Session 3

Question 1

Door in the face technique

Answer 1

Version 1
Will you volunteer to chaperone
juvenile detention center inmates on
day trip to zoo?

Version 2
Will you volunteer to serve as unpaid
juvenile detention center counselor for
two hours a week for the next two years?

If you can’t do that… Will you volunteer
to chaperone juvenile detention center
inmates on day trip to zoo?

may say yes to the second question of the version 2 while nobody says yes to the question of version 1

Question 2

Harnessing the scienc of persuasion 6 points

Answer 2

RCSSLA
Reciprocity
Consistency
Scarcity
Social proof
Liking
Authority

Question 3

Ash classic experiment

Answer 3

Line
one person is test person rest are actors
Everyone says wrong awnser
Test subject joins majority show the social pressure

Question 4

Tax payer study

Answer 4

When introducing nomrs in the tax letter there is a positive effect in all the norm scenarios

Question 5

Diminishing Marginal Utility

Answer 5

Diminishing marginal utility means that as you consume more of something, the extra satisfaction you get from each additional unit decreases.

Question 6

Expected Utility

Answer 6

is a decision-making concept that helps weigh the satisfaction and risk of uncertain outcomes. It calculates the overall value by multiplying the satisfaction (utility) associated with each possible outcome by their probabilities and summing them up to make rational choices.

Question 7

prospect theory

Answer 7

Diminishing sensitivity to gains
Diminishing sensitivity to losses
Loses loom larger than gains

Question 8

Homo Economicus

Answer 8

Expected Utility Theory: Monetary
wealth has diminishing marginal utility.
Decision-makers should be risk
averse

Question 9

Homo Sapiens

Answer 9

Prospect Theory: Diminishing
sensitivity to gains and losses relative
to a reference point. Loss aversion.
Decision-makers can be risk averse or
risk seeking