![]() ![]() He then expands on the idea of relativity, presenting evidence for how humans anchor to initial prices and use these first impressions as a reference point for future similar items this influences subsequent decisions (an idea known as arbitrary coherence). Ariely suggests people’s decisions are based on an item’s comparability-or relativity-to other items. Chapters 1 and 2 explore one such influence: the human lack of an internal meter for evaluating an item’s worth. The latter edition is the basis for this guide.įollowing the Introduction, Ariely details the various influences on human behavior as well as how a person might overcome some of these forces. ![]() While the book was originally written in 2008, Ariely published a revised and expanded edition in 2010 with Harper Perennial. ![]()
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