The Upside of Irrationality: The Unexpected Benefits of Defying Logic at Work and at Home
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Dan Ariely. The Upside of Irrationality: The Unexpected Benefits of Defying Logic at Work and at Home
The Upside of Irrationality. The Unexpected Benefits of Defying Logic at Work and at Home
Dan Ariely
The Bonus Bonanza
The Results: Drumroll, Please…
Supersizing the Incentive
Thinking versus Doing
What about Those “Special People”?
A CALL FOR LOWER BONUSES
Public Speaking 101
Where Do We Go from Here?
A Few Words about Small and Large Decisions
CARING AS A DOUBLE-EDGED SWORD
Sucking the Meaning out of Work
Will Work for Food
“Small-M” Motivations
BLOGGING FOR TREATS
Building Bionicles
THE MYTH OF SISYPHUS
The Division and Meaning of Labor
In Search of Meaning
Something from the Oven
I Love My Origami
Customization, Labor, and Love
Understanding Overvaluation
The Importance of Completion
Labor and Love
Any Solution, as Long as It’s Mine
A Negative Current
Opposing Currents
The Pleasure of Punishment
Rotten Tomatoes for Bankers
Customer Revenge: My Story, Part I
Don’t Touch That Phone
The Very Bad Hotel and Other Stories
Agents and Principals
Customer Revenge: My Story, Part II
The Power of Apologies
If You’re Tempted
WHEN DOCTORS APOLOGIZE
Useful Revenge
What Can Pain Teach Us about Adaptation?
Hedonic Adaptation
BURNS VERSUS CHILDBIRTH
BALM FOR BROKEN HEARTS
The Hedonic Treadmill
Overcoming Hedonic Adaptation
Adaptation: The Next Frontier
Getting Adaptation to Work for Us
Where Do I Fit In?
Mind and Body
Assortative Mating and Adaptation
A DEMONSTRATION OF ASSORTATIVE MATING, OR AN IDEA FOR AN AWKWARD DINNER PARTY
Hot or Not?
Adaptation and the Art of the Speed Date
THE HIS AND HERS PERSPECTIVE
Against All Assortative Mating Odds
Enter Online Dating
Online Dating Going Awry: Scott’s Story
Experiments in Virtual Dating
SPEED DATING FOR OLDER ADULTS
Designing Web Sites for Homer Simpson
From Dating Web Sites to Products and Markets
The Identifiable Victim Effect
Closeness, Vividness, and the “Drop-in-the-Bucket” Effect
How Rational Thought Blocks Empathy
Where Should the Money Go?
How Can We Solve The Statistical Victim Problem?
Emotions and DECISIONS
The Ultimatum Game
How We Herd Ourselves
Don’t Cross Him
Can You Canoe?
Lessons from the Bible and Leeches
THE END
Eduardo Andrade
Racheli Barkan
Zoë Chance
Hanan Frenk
Jeana Frost
Ayelet Gneezy
Uri Gneezy
Emir Kamenica
Leonard Lee
George Loewenstein
Nina Mazar
Daniel Mochon
Mike Norton
Dražen Prelec
Stephen Spiller
Introduction: Lessons from Procrastination and Medical Side Effects
Chapter 1: Paying More for Less: Why Big Bonuses Don’t Always Work
Chapter 2: The Meaning of Labor: What Legos Can Teach Us about the Joy of Work
Chapter 3: The IKEA Effect: Why We Overvalue What We Make
Chapter 4: The Not-Invented-Here Bias: Why “My” Ideas Are Better than “Yours”
Chapter 5: The Case for Revenge: What Makes Us Seek Justice?
Chapter 6: On Adaptation: Why We Get Used to Things (but Not All Things, and Not Always)
Chapter 7: Hot or Not? Adaptation, Assortative Mating, and the Beauty Market
Chapter 8: When a Market Fails: An Example from Online Dating
Chapter 9: On Empathy and Emotion: Why We Respond to One Person Who Needs Help but Not to Many
Chapter 10: The Long-Term Effects of Short-Term Emotions: Why We Shouldn’t Act on Our Negative Feelings
Chapter 11: Lessons from Our Irrationalities: Why We Need to Test Everything
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And to all the participants who took part in our experiments over the years—you are the engine of this research, and I am deeply grateful for all your help.
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Our experimental design had four parts, and each participant took part in all four of them (this setup is what social scientists call a within-participant design). We asked the students to perform the cognitive task (simple math problems) twice: once with the promise of a low bonus and once with the promise of a high bonus. We also asked them to perform the mechanical task (clicking on a keyboard) twice: once with the promise of a low bonus and once with the promise of a high bonus.
What did this experiment teach us? As you might expect, we saw a difference between the effects of large incentives on the two types of tasks. When the job at hand involved only clicking two keys on a keyboard, higher bonuses led to higher performance. However, once the task required even some rudimentary cognitive skills (in the form of simple math problems), the higher incentives led to a negative effect on performance, just as we had seen in the experiment in India.
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