To avoid mistakes, we aim to preserve autonomy and group status and avoid irreversible decisions
If we must choose, we tend to choose the option that is perceived as the least risky or that preserves the status quo. Better the devil you know than the devil you do not.
Decoy Effect (Asymmetric Dominance Effect)
The phenomenon whereby consumers will tend to have a specific change in preference between two options when also presented with a third option that is asymmetrically dominated. An option is asymmetrically dominated when it is inferior in all respects to one option; but, in comparison to the other option, it is inferior in some respects and superior in others. In other words, in terms of specific attributes determining preferability, it is completely dominated by (i.e., inferior to) one option and only partially dominated by the other. When the asymmetrically dominated option is present, a higher percentage of consumers will prefer the dominating option than when the asymmetrically dominated option is absent. The asymmetrically dominated option is therefore a decoy serving to increase preference for the dominating option.
Reactance
A motivational reaction to offers, persons, rules, or regulations that threaten or eliminate specific behavioral freedoms. Reactance occurs when a person feels that someone or something is taking away their choices or limiting the range of alternatives. Reactances can occur when someone is heavily pressured to accept a certain view or attitude. Reactance can cause the person to adopt or strengthen a view or attitude that is contrary to what was intended, and also increases resistance to persuasion.
Reverse Psychology
A technique involving the advocacy of a belief or behavior that is opposite to the one desired, with the expectation that this approach will encourage the subject of the persuasion to do what actually is desired; the opposite of what is suggested. This technique relies on the psychological phenomenon of reactance, in which a person has a negative emotional reaction to being persuaded, and thus chooses the option which is being advocated against.
Related. Reactance
Social Comparison Bias
Having feelings of dislike and competitiveness with someone that is seen physically or mentally better than yourself. Read More.
Status Quo Bias
A preference for the current state of affairs. The current baseline (or status quo) is taken as a reference point, and any change from that baseline is perceived as a loss. Status quo bias should be distinguished from a rational preference for the status quo ante, as when the current state of affairs is objectively superior to the available alternatives, or when imperfect information is a significant problem.
Related. System Justification
This amazing illustration of the status quo bias was made by @cartoonbias. Do check out their work on Instagram.
System Justification
A theory within social psychology that system-justifying beliefs serve a psychologically palliative function. People have epistemic, existential, and relational needs that are met by and manifest as ideological support for the prevailing structure of social, economic, and political norms. Need for order and stability, and thus resistance to change or alternatives, for example, can be a motivator for individuals to see the status quo as good, legitimate, and even desirable.
Related. Status Quo Bias
See Also:
- We favor simple-looking options and complete information over complex, ambiguous options
- To stay focused, we favor the immediate, relatable thing in front of us
- To act, we must be confident we can make an impact and feel what we do is important
- To get things done, we tend to complete things we’ve time & energy in
