Lesson 1 Flashcards
We don’t trick our users into doing what we want them to do, instead we…
We show options in a manner that helps them make decisions in a natural way that will benefit them first, and then by the effect of their actions, us.
What are the three biases for making correct/rational decisions?
- Feeling overconfident
- Ignoring/rationalizing disconfirming facts
- Confirmation Bias
Many of our decisions are made on…
Auto Pilot
Is decision making a rational or sub-rational process?
Sub-rational Process
Which part of the brain is the emotional centre of decision making?
The Mid Brain(Limbic System)
Which part of the brain deals in primal decision making?
The Old Brain
Which part of the brain deals with our identities and our conscious thoughts?
The New Brain
What is the most important factor in online selling?
To have an ethical approach as a foundation. It guarantees long-term sustainability for a business.
What dictates our actions?
Emotions
The old brain deals with which major impulse(s)?
Fight, flight or freeze
Which other impulse does the old brain deal with?
Sexual impulse
The midbrain consists of the limbic system, which includes 4 parts. What are the 4 parts of the limbic system?
- Amygdala
- Thalamus
- Hypothalamus
- Hipocampus
The ANT THAWED the frozen HIPPO to eat its HIP.
The old brain deals with ____ ____. The mid brain deals with _____. And the new brain deals with _____ _____.
Old brain: Primal Urges
Mid brain: Emotions
New brain: Conscious Decisions
Which part of the limbic system processes information quickly to make a decision on to the rational mind?
Amygdala
Which part of the limbic system is purely concerned with emotions?
Thalamus. It’s here that our deepest emotions are processed: joy, grief, passion, etc.
What is a Value Judgement?
An assessment of something as good or bad in terms of one’s standards or priorities.
Which part of the brain deals with reward?
Midbrain
Which part of the brain skips all the careful and time-consuming rational thought and makes us react emotionally?
Midbrain
Which part of the midbrain is responsible for value judgements?
The Amygdala
Which neuro-chemical is released when a website conveys the message “Safe to buy” to the midbrain?
Dopamine
Which part of the brain deals with rational decision making?
New brain
T or F: Much of our raitional approach to decision making arises after the decision rather than before it.
True
Which of the following is the most accurate description of what happens most often in the new brain?
a. It provides a framework for rational decision making.
b. It provides a framework for emotional decision making.
c. It provides a rational justification for an emotional or instinctual decision.
c. It provides a rational justification for an emotional or instinctual decision.
Which of the following is true of sales and the new brain?
a. The new brain is irrelevant to sales processes.
b. The new brain makes all sales decisions.
c. The new brain should be made to feel involved in the decision even if it is not.
c. The new brain should be made to feel involved in the decision even if it is not.
Which part of the brain do you want to create a powerful emotional response in when someone visits your website?
a. The Thalamus
b. The Amygdala
c. The Hypothalamus
b. The Amygdala
Which part of the brain isn’t involved when an MRI scans the happiness you feel during a meeting with a friend?
a. Old brain
b. Midbrain
c. New brain
c. New brain
______ are the refiring of the same neurons that fired when you first had a particular thought or experience.
Memories
What did Darwin say emotions gave us?
The ability to survive and reproduce
What is empathy the result of?
Emotional Common Ground
How many pieces of data do we process without conscious thought each day?
Over 70 billion
How long would it take to process a day’s worth of data at a rate of 1 bit/second?
1 lifetime
