Volvo As The Company Car

1058 Words3 Pages
bulb-icon

Recommended: Impacts of stereotypes

Volvo As the Company Car The moment I mentioned the Volvo automobile prior to the meeting with the sales rep, my boss was adamant that the car was not acceptable because his brother in law had had a bad experience in his purchase of one. My boss has based his decision on representativeness and availability heuristics. The most dominant of the heuristics present is representativeness. Representativeness occurs when someone relates a present event to a similar event in our human database or memory. The result is that the decision involving the future event is based on the outcome of the past event. Stereotyping and bias are prevalent results of the decision making process when representativeness is utilized. Categorizing and pigeon holing of current events already stored there can result in less than optimal results. We make use of this process on a daily basis usually unconsciously; it not always the best heuristic to base all judgments. Availability heuristic is also apparent. My boss based his decision on the unreliability and value of the purchase of the Volvo in terms of the first thing that came to his mind, his brother in laws experience. This is not based on his past experience but his knowledge of a relative's experience. The availability heuristic allows for simplification of the process. He accomplished that by applying it to the first thing that came to his mind relating to the topic at hand. The incident that occurred with his brother in law must have been recent or emotional as he quickly brought it to mind. This in turn made it easier for him to base the future outcome on the prior outcome. Hence, he has preconceived notion of the outcome and his decision is biased. Influence I still support my choice of the Volvo based on the research conducted; but, now I must sway my boss to see the value in the decision. However, this decision must be as result of him wanting to purchase the cars. I will employ the attribution theory to ultimately obtain my bosses approval of the Volvo. The most important avenue is internal attribution in this process. He needs to see the value in the decision for himself and his company. This is achieved by utilizing external motivations to encourage internal attribution. Ultimately, he will purchase the Volvo because "he wants" to buy it. Internal and external attributions are ways in which we explain a decision.

Show More
Related

  • Critical Response: Critical Analysis Of The Most Ethical Dilemmas

    1053 Words  | 3 Pages

    In this situation the buyer doesn’t really have interest in the vehicles that the seller has showed them. The seller could now appeal to the unconscious needs of the buyer. Like previously stated, the carpool with the boss would be where I would focus. I would try to appeal to the buyer by explaining the benefits of the vehicles. Maybe in this situation the buyer isn’t interested in an economical car, but would rather be seen in a sedan, especially with the boss. Then after use a Trial Close to see how the customer

    Read More

  • David Brook Persuasion

    885 Words  | 2 Pages

    In David Brook’s, “One Nation Slightly Divisible” and Jonathan Rauch’s, “In Defense Of Prejudice, both writers make valid points. Both authors also have a common technique; Brook’s and Rauch seem to have biased viewpoints towards the subject matter. But although these two authors share this similarity, one author stands out in how he uses the bias to his advantage or even to the advantage of the audience to better understand and be convinced by his ideology. Although both authors seem to have biased viewpoints, their bias fuels their arguments in efforts to successfully fulfill their purpose. David Brook’s appears to structure his biased viewpoint in a way that exhibits a more pervasive bias than Jonathan Rauch in how he uses the bias to incorporate

    Read More

  • Blindspot Summary

    1714 Words  | 4 Pages

    Blindspot, authors Mahzarin R. Banaji and Anthony G. Greenwald reveal how people formulate decisions and judgments automatically based on their exposure to cultural attitudes regarding age, gender, race, ethnicity, social class, religion, disability status, and nationality. They claim a section of our brain, a“blind spot,” is responsible for storing the hidden biases that lead us to select choices and decisions in our life. Furthermore, the authors aim to unfold the scientific logic of their analysis of the effects of hidden biases so people will be “better able to achieve the alignment,” between their behavior and intentions (Banaji and Greenwald, 2013) preface

    Read More

  • Glitches and Mindbugs: Impact on Decision-Making

    823 Words  | 2 Pages

    It has been noted from the text that our perception influences the thinking and decisions we make. It shows that choices differ because of the different understanding that individual have. In addition, our intuition is essential and at many times it provides us with guidance on how to make decisions. However, we can see that this intuition can be misleading at times and therefore the best thing is to evaluate the available evidence before making decisions. In my view decision making tends to have disciplinary across individuals. The best thing can be is to take time and individuals should not rush when it comes to making critical decisions. It is because of the outcomes that might be expected in the

    Read More

  • Rational Decision Making: Objective And Effective Decision-Making

    2015 Words  | 5 Pages

    There are two ways in which people make decisions in their daily life or at work: Intuitive or rational. If we talk about intuitive decision-making (IDM) we talk about the subjective decisions that are not based on any facts and purely instinctive, for example whether or not to cross the street. These decisions are fast occurring, have no any need for reasoning and are used if facts are unavailable or making a decision is very difficult.

