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Predictably Irrational: The Hidden Forces That Shape Our Decisions (Anglais) Relié – Séquence inédite, 1 février 2008

4.2 étoiles sur 5 13 commentaires client

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Relié, Séquence inédite, 1 février 2008
EUR 73,55 EUR 1,71
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Descriptions du produit

Revue de presse

"In creative ways, author Dan Ariely puts rationality to the test. . . . New experiments and optimistic ideas tumble out of him, like water from a fountain." (Boston Globe)

"PREDICTABLY IRRATIONAL is wildly original. It shows why-much more often than we usually care to admit-humans make foolish, and sometimes disastrous, mistakes. Ariely not only gives us a great read; he also makes us much wiser." (George Akerlof, Nobel Laureate in Economics, 2001 Koshland Professor of Economics, University of California at Berkeley)

"Predictably Irrational is an important book. Full of valuable and entertaining insights that will make an impact on your business, professional, and personal life." (Jack M Greenberg, Chairman, Western Union Company, Retired Chairman and CEO, McDonald's Corporation)

"A marvelous book that is both thought provoking and highly entertaining, ranging from the power of placebos to the pleasures of Pepsi. Ariely unmasks the subtle but powerful tricks that our minds play on us, and shows us how we can prevent being fooled." (Jerome Groopman, New York Times bestselling author of How Doctors Think)

"A delightfully brilliant guide to our irrationality-and how to overcome it-in the marketplace and everyplace." (Geoffrey Moore, author of Crossing the Chasm and Dealing with Darwin)

"This is a wonderful, eye-opening book. Deep, readable, and providing refreshing evidence that there are domains and situations in which material incentives work in unexpected ways. We humans are humans, with qualities that can be destroyed by the introduction of economic gains. A must read!" (Nassim Nicholas Taleb, New York Times bestselling author of The Black Swan: The Impact of the Highly Improbable)

"A taxonomy of financial folly." (The New Yorker)

"An entertaining tour of the many ways people act against their best interests, drawing on Ariely's own ingeniously designed experiments. . . . Personal and accessible." (BusinessWeek)

"Freakonomics held that people respond to incentives, perhaps in undesirable ways, but always rationally. Dan Ariely shows you how people are deeply irrational, and predictably so." (Chip Heath, Co-Author, Made to Stick, Professor, Stanford Graduate School of Business)

"Sly and lucid. . . . Predictably Irrational is a far more revolutionary book than its unthreatening manner lets on." (New York Times Book Review)

"Predictably Irrational is clever, playful,humorous, hard hitting, insightful, and consistently fun and exciting to read." (Paul Slovic, Founder and President, Decision Research)

"Ariely's book addresses some weighty issues . . . with an unexpected dash of humor." (Entertainment Weekly)

"Surprisingly entertaining. . . . Easy to read. . . . Ariely's book makes economics and the strange happenings of the human mind fun." (USA Today)

"A fascinating romp through the science of decision-making that unmasks the ways that emotions, social norms, expectations, and context lead us astray." (Time magazine)

"Inventive. . . . An accessible account. . . . Ariely is a more than capable storyteller . . . If only more researchers could write like this, the world would be a better place." (Financial Times)

"Dan Ariely is a genius at understanding human behavior: no economist does a better job of uncovering and explaining the hidden reasons for the weird ways we act, in the marketplace and out. PREDICTABLY IRRATIONAL will reshape the way you see the world, and yourself, for good." (James Surowiecki, author of The Wisdom of Crowds)

"PREDICTABLY IRRATIONAL is a scientific but imminently readable and decidedly insightful look into why we do what we do every day...and why, even though we 'know better,' we may never change." (Wenda Harris Millard, President, Media, Martha Stewart Living Omnimedia)

"Ariely's intelligent, exuberant style and thought-provoking arguments make for a fascinating, eye-opening read." (Publishers Weekly)

"PREDICTABLY IRRATIONAL is a charmer-filled with clever experiments, engaging ideas, and delightful anecdotes. Dan Ariely is a wise and amusing guide to the foibles, errors, and bloopers of everyday decision-making." (Daniel Gilbert, Professor of Psychology, Harvard University and author of Stumbling on Happiness)

"Dan Ariely's ingenious experiments explore deeply how our economic behavior is influenced by irrational forces and social norms. In a charmingly informal style that makes it accessible to a wide audience, PREDICTABLY IRRATIONAL provides a standing criticism to the explanatory power of rational egotistic choice." (Kenneth Arrow, Nobel Prize in Economics 1972, Professor of Economics Stanford University)

"After reading this book, you will understand the decisions you make in an entirely new way." (Nicholas Negroponte, founder of MIT's Media Lab and founder and chairman of the One Laptop per Child non-profit association)

"The most difficult part of investing is managing your emotions. Dan explains why that is so challenging for all of us, and how recognizing your built-in biases can help you avoid common mistakes." (Charles Schwab, Chairman and CEO, The Charles Schwab Corporation)

Présentation de l'éditeur

  • Why do our headaches persist after taking a one-cent aspirin but disappear when we take a 50-cent aspirin?
  • Why does recalling the Ten Commandments reduce our tendency to lie, even when we couldn't possibly be caught?
  • Why do we splurge on a lavish meal but cut coupons to save twenty-five cents on a can of soup?
  • Why do we go back for second helpings at the unlimited buffet, even when our stomachs are already full?
  • And how did we ever start spending $4.15 on a cup of coffee when, just a few years ago, we used to pay less than a dollar?

