Dan Ariely on Understanding the Logic Behind Illogical Decisions
An MIT professor discovers that people tend to behave irrationally in a predictable fashion.
April 18, 2008
AMA_Edgewise_0816.mp3 [m]: Play in Popup
Irrational behavior is a part of human nature, but as MIT professor Dan Ariely
has discovered in 20 years of researching behavioral economics, people tend to behave irrationally in a predictable fashion. Drawing on psychology and economics, behavioral economics can show us why cautious people make poor decisions about sex when aroused, why patients get greater relief from a more expensive drug over its cheaper counterpart and why honest people may steal office supplies or communal food, but not money. According to Ariely, our understanding of economics, now based on the assumption of a rational subject, should, in fact, be based on our systematic, unsurprising irrationality. In his new book Predictably Irrational
, Ariely argues that greater understanding of previously ignored or misunderstood forces (emotions, relativity and social norms) that influence our economic behavior brings a variety of opportunities for reexamining individual motivation and consumer choice, as well as economic and educational policy.
AMA is one of the most widely recognized leaders in business training, having provided corporate training solutions
for over 95 years. From leadership, communication and managerial training
, customer service
and analytical skills, AMA has developed a vast array of content and training solutions to help individuals and organizations achieve business results . Each year, AMA delivers thousands of seminars and courses across the United States. With courses offered in a classroom near you
or live online
, AMA is a flexible, convenient resource for all of your organization's talent development needs. AMA also offers customized solutions based on your specific talent development requirements.