scholarly journals Cognitive biases in marketing communication: Influence of anchoring and message framing on consumers' perception and willingness to purchase

Marketing ◽  
2021 ◽  
Vol 52 (2) ◽  
pp. 103-117
Author(s):  
Svetlana Bunčić ◽  
Jelena Krstić ◽  
Milica Kostić-Stanković
Keyword(s):  
Decision Making ◽  
Cognitive Biases ◽  
Message Framing ◽  
Personal Characteristics ◽  
Final Decision ◽  
Marketing Communication ◽  
Cognitive Errors ◽  
General Capacity ◽  
Willingness To Purchase ◽  
Promotional Message

While in the theory of rational decision making, it is considered that people's choices remain consistent and predictable even in cases when same information is presented in different ways, in real situations consumers' decisions are affected by their personal characteristics, habits, norms and past experience, as well as limitations of human cognitive mechanisms. In general, heuristics can be perceived as fast cognitive processes in decision making which can sometimes lead to the occurrence of biases which shape the final decision. In marketing communication, the general capacity of people to make cognitive errors encourage the application of certain principles in formulation of messages in order to instigate recipients to make predictable cognitive errors when making decisions. The subject of the research is to determine how the encouragement of cognitive biase sin marketing communication can affect decisions of messages recipients. The research included the application of two research methods observation and experimental method. In as many as 80% of the observed advertisements, the encouragement of at least one cognitive bias was registered. In both experimental situations, it was shown that the willingness to pay for a product depends on the way the promotional message is formulated.

Sources of bias in examination of forensic traces

2019 ◽  
Vol 303 ◽  
pp. 61-67
Author(s):  
Mateusz Ignaszak ◽  
Keyword(s):  
Decision Making ◽  
Cognitive Biases ◽  
Practical Aspect ◽  
Human Being ◽  
Cognitive Errors ◽  
Internal Factors ◽  
Pyramid Structure ◽  
The World

Every human being has a cognitive apparatus that he/she uses every day. Due to its limitations, we are susceptible to all kinds of cognitive errors that affect the observation of the world and decision making. Also forensic experts are not immune to external and internal factors that may cause issuing false opinions. The aim of the article is to show the multilevel problem of prevalence and susceptibility to any cognitive biases in the expertise of forensic analysts, and an attempt to systematise the cases described in the latest research works using the pyramid structure of bias sources. As regards the practical aspect of the discussed subject, in some cases solutions were also proposed that could improve the work of experts and contribute to its greater integrity.

How multidisciplinary are multidisciplinary case reviews in cancer care? Feasibility analysis of a theory-driven team decision-making fidelity framework

2019 ◽  
Author(s):  
Tayana Soukup ◽  
Ged Murtagh ◽  
Ben W Lamb ◽  
James Green ◽  
Nick Sevdalis
Keyword(s):  
Decision Making ◽  
Cancer Care ◽  
Recent Decade ◽  
Individual Case ◽  
Multidisciplinary Teams ◽  
Final Decision ◽  
Political Climate ◽  
Implementation Framework ◽  
Feasibility Evaluation ◽  
The Uk

Background Multidisciplinary teams (MDTs) are a standard cancer care policy in many countries worldwide. Despite an increase in research in a recent decade on MDTs and their care planning meetings, the implementation of MDT-driven decision-making (fidelity) remains unstudied. We report a feasibility evaluation of a novel method for assessing cancer MDT decision-making fidelity. We used an observational protocol to assess (1) the degree to which MDTs adhere to the stages of group decision-making as per the ‘Orientation-Discussion-Decision-Implementation’ framework, and (2) the degree of multidisciplinarity underpinning individual case reviews in the meetings. MethodsThis is a prospective observational study. Breast, colorectal and gynaecological cancer MDTs in the Greater London and Derbyshire (United Kingdom) areas were video recorded over 12-weekly meetings encompassing 822 case reviews. Data were coded and analysed using frequency counts.Results Eight interaction formats during case reviews were identified. case reviews were not always multi-disciplinary: only 8% of overall reviews involved all five clinical disciplines present, and 38% included four of five. The majority of case reviews (i.e. 54%) took place between two (25%) or three (29%) disciplines only. Surgeons (83%) and oncologists (8%) most consistently engaged in all stages of decision-making. While all patients put forward for MDT review were actually reviewed, a small percentage of them (4%) either bypassed the orientation (case presentation) and went straight into discussing the patient, or they did not articulate the final decision to the entire team (8%). Conclusions Assessing fidelity of MDT decision-making at the point of their weekly meetings is feasible. We found that despite being a set policy, case reviews are not entirely MDT-driven. We discuss implications in relation to the current eco-political climate, and the quality and safety of care. Our findings are in line with the current national initiatives in the UK on streamlining MDT meetings, and could help decide how to re-organise them to be most efficient.

Confirmation bias in decision making for fingerprints, DNA and eyewitness evidence cannot be explained by cognitive style or thinking dispositions.

