We are easily influenced by framing from "summary" of Predictably Irrational, Revised by Dan Ariely
When it comes to making decisions, we may think that we are rational beings who carefully weigh all the pros and cons before coming to a conclusion. However, the reality is far from this ideal. We are often influenced by the way information is presented to us, a concept known as framing. Framing refers to the way in which information is presented or framed in order to influence our decisions. The way a decision is framed can have a significant impact on the choices we make. For example, when a choice is presented in a positive light, we are more likely to view it favorably and make a decision that aligns with that positive framing. In one study, participants were given the option of receiving a discount for paying with cash or incurring a surcharge for paying with a credit card. The majority of participants chose the cash discount option. However, when the same choice was framed in terms of receiving a discount for paying with cash or incurring a surcharge for paying with credit card, the results were reversed, with most participants choosing the credit card surcharge option. This example illustrates how our decisions can be easily swayed by the way information is presented to us. We are more likely to make a decision that aligns with the framing of the choice, even if the options are essentially the same. This tendency to be influenced by framing can lead us to make decisions that are not in our best interest. By being aware of the power of framing, we can start to make more informed decisions. We can take a step back and critically evaluate the information presented to us, rather than simply accepting it at face value. This can help us make decisions that are truly in our best interest, rather than being swayed by the way choices are framed.
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