Lecture 5 Flashcards
carry-over effects (in terms of behavior)?
Many behaviors skip conscious intentions – e.g. our judgments
and decisions are affected by incidental emotions and mindless habits, called carry-over effects.
System 1 v 2 in qualitative equations?
Affect = Valence x Intensity
Expectancy = Utility x Probability
Psychic Defense Mechanisms to fear appeals?
Denial (won’t happen to me)
Defensive avoidance (Too scary. Not going to think about it)
Reactance (Scare tactics. I’m going to ignore them)
Fear appeals work better if bundled with?
Efficacy Appeals
Appraisal Tendency Tehory
The influence of emotions on judgment & choice depend
not just on the valence of the emotion (negative vs.
positive), but also:
1) Specific emotion matters
(Different emotions are associated with differential apprasisal/action tendencies)
Sadness trap?
inducing sadness makes people more PRESENT-BIASED
The Good-Bad rule?
In deciding whether something is good or bad, people make comparative,
not absolute, judgments
Proportion dominance?
basing a decision on relative quantities (proportions, percentages), as opposed to absolute quantities.
More people would save “98% of 150” than just “150”
Emotional Reactions vs Cognitive assessments re: risk and benefit correlation?
Negative correlation v Positive correlation
Implication of system 1 regarding emotions?
If you can convince a consumer to have a positive feeling about the
product , you can trick System 1 into believing that the risk is low
Hot-to-cold empathy gap?
People in the grip of a hot state do things they might later regret when they have cooled down
(road rage, shopping while hungry)
Arousal state affects answers to what type of questions?
behavior based questions (knowledge based questions remain constant)
Cold-to-hot empathy gap?
People who are in a cool state fail to
accurately forecast what happens when things get hot
