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Ментальные ловушки
Аннаков Байрам, Empatika

http://lectometer.info/112233
Saturday, October 19, 13
Saturday, October 19, 13
Аукцион
Saturday, October 19, 13
чтобы вести людей за
собой...

иди за ними
Лао Цзы

Saturday, October 19, 13
Лазарсфельд “American Soldier”

• У солдат с более высоким образованием больше проблем с адаптацией

• Южане легче, чем северяне, переносили
жару

• Белые рядовые сильнее, чем чернокожие,
стремились к продвижению по службе

• Чернокожие южане предпочитали белых
офицеров с Юга офицерам с Севера

Saturday, October 19, 13
События более предсказуемы

постфактум

Saturday, October 19, 13
Лазарсфельд “American Soldier”

•

У солдат с более высоким образованием
менее образованных - больше проблем с
адаптацией

•

Южане легче не лучше, чем северяне,
переносили жару

•

Белые рядовые сильнее, чем чернокожие,
стремились к продвижению по службе

•

Чернокожие южане предпочитали белых
офицеров с Юга офицерам с Севера

Saturday, October 19, 13
Когда мы
иррациональны?
http://lectometer.info/112233
Saturday, October 19, 13
Какой из серых кругов
больше?

Saturday, October 19, 13
Какой из серых кругов
больше?

Saturday, October 19, 13
Какой из серых кругов
больше?

Saturday, October 19, 13
“2 волоса на голове это мало,
а в супе - много”
Saturday, October 19, 13
Что выберете?
Париж = $2000

Рим = $2000

Saturday, October 19, 13
Что выберете?
Париж = $2000

Рим = $2000

Рим (без завтраков) = $1999

Saturday, October 19, 13
1. Относительность

Saturday, October 19, 13
Атрибут 1

A
-A

B
Атрибут 1I

Saturday, October 19, 13
Saturday, October 19, 13
2. Эффект IKEA

http://lectometer.info/112233
Saturday, October 19, 13
Барьеры входа/выхода

Saturday, October 19, 13
Saturday, October 19, 13
3. Форма подачи
информации

Saturday, October 19, 13
Saturday, October 19, 13
http://lectometer.info/112233
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
4. Автоматизм и
инертность

Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
5. Избирательное
восприятие

Saturday, October 19, 13
Однажды в Сингапуре...
Saturday, October 19, 13
6. Социальное
доказательство

Saturday, October 19, 13
Saturday, October 19, 13
Последние 3 цифры
вашего номера телефона?

Saturday, October 19, 13
Сколько докторов в
Чили?

Saturday, October 19, 13
Якорение
Saturday, October 19, 13
$80 сейчас или
$100 через 2 недели?

Saturday, October 19, 13
7. Гиперболическое
дисконтирование
Классическое дисконтирование
Гиперболическое дисконтирование

Saturday, October 19, 13
7. Гиперболическое
дисконтирование
Классическое дисконтирование
Гиперболическое дисконтирование
100.00
75.00
50.00
25.00
0

Saturday, October 19, 13

0

2 нед

4 нед

6 нед

8 нед

10 нед

12 нед
7. Гиперболическое
дисконтирование
Классическое дисконтирование
Гиперболическое дисконтирование
100.00
75.00
50.00
25.00
0

Saturday, October 19, 13

0

2 нед

4 нед

6 нед

8 нед

10 нед

12 нед
7. Гиперболическое
дисконтирование
Классическое дисконтирование
Гиперболическое дисконтирование
100.00
75.00
50.00
25.00
0

Saturday, October 19, 13

0

2 нед

4 нед

6 нед

8 нед

10 нед

12 нед
Homo

Saturday, October 19, 13
Homo

Habilis

Saturday, October 19, 13
Homo

Habilis
Erectus
Saturday, October 19, 13
Homo

Habilis

Neanderth
Erectus

Saturday, October 19, 13
Homo

Habilis

Neanderth
Erectus

Saturday, October 19, 13

Sapiens
Saturday, October 19, 13
Homo Economicus

Saturday, October 19, 13
http://lectometer.info/112233
Saturday, October 19, 13
Homo Irracionalius?

http://lectometer.info/112233
Saturday, October 19, 13
Куда копать
•

Шермерорн, Хант,
Осборн
“Организационное
поведение”

•
•

Thaler, Sunstein “Nudge”

•

Dan Ariely “Predictably
Irrational”

Saturday, October 19, 13

Чалдини “Психология
влияния”
www.empatika.com

http://lectometer.info/112233
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13
Saturday, October 19, 13

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