examples of

the anchoring heuristic

When wording affects decision making.

the framing effect

When politicians state they are for something or pro, instead of saying they are against something or anti, they are using

the framing effect.

The representativeness heuristic helps people make decisions based on

the population that seems to apply to the problem.


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