2019 ◽  
Author(s):  
Daniel Edgcumbe
Keyword(s):  
Decision Making ◽  
Cognitive Style ◽  
Cognitive Biases ◽  
Confirmation Bias ◽  
Criminal Case ◽  
Court Cases ◽  
Legal Proceedings ◽  
Thinking Dispositions ◽  
Evaluation Of Evidence ◽  
Facial Composite

Pre-existing beliefs about the background or guilt of a suspect can bias the subsequent evaluation of evidence for forensic examiners and lay people alike. This biasing effect, called the confirmation bias, has influenced legal proceedings in prominent court cases such as that of Brandon Mayfield. Today many forensic providers attempt to train their examiners against these cognitive biases. Nine hundred and forty-two participants read a fictional criminal case and received either neutral, incriminating or exonerating evidence (fingerprint, eyewitness, or DNA) before providing an initial rating of guilt. Participants then viewed ambiguous evidence (alibi, facial composite, handwriting sample or informant statement) before providing a final rating of guilt. Final guilt ratings were higher for all evidence conditions (neutral, incriminating or exonerating) following exposure to the ambiguous evidence. This provides evidence that the confirmation bias influences the evaluation of evidence.

scholarly journals What’s in a (Change of) Name? Much—but Not That Much—and Not What Wiebe Claims

2020 ◽  
Vol 32 (2) ◽  
pp. 159-184 ◽  
Author(s):  
Satoko Fujiwara ◽  
Tim Jensen
Keyword(s):  
Decision Making ◽  
Executive Committee ◽  
International Association ◽  
International Committee ◽  
Academic Standards ◽  
General Assembly ◽  
Final Decision ◽  
Points Of View ◽  
The Difference ◽  
Consultative Body

Abstract Donald Wiebe claims that the IAHR leadership (already before an Extended Executive Committee (EEC) meeting in Delphi) had decided to water down the academic standards of the IAHR with a proposal to change its name to “International Association for the Study of Religions.” His criticism, we argue, is based on a series of misunderstandings as regards: 1) the difference between the consultative body (EEC) and the decision-making body (EC), 2) the difference between the preliminary points of view of individuals and final proposals by the EC, 3) personal conversations, 4) the link between the proposal to change the name and the wish to tighten up the academic profile of the IAHR. Moreover, if the final decision-making bodies, the International Committee and the General Assembly, adopt the proposal, the new name as little as the old can make the IAHR more or less scientific. Tightening up the academic, scientific profile of the IAHR takes more than a change of name.

scholarly journals Cognitive biases, environmental, patient and personal factors associated with critical care decision making: A scoping review

2021 ◽  
Author(s):  
Iris E. Beldhuis ◽  
Ramesh S. Marapin ◽  
You Yuan Jiang ◽  
Nádia F. Simões de Souza ◽  
Artemis Georgiou ◽  
...  
Keyword(s):  
Decision Making ◽  
Critical Care ◽  
Scoping Review ◽  
Cognitive Biases ◽  
Personal Factors ◽  
Factors Associated ◽  
Care Decision

scholarly journals New dilemmas, old problems: advances in data analysis and its geoethical implications in groundwater management

2021 ◽  
Vol 3 (6) ◽  
Author(s):  
César de Oliveira Ferreira Silva ◽  
Mariana Matulovic ◽  
Rodrigo Lilla Manzione
Keyword(s):  
Decision Making ◽  
Data Analytics ◽  
Data Science ◽  
Final Decision ◽  
Aquifer Recharge ◽  
Groundwater Governance ◽  
Ethical Attitude ◽  
New Information ◽  
Modeling Experiment ◽  
Using Data

Abstract Groundwater governance uses modeling to support decision making. Therefore, data science techniques are essential. Specific difficulties arise because variables must be used that cannot be directly measured, such as aquifer recharge and groundwater flow. However, such techniques involve dealing with (often not very explicitly stated) ethical questions. To support groundwater governance, these ethical questions cannot be solved straightforward. In this study, we propose an approach called “open-minded roadmap” to guide data analytics and modeling for groundwater governance decision making. To frame the ethical questions, we use the concept of geoethical thinking, a method to combine geoscience-expertise and societal responsibility of the geoscientist. We present a case study in groundwater monitoring modeling experiment using data analytics methods in southeast Brazil. A model based on fuzzy logic (with high expert intervention) and three data-driven models (with low expert intervention) are tested and evaluated for aquifer recharge in watersheds. The roadmap approach consists of three issues: (a) data acquisition, (b) modeling and (c) the open-minded (geo)ethical attitude. The level of expert intervention in the modeling stage and model validation are discussed. A search for gaps in the model use is made, anticipating issues through the development of application scenarios, to reach a final decision. When the model is validated in one watershed and then extrapolated to neighboring watersheds, we found large asymmetries in the recharge estimatives. Hence, we can show that more information (data, expertise etc.) is needed to improve the models’ predictability-skill. In the resulting iterative approach, new questions will arise (as new information comes available), and therefore, steady recourse to the open-minded roadmap is recommended. Graphic abstract

