When people try to make a decision, they often use a reference point as a starting or starting point. Scientists have discovered that people tend to rely too much on the first information they receive or learn about. Which can have a serious impact on the decision they end up making. In psychology, this type of cognitive bias is known as anchoring bias or anchor effect. The term “Anchor effect” was first used in the 1950s in studies by. Yale and Oklahoma university professors Muzaffar Sherif and daniel Taub, carl I. Hovland. “People estimate from an initial value, which is adjusted to obtain the final answer,” explained Tversky and Kahneman in their article.

That Is Different Starting Points Produce Different Estimates

Tversky and Kahneman found that even arbitrary numbers could lead participants to make incorrect estimates. In one example, participants spun a wheel to select a number between 0 and 100. Volunteers were then asked Germany Business Fax List adjust that number up or down to indicate. How many African countries were in the un? Those who spun a high number gave higher estimates. While those who spun a low number gave lower estimates. In each case, the participants used that starting number as an anchor point to base their decision on. This technique has its origins since ancient times, and there is evidence of it. It’s used in some restaurants in Europe, even before the renaissance.

They Placed the Products They Wanted to Sell in the Middle

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Afterward, you may be annoyed that you made such a quick decision and didn’t seek a better deal, even directly from the manufacturer. So why was he so quick to take that first offer? Anchoring bias suggests that we favor the first bit of information we learn. Since his initial research indicated that $27,000 was the average price, the first offer he found seemed like a good deal. He ignored additional information, such as the possibility that other dealers might have lower prices, and made a decision on information he already had, which served as an anchor point in his mind.

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