Ep. 201 - The Doctor Is In Series - The Illusion of Rational Thought

Welcome to the Social-Engineer Podcast: The Doctor Is In Series – where we will discuss understandings and developments in the field of psychology.

In today’s episode, Chris and Abbie are discussing: The Illusion of Rational Thought. We will discuss the positives and negatives of rational decision making, as well as the role our emotions play in our decision making processes. [March 6, 2023]

00:00 – Intro

00:22 – Dr. Abbie Maroño Intro

01:21 – Intro Links

• Tuxcare – tuxcare.com
• Social-Engineer.com– http://www.social-engineer.com/
• Managed Voice Phishing– https://www.social-engineer.com/services/vishing-service/
• Managed Email Phishing– https://www.social-engineer.com/services/se-phishing-service/
• Adversarial Simulations– https://www.social-engineer.com/services/social-engineering-penetration-test/
• Social-Engineer channel on SLACK– https://social-engineering-hq.slack.com/ssb
• CLUTCH– http://www.pro-rock.com/
• org– http://www.innocentlivesfoundation.org/

06:00 – The Topic of the Day: The Illusion of Rational Thinking

08:18 – The Difference “Framing” Makes

12:53 – Why “FREE” Isn’t Free

17:49 – Western Influence

20:02 – Having More, Feeling Less

22:00 – Analysis Paralysis

28:33 – Embodied Cognition

30:21 – You’re Getting Warmer

33:59 – Excitation Transfer Theory

35:13 – Let the Countdown Begin

39:02 – Emotional Responses

42:31 – Incidental Emotions

45:45 – Wrap Up

• social-engineer.com
• innocentlivesfoundation.org

48:01 – Outro

Find us online:

• Twitter: https://twitter.com/abbiejmarono
• LinkedIn: com/in/dr-abbie-maroño-phd-35ab2611a
• Twitter: https://twitter.com/humanhacker
• LinkedIn: com/in/christopherhadnagy

References:

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DellaVigna, S. (2009). Psychology and economics: Evidence from the field. Journal of Economic literature, 47(2), 315-372.

Nickerson, R. S. (1998). Confirmation bias: A ubiquitous phenomenon in many guises. Review of general psychology, 2(2), 175-220.

Klein, N. H., & Oglethorpe, J. E. (1987). Cognitive reference points in consumer decision making. ACR North American Advances.

Koop, G. J., & Johnson, J. G. (2012). The use of multiple reference points in risky decision making. Journal of Behavioral Decision Making, 25(1), 49-62.

Seiler, M. J., Seiler, V. L., & Lane, M. A. (2012). Mental accounting and false reference points in real estate investment decision making. Journal of Behavioral finance, 13(1), 17-26.

Bottom, W. P., & Studt, A. (1993). Framing effects and the distributive aspects of integrative bargaining. Organizational Behavior and Human Decision Processes, 56, 459–474

So, J., Achar, C., Han, D., Agrawal, N., Duhachek, A., & Maheswaran, D. (2015). The psychology of appraisal: Specific emotions and decision-making. Journal of Consumer Psychology, 25(3), 359-371.

Kristensen, H., & Ga¨ rling, T. (1997). Anchor points, reference points, and counteroffers in negotiations. Manuscript submitted for publication.

Neale, M. A., Huber, V. L., & Northcraft, G. B. (1987). The framing of negotiations: Contextual versus task frames. Organizational Behavior and Human Decision Processes, 39, 228–241

Broniarczyk, Susan M., Hoyer, Wayne D., & McAlister, Leigh (1998). Consumers’ perceptions of the assortment offered in a grocery category: The impact of item reduction. Journal of Marketing Research, 35(May), 166–176.

Carpenter, Gregory S., & Nakamoto, Kent (1989). Consumer preference formation and pioneering advantage. Journal of Marketing Research, 26(August), 285–298

Andrade, E. B., & Ariely, D. (2009). The enduring impact of transient emotions on decision making. Organizational behavior and human decision processes, 109(1), 1-8.

Foglia, L., & Wilson, R. A. (2013). Embodied cognition. Wiley Interdisciplinary Reviews: Cognitive Science, 4(3), 319-325.

Wilson, A. D., & Golonka, S. (2013). Embodied cognition is not what you think it is. Frontiers in psychology, 4, 58.

Wilson, M. (2002). Six views of embodied cognition. Psychonomic bulletin & review, 9, 625-636.

Inagaki, T. K., & Eisenberger, N. I. (2013). Shared neural mechanisms underlying social warmth and physical warmth. Psychological science, 24(11), 2272-2280.