The Presenter’s Paradox
نویسندگان
چکیده
This analysis introduces the Presenter’s Paradox. Robust findings in impression formation demonstrate that perceivers’ judgments show a weighted averaging pattern, which results in less favorable evaluations when mildly favorable information is added to highly favorable information. Across seven studies, we show that presenters do not anticipate this averaging pattern on the part of evaluators and instead design presentations that include all of the favorable information available. This additive strategy (“more is better”) hurts presenters in their perceivers’ eyes because mildly favorable information dilutes the impact of highly favorable information. For example, presenters choose to spend more money to make a product bundle look more costly, even though doing so actually cheapened its value from the evaluators’ perspective (study 1). Additional studies demonstrate the robustness of the effect, investigate the psychological processes underlying it, and examine its implications for a variety of marketing contexts.
منابع مشابه
Bertrand’s Paradox Revisited: More Lessons about that Ambiguous Word, Random
The Bertrand paradox question is: “Consider a unit-radius circle for which the length of a side of an inscribed equilateral triangle equals 3 . Determine the probability that the length of a ‘random’ chord of a unit-radius circle has length greater than 3 .” Bertrand derived three different ‘correct’ answers, the correctness depending on interpretation of the word, random. Here we employ geomet...
متن کاملDesign of Shadows on the OHP Metaphor-Based Presentation Interface Which Visualizes a Presenter's Actions
We describe the design of shadows of an overhead projector (OHP) metaphor-based presentation interface that visualizes a presenter’s action. Our interface work with graphics tablet devices. It superimposes a pen-shaped shadow based on position, altitude and azimuth of a pen. A presenter can easily point the slide with the shadow. Moreover, an audience can observe the presenter’s actions by the ...
متن کاملParadox in the Poetry of Hazin-e Lahiji
Paradox is one of the literary techniques in the poetry of the Safavid poets. Hazin-e Lahiji, like so many other poets of that age, employed this technique in his pursuit and showed that "unfamiliar meaning". Paradox is used in the poetry of Hazin-e Lahiji for the purpose of defamiliarization and exoticism. The poet in order to create new implications and subtle and insightful points and also t...
متن کاملذخیره در منابع من
با ذخیره ی این منبع در منابع من، دسترسی به آن را برای استفاده های بعدی آسان تر کنید
عنوان ژورنال:
دوره شماره
صفحات -
تاریخ انتشار 2012