The role of agency in project initiation decisions

2014 ◽  
Vol 7 (3) ◽  
pp. 518-535 ◽  
Author(s):  
Mark Mullaly
Keyword(s):  
Decision Making ◽  
Decision Rules ◽  
Personal Characteristics ◽  
Decision Makers ◽  
Organizational Dynamics ◽  
Substantive Theory ◽  
Content Type ◽  
The Subject ◽  
Board Level

Purpose – The purpose of this paper is to explore the role of decision rules and agency in supporting project initiation decisions, and the influences of agency on decision-making effectiveness. Design/methodology/approach – The study this paper is based upon used grounded theory methodology, and sought to understand the influences of individual decision makers on project initiation decisions within organizations. Data collection involved 28 participants who were involved in project initiation decisions within their organizations, who discussed the process of project initiation in their organization and their role within that process. Findings – The study demonstrates that the overall effectiveness of project initiation decisions is a product of agency, process effectiveness or rule effectiveness. The employment of agency can have a direct influence on decision-making effectiveness, it can compensate for organizational inadequacies of a process or political nature, and it can be constrained in the evidence of formal and effective organizational practices. Research limitations/implications – While agency was recognized by all participants, there are clearly circumstances where actors perceive the ability to exercise agency to be externally constrained. The study is exploratory, contributing to the development of substantive theory. Theory testing as well as a more in-depth investigation of the underlying drivers of agency would be valuable. Practical implications – The study provides executives and individuals supporting the initiation of projects with insights on how to effectively influence the effectiveness of project initiation decisions, and the degree to which personal characteristics influence organizational dynamics. Originality/value – Most discussions of agency has been framed the subject as an executive- or board-level phenomenon. The current study demonstrates that agency is in fact being perceived and operationalized at all levels. Those demonstrating agency in the majority of instances in this study do so in exercising stewardship behaviours. This has important implications for how agency is perceived by executives, and by how agency is exercised by actors at all levels of the organization.

Making one-sided exercise decisions: The influence of exercise-related cognitive errors

2016 ◽  
Vol 23 (9) ◽  
pp. 1240-1249 ◽  
Author(s):  
Sean R Locke ◽  
Lawrence R Brawley
Keyword(s):  
Decision Making ◽  
Information Processing ◽  
Relevant Information ◽  
Future Research ◽  
Cognitive Errors ◽  
Online Questionnaire ◽  
Cognitive Error ◽  
Biased Processing

Exercise-related cognitive errors reflect biased processing of exercise-relevant information. The purpose of this study was to examine whether differences existed between individuals reporting low and high exercise-related cognitive errors on information processed about a relevant exercise decision-making situation. In all, 138 adults completed an online questionnaire. The high exercise-related cognitive error group primarily focused on negative content about the situation compared to the low exercise-related cognitive error group who focused on both positive and negative content. The high exercise-related cognitive error group displayed biased processing of exercise information, as suggested by the cognitive errors model. Future research should examine whether biasing information processing caused by exercise-related cognitive errors can be modified and attenuated.

scholarly journals Developing an approach for decision making units integration using multi objective particle swarm optimization

2014 ◽  
Vol 4 (1) ◽  
pp. 48 ◽  
Author(s):  
Abdorrahman Haeri ◽  
Kamran Rezaie ◽  
Seyed Morteza Hatefi
Keyword(s):  
Decision Making ◽  
Particle Swarm Optimization ◽  
Performance Measures ◽  
Particle Swarm ◽  
Final Decision ◽  
Swarm Optimization ◽  
Multi Objective ◽  
Decision Making Unit ◽  
The Difference ◽  
Decision Making Units

In recent years, integration between companies, suppliers or organizational departments attracted much attention. Decision making about integration encounters with major concerns. One of these concerns is which units should be integrated and what is the effect of integration on performance measures. In this paper the problem of decision making unit (DMU) integration is considered. It is tried to integrate DMUs so that the considered criteria are satisfied. In this research two criteria are considered that are mean of efficiencies of DMUs and the difference between DMUs that have largest and smallest efficiencies. For this purpose multi objective particle swarm optimization (MOPSO) is applied. A case with 17 DMUs is considered. The results show that integration has increased both considered criteria effectively.  Additionally this approach can presents different alternatives for decision maker (DM) that enables DM to select the final decision for integration.

Method for Selecting Storage Enterprises Based on IFHA

2015 ◽  
Vol 713-715 ◽  
pp. 1769-1772
Author(s):  
Jie Wu ◽  
Lei Na Zheng ◽  
Tie Jun Pan
Keyword(s):  
Decision Making ◽  
Group Decision Making ◽  
Group Decision ◽  
Decision Makers ◽  
Decision Problems ◽  
Decision Making Process ◽  
Final Decision ◽  
Multiple Decision Makers ◽  
Intuitionistic Fuzzy ◽  
Averaging Operator

In order to reflect the decision-making more scientific and democratic, modern decision problems often require the participation of multiple decision makers. In group decision making process,require the use of intuitionistic fuzzy hybrid averaging operator (IFHA) to get the final decision result.

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