Indlela Iinqunto Zakho Ezixhaswa Ngayo Intloko Yokuqala Uyayiva
Xa abantu bezama ukwenza isigqibo , bavame ukusebenzisa i-anchor okanye indawo egxininisiweyo njengengcaciso okanye iqalo lokuqala. Iingcali zengqondo ziye zafumanisa ukuba abantu banomdla wokuthembela kakhulu kwisiqephu sokuqala senkcazelo abayifunayo, esinokuba nefuthe elibi kwisigqibo abaphelile. Kwengqondo, lolu hlobo lwenkcazo yolwazi luyaziwa ngokuba yi-bias orring effect.
"Abantu benza uqikelelo ngokuqala kwinqanaba lokuqala elitshintshileyo ukunika impendulo yokugqibela," kuchaza uAmosi Tversky noDaniel Kahneman kwiphepha le-1974. Ixabiso lokuqala, okanye iqalo lokuqala, linokuphakanyiswa ngokuqulunqwa kwengxaki, okanye kungaba ngumphumo wokubala okuyingxenye. Kuzo naziphi na imeko, ukulungiswa okungekho ngokwaneleyo. zijongene neenqobo zokuqala. "
UTversky noKahneman bafumene ukuba namanani angabonakali angakhokelela abathathi-nxaxheba ukuba benze uqikelelo olungalunganga. Omnye umzekelo, abathathi-nxaxheba bathabatha isondo ukukhetha inombolo phakathi kwe-0 no-100. Amavolontiya abuzwa ukuba ahlalutye le nombolo okanye phezulu ukuze abonise ukuba mangaphi amazwe ase-Afrika ase-UN. ngubani othe wanikela inombolo ephantsi wanikezela ukuqikelela okuphantsi. Kwimeko nganye, abathathi-nxaxheba basebenzisa loo nombolo yokuqala njengendawo yabo yokumisela ukusekela isigqibo sabo.
I-Anchoring Bias Inokuthabatha Njani Unomdla Wokuzihlawula
Ngoko, umzekelo, cinga ukuba uthengisa imoto entsha. Ufunda i-intanethi ukuba intengo ephakathi yesithuthi onomdla kuyo i $ 27,000 zeedola. Xa uthengisa kwiqashiso leemoto zendawo, umthengisi unika inqwelo efanayo kwi-$ 26,500 yeeRandi, owamkela ngokukhawuleza-emva kwayo yonke into, i-$ 500 engaphantsi kwento okulindele ukuba uyihlawule.
Ngaphandle, umthengisi wemoto edolophini unikezela imoto efana ne-$ 24,000 nje, i-$ 2,500 epheleleyo ngaphantsi kwezinto ohlawule ngazo kunye ne-3,000 engaphantsi kwexabiso eliqhelekileyo elifumene kwi-intanethi.
Emva koko, unokuzihlambalaza ngokwenza isigqibo esheshayo kwaye ungathengi ngeenxa zonke. Ngoko kutheni unqumla ngokukhawuleza kweso sipho sokuqala? Ukunyaniseka kokubambisana kusikisela ukuba siyamkela inqaku lokuqala lolwazi esiyifunayo. Ekubeni uphando lwakho lokuqala lubonise ukuba i-27,000 yeerhafu yayingumyinge wexabiso, owokuqala oye wadibana nawo wawubonakala ngathi uninzi. Wayegqithisile ulwazi oluthe gqolo, njengokuba kungenzeka ukuba abanye abathengisi banokuba namaxabiso aphantsi, kwaye benze isigqibo malunga nolwazi olusele lukhona, olusebenza njengengqamaniso engqondweni yakho.
