They were told that the purpose of the experiment was to test the quality of the audio equipment and were instructed to move their heads repeatedly to check for any distortions of sound. Half the participants were told to nod their head up and down while others were told to shake it side to side. The messages they heard were radio editorials. Those who nodded (a yes gesture) tended to accept the message they heard, but those who shook their head tended to reject it. Again, there was no awareness, just a habitual connection between an attitude of rejection or acceptance and its common physical...
Note: Fake it till you make it.
Anchoring effects explain why, for example, arbitrary rationing is an effective marketing ploy. A few years ago, supermarket shoppers in Sioux City, Iowa, encountered a sales promotion for Campbell’s soup at about 10% off the regular price. On some days, a sign on the shelf said limit of 12 per person. On other days, the sign said no limit per person. Shoppers purchased an average of 7 cans when the limit was in force, twice as many as they bought when the limit was removed. Anchoring is not the sole explanation. Rationing also implies that the goods are flying off the shelves, and shoppers...
Note: Scarcity at play.
are less confident in a choice when they are asked to produce more arguments to support it are less confident that an event was avoidable after listing more ways it could have been avoided are less impressed by a car after listing many of its advantages
Note: Don't give too many reasons or ask for too many.
What do you think the participants in the experiment did? So far as the participants knew, one of them was having a seizure and had asked for help. However, there were several other people who could possibly respond, so perhaps one could stay safely in one’s booth. These were the results: only four of the fifteen participants responded immediately to the appeal for help. Six never got out of their booth, and five others came out only well after the “seizure victim” apparently choked. The experiment shows that individuals feel relieved of responsibility when they know that others have heard...
Note: Diffusion of Responsibility.