Ch. 8.8-9 - Availability Heuristics, The Influence of Framing

Framing in the Real World

-            Political Polls

-            Sales and negotiating tactics

-            Anchoring effect

Availability Heuristic

-            Estimating the frequency of an event based on how easily examples of it come to mind

-            Frequency information substituted with ease of examples coming to mind

-            Constant media exposure to certain events can provide an example that is ‘top of mind’

Participants asked to provide either 6 or 12 examples from their life when they acted in an assertive manner… what are the results of the study

it’s easier to come up w 6 exs of being assertive than of 12, so the ppl who only had to come up w 6 exs of being assertive rated themselves higher on being assertive

Emotion-Based Decisions

-            Emotional memories are particularly influential for our availability heuristic