Iyakuchukumisa iingxoxo zakho zoMvuzo
Cinga ukuba uzama ukuxoxisana nokuhlawula umvuzo kunye nomphathi wakho. Unokungabaza ukwenza isipho sokuqala, kodwa uphando lubonisa ukuba ngowokuqala ukubeka amakhadi akho phantsi kwitheyibhile ingaba yindlela efanelekileyo yokuhamba. Nabani na owenza loo mboniso wokuqala unomphetho ukususela ekubeni umphumo wokuthintela uya kwenza ukuba loo nombolo iqale kuzo zonke iingxoxo. Akunjalo kuphela, kuya kuluxhamla ezo ntetho ngokuzithandayo.
Okokuqala kuncedisa ukuseka uluhlu lwezinto zokuvuma ezifanelekileyo, kwaye naziphi na izibonelelo ezizayo ziza kusebenzisa le nombolo yokuqala njengesikhonkwane okanye kwindawo ephambili. Olunye uphando lwafumanisa ukuba ukuqala kwesicelo somvuzo ophezulu kunakhokelela ekunikezeni umvuzo ophezulu.
Iimpembelelo ezininzi kunemali
Umphumo wokubambisa unempembelelo kwiindawo ezininzi zobomi bethu bemihla ngaphaya kwemali kunye nokuthenga izigqibo. Umzekelo:
- Iminyaka emininzi abantwana bakho kufuneka babe nayo ngaphambi kokuba ubavumele ukuba baqeshwe? Ingane yakho ithi iontanga zakhe zithandana ngo-14, kodwa wenyuswa ukuba ukholelwa ukuba eli li-16 lilingani lomncinane. Impembelelo yokuthintela ikhokelela ekukholweni ukuba i-16 yimihla yokuqala yonyana kufuneka ivumeleke ukuba idlule.
- Ukulindele ixesha elingakanani ukuhlala? Ukuba ngaba abazali bakho bobabini bahlala ixesha elide, unokuzimela ngokuzenzekelayo ukuba uya kuhlala ubomi obude. Ngenxa yale ngongoma yokuthintela, unokungahoywa into yokuba abazali bakho baphila ubomi obuphilileyo, obusebenzayo obunokuba negalelo lokuphila ixesha elide ngelixa udla kakubi kwaye kakhulu kakhulu.
- Ingakanani umabonakude abantwana bakho kufuneka babone ngosuku ngalunye? Ukuba ubukele i-TV eninzi njengemntwana, kunokubonakala kubamkelekile ukuba abantwana bakho banamathele kumabonwakude iiyure ngosuku.
- Ziziphi izifo ezijongene nentlungu engapheliyo isiguli? Impembelelo yokuthintela iyakuchukumisa amandla ogqirha ukuba ahlolisise ngokufanelekileyo isigulo ekubeni ukuqala kokuqala kwempawu zesigulane kunokudala i-anchor point echaphazela zonke iimvavanyo ezilandelayo.
Njengoko ubona, umphumo wokubambisa unempembelelo enamandla kwizinto esizikhethayo , kwizigqibo malunga nezinto esizithengayo kwizinto ezikhethiweyo malunga nendlela yokuphila ubomi bethu. Ngoko ngexesha elizayo xa uzama ukwenza isigqibo esibalulekileyo , nikela ingcamango encinane ngempembelelo enokubakho yokuthintela ekukhethweni kwakho. Ngaba unika ingqwalasela ngokwaneleyo kuzo zonke iinkcukacha ezikhoyo kunye nazo zonke iinketho ezikhoyo, okanye ubeka isiseko sakho kwi-anchor point?
> Imithombo:
> Thorsteinson, TJ (2011). Ukuqalisa iingxoxo zemivuzo ngesicelo esiqinileyo: Iimpawu zokuthintela kwiiNkonzo zokuQala kwemivuzo. Umbhalo we-Applied Social Psychology, 41 (7), 1774-1792. INGXELO: 10.1111 / j.1559-1816.2011.00779.x.
> Tversky, A., & Kahneman, D. (1974). Isigwebo ngaphantsi kokungaqiniseki: ii- Science and Biases Science, 185 (4157), 1124-1131. INGXELO: 10.1126 / isayensi.185.4157.1124