Deck 6: Motivational and Emotional Influences on Decision Making

Question 1

According to the Multiple-Selves theory,what is the subject of disagreement between the two "selves"?

Answer 1

one of the "selves" is in favor of a decision that provides immediate gratification,while the other one favors an alternative that would provide greater future rewards.

Question 2

__________ is a negative emotion that shares many features with happiness,such as increased confidence and decreased sensitivity to risk.

Answer 2

anger.

Question 3

According to the "multiple-selves" theory,if an online DVD rental service could offer same-day deliveries,so that people who order a movie receive it the same day,what change is likely to happen to the rental profile?

A)More documentaries and art films will be rented and less comedies and action movies.
B)More comedies and action movies will be rented and less documentaries and art films.
C)More documentaries and art films will be rented,but less will actually be watched.
D)More comedies and action movies will be rented,but less will actually be watched.

Answer 3

B

Question 4

Which emotion may decrease the endowment effect,causing an owner of a good to lower his or her selling price?

A)Anger.
B)Disgust.
C)Happiness.
D)Fear.

Question 5

What are the three criteria on negotiating between the "want" self and the "should" self?

Question 6

A senator wants to pass a bill to implement a substantial increase in the tax on gasoline.Which feature is most likely to help the bill's chances of being passed?

A)To frame the bill in terms of potential gains,instead of potential losses.
B)To emphasize that people today do not do enough to reduce gas consumption,so as to tap other senator's self-worth.
C)To propose that the bill would come into effect in the future,not immediately.
D)To emphasize the fairness of the bill,so as to tap other's senators fairness perceptions.

Question 7

A rational decision maker would discount the future using ___________ discounting.

Question 8

Describe one proposed approach to dealing with the conflict between the "want" self and the "should" self.

Question 9

Sadness has been found to focus one's attention to _______________.

Question 10

Relative to the present time period,people tend to view all gains and losses in the future to be worth less than they would be in the present.

Question 11

What explanation was given to the fact that silver-medal winners often appear less happy with their achievement than bronze-medal winners?

Question 12

People's assessments of fair allocation of resources are influenced primarily by the importance of attributes affecting what is fair.

Question 13

Which of the following helps promote more rational decision making?

A)Standards of comparison
B)Focus on salient attributes
C)The "multiple-selves" approach
D)Positive,rather than negative affect

Question 14

How do the two selves in the "multiple-selves" theory interact in evaluations of an option that bears short-term gratification and long-term costs?

Question 15

Cognitive neuroscience research has refuted the "multiple-selves" theory,finding that both short-term and long-term gratifications activate the same regions in the brain.

Question 16

Self-serving reasoning causes people to pay less critical attention when assessing:

A)Favorable information.
B)Ambiguous information.
C)Probabilities.
D)Threatening information to their sense of self.