A IRRACIONALIDADE NA TOMADA DE DECISÃO: UMA ABORDAGEM SOBRE OS EFEITOS CHAMARIZ E ÂNCORA

Abstract

Several models and neoclassical economic theories are based on the principles of rationality of individuals. However, many studies have shown how these principles can be flawed in numerous contexts. This research aimed to contribute to this literature by developing an experiment conducted with undergraduate students , testing applications of rationality biases, known as Decoy Effect and Anchor Effect . We analyzed 142 questionnaires that apparently sought to profile the students by asking questions about their preferences for job opportunities by analyzing various aspects (remuneration, stability, workload and chances of professional growth ). Throughout the issues, however, decoys and anchors were inserted . As a result, we found that when looking for a job , most students predominantly valued the chances of professional growth and the remuneration offered by the job , while the workload was the attribute less weight ed in their decisions. While the rest of their responses were quite consistent with the outlined profile, the bias of rationality proved influential. The decoys used led to changes in responses 7 - 8%, while the use of anchors have been shown to influence the minimum amount by which the re spondents would accept a paid service, violating the principles of rationality.

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