Lecture 3 Intuition, Reflection & Self-control Flashcards
Herbert Simon
came up with concept of bounded rationality and satisficing
dual process model
combines decision making and cognitive psychology and consists of 2 systems.
system 1
automatic, fast and builds on what is experienced. impulse; what is needed now, not in the long term.
system 2
slow and controlled. limited by working memory. reflective; not just reacting but thinking, analytic; uses the information in front of you, uses probability and is inhibitory.
two ways of interaction in the dual process theory
- default-interventionist models
- parallel-competitive models
both models assume only one of the two systems is used
default-interventionist models
start out with an intuitive response tendency (1) that can be surpressed or over-ridden by a later response (2)
system 2 checks system 1 before exhibiting behavior.
parallel-competitive models
system 1 and 2 operate in a parallel tug of war. doesn’t require system 1 to be first
applications of the dual-process theories
- attitude and persuasion: ELM
- Judgement and decision making: intuitive-reflective & experiential analytic
- consumer behavior: reflective-impulsive & Hot-cool
ELM (elaboration likelihood model)
central and peripheral routes to persuasion
Petty & Cacioppo
judgement and decision making
intuition is biases, initial answer to question is given by system 1 and system 2 can override it and you may get a different answer
training matters. using system 2 a lot can make it intuitive
building habits that are based on initial effortful thinking can become intuitive
consumer behavior
how much impulse purchases you make compared to thinking about it. system 1 leads to impulsive, immediate gratification, whereas system 2 leads to long-term focused delay of gratifications.
reflective-impulsive model (Strack et al., 2006)
we have impulses and reflection.
both impulses and reflection operate parallel, but we are more likely to use reflection if the decision is important and/or we will be held accountable.
impulses
- activated by cues in our environment
- affective component
- behavioral component
- immediate, local
- sometimes unconscious
reflection
- integrate multiple sources of information
- reason = consider long-term goals, price etc.
where do impulses come from
- some things are inherently satisfying
- evaluative conditioning: associating products with something positive
factors that influence what system is used
- time pressure
- cognitive load
- stakes
- habits
- expertise
expertise: you want flight staff to intuitively know what to do in an emergency, not have to think about it
FIRE-framework
When it makes sense to rely on intuition
- Fast; urgent, life threatening
- irrelevant; low stakes
- repetitive; habitual
- evolutionairy; intuition fits with how we evolved
ecological rationality
there is not one universal way to be rational, depends on the context.
- recognition heuristics
- self control
proposed by gerd Gigerenzer and colleagues
recognition heuristics
if you recognize only one thing you might answer the question correctly
-> novices were better at predicting tennis matches than experts, because they only recognized a few players.
-> this does not always work (europe vs north-america example)
self-control
the capacity to override or inhibit undesired behavioral tendencies and to refrain from acting on them. we use this to achieve long-term goals.
Tagney et al., 2004
old view on self-control
resource model
resource model
said that exerting seld-control depletes some internal resource, which makes us unable to exert it after doing so a lot.
acts as a muscle that becomes stronger with us.
but this is not supported
self-control as glucose
Hagger et al., 2016 & Vohs et al., 2021
new view on self-control
motivational account
motivational account
states that we constantly balance want-to with have-to.
We don’t run out of self-control, but after doing it for long we don’t want to anymore.
self-control is sometimes difficult to exert, but doesn’t run out
