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Family Studies 238 > Decision-making > Flashcards

Decision-making Flashcards

1
Q

3 ways families make decisions

A
  • Accommodation: when you go along with something you’re not super excited about because you know the other person is really excited about
  • Consensus: everyone agrees – socially desirable
  • De facto – lack of dissent, nobody really cares about outcome so one person makes a suggestion and you go with it
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2
Q

what determines a couple’s decision-making influence?

A
  • Emotional interdependence – ability to control each other and influence consensus
  • Commitment to the relationship (husbands respond to wives suggestions)
  • How close to each other the couple are
  • Degree of cooperativeness and communication between them
  • Level of education
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3
Q

decision-making: complex vs. simple, automatic vs. syncratic

A
  • Complex or simple
  • Syncratic: husband, wife share equally
  • Automatic: spouses make equal number of decisions independently
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4
Q

types of power considered most relevant for influencing decisions

A
  • Expertise
  • Legitimate
  • Referent or attraction: might want to identify with that person -> ie. Pleasing someone
  • Reward
  • Coercive – when you’re pressured into doing things the child wants
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5
Q

how can children influence us?

A
  • Active social power (ie. Direct ask, persistence)
  • Passive social power: parents already know what you want
  • Decision history: which power have you reinforced in the past?
  • Preference intensity: what’s important to them? They’ll use multiple strategies if needed
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6
Q

direct ask

A
  • very common and most effective strategy for kids to get what they want (unless it’s overused)
  • Ex. Me asking for one thing I really wanted when I was little
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7
Q

social power used by 8-11 year-olds when buying toys

A
  • Expert: kids showed knowledge about toys; used expertise about it to make parent listen
  • Referent: select product that parents approved
  • Reward: show affection, ask nicely, just ask, bargain
  • Coercive: anger, beg, con
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8
Q

other findings from the 8-11 year-old toy study

A
  • Mothers felt child had legitimate and expert powers – why? Not their money
  • Didn’t attribute passive referent, reward, or coercive power to their child
  • Decision history of successes built confidence for future successful influence
  • Strong preference: viewed self as more influential
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9
Q

resource theory

A
  • Financial
  • Knowledge
  • Ability
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10
Q

relative investment theory

A
  • Product importance

- Use of product

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11
Q

teen influence

A
  • Teens have influence
  • Teens overstate influence
  • Mother and father agree on teen’s influence
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12
Q

influence strategies used most often by teens

A
  1. Bargaining
    - Money deals
    - Other deals
    - Reasoning
  2. Persuasion
    - Opinionates
    - Begging
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13
Q

adolescents’ most effective strategies (according to them, moms, and dads)

A
  • Adolescent’s view: Money deals, reasoning, direct ask
  • Mother’s view: Reasoning, other deals, reasonable request
  • Father’s view: Reasoning, other deals, direct ask
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14
Q

adolescents’ least effective strategies (according to them, moms, and dads)

A
  • Adolescents: Begging, “everyone else”, anger
  • Mother’s view: Whining, “everyone else”, anger
  • Father’s view: Begging, anger, whining, demands
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15
Q

Chinese vs. Causasian Canadian teens’ influence on purchases

A
  • No difference for more expensive durable products

- Chinese Canadians teens had greater influence than parents on convenience products

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16
Q

Male same-sex couples’ purchase decisions

A
  • Highly egalitarian, joint decisions

- Greater resources (income and occupational status) increase influence

17
Q

Male same-sex couples’ conflict resolution styles

A
  • Compromise: decreases influence, increases joint decisions
  • Aggression: increases influence, no effect on joint decisions
  • Avoidance: decreases influence, no effect on joint decisions
  • Main style is compromise
18
Q

how do people make decisions?

A
  • Decision process
  • Intuition
  • Heuristics (decision rules)
19
Q

decision process - “DECIDE”

A 
D – define the decision 
E – estimate resources 
C – consider alternatives 
I – imagine consequences/alternative courses of action 
D – develop action plan/implement 
E – evaluate decision
20
Q

DEFINE the decision (step 1)

A
  • Purpose of needed behaviour
  • Relevant background information
  • Obtain needed information
  • How information used
21
Q

ESTIMATE resources (step 2)

A
  • Limited by:
  • Number of alternatives
  • Resources possessed
  • Resources anticipated
22
Q

CONSIDER alternatives (step 3)

A
  • Have limitations on resources
  • Usually cannot consider all alternatives
  • Narrow to 1 or 2 alternatives
23
Q

IMAGINE consequences/alternative courses of action (step 4)

A
  • Think of most likely alternative

- Prepurchase expectation: consumer belief about anticipated performance of a good or service

24
Q

what helps you choose alternatives

A
  • Experience
  • Experimentation
  • Search for information
25
Q

DEVELOP plan/implement (step 5)

A
  • Put decision into action
  • Monitor progress
  • Evaluate progress and make adjustments
26
Q

EVALUATE decision (step 6)

A
  • Judge success of decision

- Reduce doubt or anxiety -> Post-purchase dissonance in consumer decision-making

27
Q

when intuition might be okay…

A
  • High level of uncertainty
  • Little precedent for decision
  • Limited info
  • Limited time for decision
  • Several plausible alternatives
28
Q

quality of a decision

A

means that the decision meets some standard, objective, or goal

29
Q

self-doubt

A

can cloud the ability to make decisions or to accept decisions once made

30
Q

self-ambivalence

A

refers to uncertainty or indecisiveness as to what course to follow (e.g. what to purchase) because of a conflicted attitude toward the self (e.g. people may report to be torn between different parts of their personality and thus interferes with decision making.)

31
Q

chain model

A

each decision builds on the previous one, forming a sequences of decisions, such the steps involved in preparing a meal, the chain model is appropriate for smaller, systematic decisions

32
Q

central satellite model

A
  • appropriate for larger, more complicated situations

- big decision in middle, smaller decisions that follow extend out of it

33
Q

reference group

A
  • people who affect decision-making
  • primary reference group: people you interact with often and value the opinion of
  • secondary reference group: people you don’t interact with often and don’t value the opinions of
34
Q

self-esteem and decisiveness

A

low self-esteem = low decisiveness

35
Q

avoidance and decidophobia

A
  • avoidance: passing decision making buck is one way individuals avoid decisions
  • Decidophobia: the fear of making decisions (specifically the fear of failure) -> Learned behavior, a type of helplessness, and it is a form of perfectionism

Family Studies 238 (15 decks)

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