Factors influencing decision-making and situational dependence

In the previous article we briefly elaborated on how we make the decision, the following articles are mainly about our decision, we will be affected by those potential factors. This article focuses on how the situation will affect us. Different people (for example, different personality traits) face the same stimulation, the reaction may be completely different.

Let's start by explaining what the situation is and where the context refers to the environment in which it is located.

Different situations can explain the causes of many illusions. This is mainly because when we make decisions, we do not look at one thing in isolation, but look at it in the light of past experience and memory. In the decision-making aspect, situational dependence has the following four kinds of influence on us: * * Contrast effect, initial effect, proximate effect and halo effect.

1. Contrast effect

About this effect can do a simple small experiment, first prepare three big bowls, then poured into the bowl of cold water, warm water, hot water, the first two hands into hot water and cold water, waiting to adapt to the temperature of water, first will invade the hot water in the heat, waiting for 5s, then into the cold water into the hand into the warm water, As a result, it is estimated that the hot water in the hands will feel cold, and the hands from cold water to lukewarm water will feel hot.

The above example is a manifestation of the contrast effect, the face of the same thing, but different reference, it may produce a completely different feeling, the same example:

>1. Happiness is a comparison. intimidated, reasonably well. Dobbiby, it would be easier to be happy.

>2. [Ebbinghaus Illusion] (Https://zh.wikipedia.org/wiki/%E8%89%BE%E8%B3%93%E6%B5%A9%E6%96%AF%E9%8C%AF%E8%A6%BA).

>3. Intermediaries use contrast effects, such as taking you to a house that is overpriced or dilapidated, and then looking at the target listings so you can easily reach a deal.

2. Initial effect and proximate effect

Because these two effects have a strong connection, so we said together.

Initial effect: In order to describe the characteristics of the characteristics of the front of the people will have a greater impact on the formation of the impression.

For the initial effect you can see this small topic:

>tom is a jealous, stubborn, picky, impulsive, but diligent, intelligent person. Generally speaking, how much do you think Tom is an emotional person?

> Options:

> not emotional at all. 1 2 3 4 5 6 7 Extreme Emotional

If you think Tom is a highly emotional person, you have the initial effect because you are more aware of the traits of jealousy, stubbornness, and nit-picking, and the hard-nosed, intelligent influence on you is not very good.

Solomon Ash had experimented with the above topics, and many of them had the initial effect, and he turned the subject upside down, was diligent and intelligent, and a lot of people thought Tom was a low-emotional person.

Next we look at the proximate effect.

Proximate effect: The last confidence will be more affected than the information that comes first. That is when people are more aware of the last information that appears rather than the first message.

See here, perhaps you have a question in mind: the initial effect and the proximate effect of who will be more powerful?

Let's take a look at an experiment, which was done by Norman Miller and Donald Campbell in the study of the problem. The experiment consisted of an editorial of a court trial in which the parties in the case of Xuancheng had been injured by a product-defective distillation device. The case was rearranged in the following manner: the material in favour of the plaintiff appeared in one part, while the material favourable to the defendant appeared in another part. Then let the participants watch the record according to the arrangement of the following table, and then let the participant answer the question which side is right.

Conditions	Sequence of events
1	Favorable statements---> adverse statements---> answers
2	Adverse statements---> favorable statements---> answers
3	Favorable statements---> adverse statements---> Delay---> Answers
4	Adverse statements---> favorable statements---> Delay---> Answers
5	Favourable statements---> delays---> Adverse statements---> answers
6	Adverse statements---> delays---> favourable statements---> answers
7	Favourable statement---> Delay---> Adverse statement---> Delay---> Answer
8	Adverse statement---> Delay---> Favorable statement---> Delay---> Answer

Experimental results: If after listening to the continuous information, after a period of time to answer, 3 and 4 will have the initial effect.
If there is a delay between the information, then immediately answer, 5 and 6 will appear proximate effect. 1,2,7,8 There is no obvious difference.

The main reason for this result is caused by the difference in memory.

According to the above example, what would you do if you chose to answer first or later in a debate contest?

In the face of this problem we can take advantage of the proximate effect and the initial effect, if the other party immediately reply, and the debate after the end of a delay, the first speech will have an advantage. If the two sides speak at a certain time interval and react immediately after the end, then the final statement should be chosen as a comparative advantage.

3. Halo Effect

Halo effect refers to people's cognitive judgment of others first based on the overall impression, and then from this judgment to deduce the cognitive object of other quality phenomena.

With regard to the halo effect, American psychologist Kelly has experimented with students at MIT's two classes. The experimental contents are as follows:

Before class, the experimenter announced to the students that a graduate student would be temporarily asked to substitute. Then tell the students about the graduate student's situation. Among them, to a class of students with enthusiasm, diligence, pragmatic, decisive quality, to another class of students to introduce the information in addition to the "enthusiasm" replaced with "indifference", the rest of the same. And the students don't know.

After class, the difference between the two presentations came out: in the previous class, after class, students and postgraduate hit it off, close conversation, while the other class of students to him at a distance, cold talk avoidance.

Thus, the only word in the introduction of the difference, should affect the overall impression. The students wore a colored mirror to observe the substitute, and the graduate student was wearing a different color halo.

So, when we look at people, do not beat him, because in the early days we may receive some of the impact of errors, should be careful to observe more time (^_^).

The above is about the situation on our decision-making some of the impact, the level is limited, please make a lot of corrections.

Resources:
"Decision and judgment", Prowse.

Wikipedia, [halo effect] (https://zh.wikipedia.org/wiki/%E6%99%95%E8%BD%AE%E6%95%88%E5%BA%94).

Factors influencing decision-making and situational dependence