RBS final exam
interpersonal influence (RASCCL) - Question and answersReciprocity
authority
scarcity
consensus
consistency
liking
Reciprocity - Question and answersObligation to give back when you receive
Authority - Question and answersWe say yes to those who feel/are important
Scarcity - Question and answerspeople want more of those things they are less off
Consensus - Question and answersPeople will look to the actions of others to determine
their actions
Consistency - Question and answerslooking for and asking for a commitment that can
be made
Liking - Question and answerssaying yes to those people we like
decision making biasis - Question and answersavailability
representativeness
confirmation
anchoring
overconfidence
hindsight
framing
escalation commitment
Availability Bias - Question and answersthe tendency for people to base their judgments
on information that is readily available to them
representativeness bias - Question and answersestimate the probability of an event
occurring.
" When a decision maker has to analyze the options of a decision, he tends to recall a
memory or experience that is similar to the present decision-making situation."
confirmation bias - Question and answersSubconsciously decide something before
investigating why it's the right decision 2. Seeking information that supports only that
decision
anchoring bias - Question and answersis making a decision when decision-makers are
influenced by the first information received about the decision even if it is irrelevant
interpersonal influence (RASCCL) - Question and answersReciprocity
authority
scarcity
consensus
consistency
liking
Reciprocity - Question and answersObligation to give back when you receive
Authority - Question and answersWe say yes to those who feel/are important
Scarcity - Question and answerspeople want more of those things they are less off
Consensus - Question and answersPeople will look to the actions of others to determine
their actions
Consistency - Question and answerslooking for and asking for a commitment that can
be made
Liking - Question and answerssaying yes to those people we like
decision making biasis - Question and answersavailability
representativeness
confirmation
anchoring
overconfidence
hindsight
framing
escalation commitment
Availability Bias - Question and answersthe tendency for people to base their judgments
on information that is readily available to them
representativeness bias - Question and answersestimate the probability of an event
occurring.
" When a decision maker has to analyze the options of a decision, he tends to recall a
memory or experience that is similar to the present decision-making situation."
confirmation bias - Question and answersSubconsciously decide something before
investigating why it's the right decision 2. Seeking information that supports only that
decision
anchoring bias - Question and answersis making a decision when decision-makers are
influenced by the first information received about the decision even if it is irrelevant