    Read More

  • Daniel Kahneman's Applied Social Psychology

    1081 Words  | 3 Pages

    His first book Attention and Effort was published in 1973, in which he focused his study on attention, which was seen as an irrelevant topic of choice to work on during Titchener’s time (Kahneman, 1973). However, Dr. Daniel Kahneman concerned himself with the concept of attention since it may be or is one of the foundations that take part in hesitation within decision making, including the different subsets attention has when it comes to our mental processes. In Judgment Under Uncertainty: Heuristics and Biases (1982), the book looks at judgment and the attributions of behavior through predicting the possibilitie(s) of choices. Well-Being: The Foundations of Hedonic Psychology was published in 1999, which mainly concentrates on the scientific effort to comprehend the concept of human pain and pleasure; one of Kahneman’s most well known works in social psychology. Then in 2000, he and along with colleagues published Choices, Values, and Frames, as they discussed their alternative of prospect theory and elaborates on the approaches towards the efficacy of choices people make. The fifth book, Heuristics and Biases: The Psychology of Intuitive Judgment, was released in 2002 to try and help answer subjective questions of complex situation of the world/life through an objective perspective. Lastly, Kahneman’s most recent work was issued in 2011, Thinking, Fast and

    Read More

  • False Consensus Effect

    1975 Words  | 4 Pages

    Categorization and social projection are important ways that people can more successfully navigate their social environment. People need to know that there are others in their in-group that share the same attitudes and behaviors as they do. If people are unable to determine how many people in their environment share their attitudes and behaviors, it would be more difficult to engage in social situations without offending or contradicting others. For this reason, false consensus is an interesting offshoot of this important idea. The false consensus effect refers to the fact that people have a tendency to over-estimate the proportion of the population that shares an attitude or behavior with him or her.

    Read More

  • Media And Nereotyping And Stereotypes In The Media

    714 Words  | 2 Pages

    Stereotyping and prejudices can be spotted everywhere. They can be seen in advertisements, on television, in the newspaper, and on national news as well. The public gets its information from the media, so they put a lot of trust in the media to inform them properly. Not many people question the media’s motives or whether they are reporting the truth.

    Read More

  • Critical Thinking and Decision Making

    579 Words  | 2 Pages

    The process of making a decision for many is a disconcerting responsibility. While for others, making a decision is second nature. According to Browne et al., "Decisions are streams of choices. These streams contain bits of information, events, and choices (1998, p. 50)." The authors go on to state:

    Read More

  • Cognitive Continuum Theory: The Lens Model: Theories And Models

    966 Words  | 2 Pages

    Decision making theories and models largely derive from the fields of psychology and economics. The Lens Model (Brunswik, 1952) was a conceptual design, sparking a plethora of literature outlining subsequent models and theories on judgements and decision making. Brunswik set out that an individual uses fallible ‘cues’ from their environment while trying to be as empirically accurate as possible in making judgements. Hammond (1967), an architect of modern decision making theory built on this conceptual model with his Cognitive Continuum Theory (CCT), which looks at the combination of an individual’s cognitive ability and their use of situational ‘cues’ when making a decision (Hammond et al, 1967; & Hammond, 2000). CCT works on the notion that decision making is based on a certain systematic process: the analysis

    Read More

  • Representativeness Heuristic

    435 Words  | 1 Pages

    As human beings, we often use representativeness heuristic to make judgments about other individuals or events based on little information because it is easier and quicker to make an assumption when we face uncertainty. However, those judgments may not always be correct. This study is trying to investigate whether or not the use of representativeness heuristics was present during the research. The authors depict that people use little or biased information to make decisions or assumptions, nonetheless these may or may not be true. For instance, someone might make a remark about a random individual that is competitive and disciplined with muscular and built characteristics and assume he or

    Read More

  • Problem Solving and Decision Making in Management

    890 Words  | 2 Pages

    ...s go about making judgments and choices. Both theories play an intrinsic role with behavioral decision making and have proven to be successful approaches for management (Shanteau, 2001).

    Read More

  • Economic Decision Making

    569 Words  | 2 Pages

    Individuals make economic decision based on a variety of reasons. The rational is based on each individual’s need or desire for a commodity. People go through several decision-making processes before making the final decision and are often not conscious of the process. Obviously, decision- making covers a wide area, involving virtually the whole of human action. Often people are not conscious of the process.

    Read More

  • Global Competition In The Automotive Industry

    751 Words  | 2 Pages

    The development of Auto industry come from different people and countries around the world started in France in 1769 .

    Read More

  • Risky Decisions Essay

    1078 Words  | 3 Pages

    ...occurs in everyday life for everyone. Making decisions is a constant process the human brain makes many times a day, for instance whether to go to the gym or eat McDonalds, go to the bar over studying for a test, or betting “all-in” at a poker tournament with no cards that are able to be played. All of those examples are risky depending on the type of person making those decisions. No one person is the same as the next, so risky decisions are subjective, although there are just some decisions that can be life changing like where to go to college, who to marry, and to have children or not. Also, the context in which the situation is framed plays a huge role on how a person decides what to do. Many influences such as emotions, stress, video games, or even other people’s decisions can ultimately determine the type of decision any individual may make, risky or not.

    Read More

More about Volvo As The Company Car

Open Document