When it comes to making decisions in our lives, we think we're in control. We think we're making smart, rational choices. But are we?

In a series of illuminating, often surprising experiments, MIT behavioral economist Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. Blending everyday experience with groundbreaking research, Ariely explains how expectations, emotions, social norms, and other invisible, seemingly illogical forces skew our reasoning abilities.

Not only do we make astonishingly simple mistakes every day, but we make the same types of mistakes, Ariely discovers. We consistently overpay, underestimate, and procrastinate. We fail to understand the profound effects of our emotions on what we want, and we overvalue what we already own. Yet these misguided behaviors are neither random nor senseless. They're systematic and predictable—making us predictably irrational.

From drinking coffee to losing weight, from buying a car to choosing a romantic partner, Ariely explains how to break through these systematic patterns of thought to make better decisions. Predictably Irrational will change the way we interact with the world—one small decision at a time.

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Format: Relié Achat vérifié
Ce livre décrit une série d'expériences qui remettent en question les présupposés économiques habituels : homo oeconomicus, maximisateur d'utilité, parfaitement informé, etc. Dan Ariely met en évidence des effets étonnants :
- un placebo cher peut être plus efficace qu'un placebo bon marché
- une première impression (lecture des 10 commandements, ou des derniers chiffres du N° de Sécu) peut influencer durablement nos préférences par la suite
- nous sommes particulièrement sensibles aux options ou aux produits gratuits, ainsi qu'aux produits dont les caractéristiques sont facilement comparables

Cependant, au long du livre, un même défaut revient régulièrement. L'auteur affirme explicitement "le choix rationnel aurait été ceci..."; puis il montre que le comportement des individus diffère de ce choix; et par conséquent il suggère des mesures correctrices. Par exemple, les gens ont tendance à ne pas respecter certaines "bonnes résolutions" : épargner, arrêter de fumer, manger moins gras. D'où l'intérêt de mettre en place une épargne automatique sur le bulletin de salaire, l'interdiction de fumer dans les lieux publics, l'interdiction des acides gras trans, etc. Le problème est que dire "voici ce qui serait rationnel" est un jugement de valeur très subjectif. Epargner c'est bien, mais consommer a ses avantages aussi; fumer c'est "cool"; et les frites, c'est bon! Dan Ariely émet des jugements de valeur un peu rapidement sur certains sujets.
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I bought this book after reading "Thinking fast and slow" as I got the bug of behavioral economics and decision making under uncertainty.
The author describes his experiments throughout the book but jumps quickly to conclusions and recommendations as if his experiments can be straightforwardly applied to real life. I very much doubt it. We don't live in a world with simple relationship between things. Where is the power of context? It is much more complex than that. We live in an Extremistan (see Tabled book Black Swan)
Academics tends to see the world from their comfortable seat and provide a biased view on what's going on in real life. Chapter 9 "keeping doors open" is perfect illustration of a recommendation fit for all. How can Mr Ariely explain to an entrepreneur or a business man to shut doors? Well he can if we live in a world with only known knows, with simple and straightforward cause-effect relationships.
The world is full of randomness, closing doors means being less exposed to positive events. This being said, a focus is essential sometimes but focusing every time is not an option (I would definitely shut this door though)
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L'hypothèse de base de l'économie est "l'agent économique fait des choix rationnels afin de maximiser son utilité".

Ainsi, l'économie ne reste qu'une modélisation, à savoir une représentation simplifiée et incomplète. Ici, Ariely se concentre sur l'écart entre le comportement prévu par le modèle et la réalité : quand nous sommes-nous irrationnels dans nos décisions ? Quand ne maximisons nous pas notre utilité ? Qui plus est, nous tendons à être systématiquement irrationnel, voire prévisiblement irrationnel.

Les nombreuses expériences menées apportent des enseignements riches pour des actions sales & marketing efficaces, comme par exemple sur la puissance du gratuit. A savoir, à budget égal, il sera probablement plus efficace d'offrir des produits gratuits que d'offrir des produits partiellement remisés.

Ariely se place là où l'économie, plus spécifiquement "behavorial economics", rejoint la psychologie sociale / cognitive. Très intéressant. Et facile à lire. Une excellente lecture.
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Many decisions that we make in our daily lives seem quite irrational when analyzed dispassionately and coolly in terms of whether those decisions make any economic sense or are they beneficial to us in some other way. And yet, those irrational decisions are not completely random, but there is some reason to their madness. The part of psychology that deals with this "irrationality" in marketplace is referred to as behavioral economics, and this research field has had a great impact on our understanding of how markets work and has been the major intellectual and empirical driving force away from the idealized rational agents of classical economic theory.

Behavioral economics is also the main subject of this eminently readable and entertaining book. In it the author, Dan Ariely, takes the reader on a tour of various ingenious and insightful psychological experiments that shed some light on the way we make economic decisions. The sorts of experiments described - from drinking various beers at restaurant, selling and buying tickets for a favorite sports team, to cheating in various situations when money or products are at stake - are all very relevant to everyday life. Ariely is also a very engaging writer and the book has a very strong personal feel. However, this overly personal approach can get to be a bit distracting at times. It would have been helpful if the author used examples from other researchers in the field or at least tried to show how his own research fits within some larger picture or framework. As it is, the reader almost gets the impression that Ariely has single-handedly come up with the ideas and concepts that are presented in this book.
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