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Predictably irrational: the hidden forces that shape our decisions

Author: Ariely, Dan Publisher: HarperPerennial, 2010.Edition: Revised and expanded ed.Language: EnglishDescription: 349 p. ; 21 cm.ISBN: 9780061353246Type of document: BookNote: Doriot: for 2019-2020 courses Bibliography/Index: Includes bibliographical references
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Doriot: for 2019-2020 courses

Includes bibliographical references

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Predictably Irrational The Hidden Forces That Shape Our Decisions Contents INTRODUCTION How an Injury Led Me to Irrationality and to the Research Described Here xi CHAPTER 1 The Truth about Relativity Why Everything Is Relative--Even When It Shouldn't Be 1 CHAPTER 2 The Fallacy of Supply and Demand Why the Price of Pearls--and Everything Else-- Is Up in the Air 25 CHAPTER 3 The Cost of Zero Cost Why We Often Pay Too Much When We Pay Nothing 55 CHAPTER 4 The Cost of Social Norms Why We Are Happy to Do Things, but Not When We Are Paid to Do Them 75 CHAPTER 5 The Power of a Free Cookie How FREE Can Make Us Less Selfish 103 CHAPTER 6 The Influence of Arousal Why Hot Is Much Hotter Than We Realize 119 CHAPTER 7 The Problem of Procrastination and Self-Control Why We Can't Make Ourselves Do What We Want to Do 139 CHAPTER 8 The High Price of Ownership Why We Overvalue What We Have 167 CHAPTER 9 Keeping Doors Open Why Options Distract Us from Our Main Objective 183 CHAPTER 10 The Effect of Expectations Why the Mind Gets What It Expects 199 CHAPTER 11 The Power of Price Why a 50-Cent Aspirin Can Do What a Penny Aspirin Can't 225 CHAPTER 12 The Cycle of Distrust Why We Don't Believe What Marketers Tell Us 251 CHAPTER 13 The Context of Our Character, Part I Why We Are Dishonest, and What We Can Do about It 271 CHAPTER 14 The Context of Our Character, Part II Why Dealing with Cash Makes Us More Honest 295 CHAPTER 15 Beer and Free Lunches What Is Behavioral Economics, and Where Are the Free Lunches? 309 Thanks 323 List of Collaborators 327 Notes 335 Bibliography and Additional Readings 339

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