Affect techniques have been used in interventions that provokefeelings terjemahan - Affect techniques have been used in interventions that provokefeelings Bahasa Indonesia Bagaimana mengatakan

Affect techniques have been used in

Affect techniques have been used in interventions that provoke
feelings that directly motivate automatic approach responses. Bertrand,
Karlan, Mullainathan, Shafir, and Zinman (2010) cued impulsive
purchase in a field experiment in South Africa, which
varied the price and creative content of loan offers made to former
clients of a subprime consumer lender. In particular, beautiful
smiling female photo on the letter describing the loan offer significantly
increased demand by as much as a 25% reduction in the
loan’s interest rate. The photo is irrelevant to the expected financial
outcomes in this instrumental task. However, the photo creates
an approach action toward the associated state (the loan offer), and
thus, biases decision making, because the latter becomes a predictor
of positive reward (feeling of attraction).
Ego techniques use state cues associated with rewarding outcomes
such as positive self-image and feeling of self-enhancement (selfworth),
which instigate automatic approach actions, partly because
humans are attuned to cues indicating reputational consequences of
behavior (Haley & Fessler, 2005). For example, introducing school
uniforms (cues for social status and self-worth) in a large urban school
district improved attendance rates, as students are more likely to
“approach” the school when it became a “state” predictive of social
status (Gentile & Imberman, 2009). In another intervention, exposure
to favorable ego characteristics of people who exercise (e.g., appearance,
health, energy, achievements, or relationships) increased exercise
participation (Ouellette et al., 2005). In this case, the gym is
“approached” because it becomes a cue (conditioned stimulus) associated
with rewarding status-related outcomes (unconditioned stimuli).
In addition, increased vigor of exercise is achieved via the general
Pavlovian-Instrumental transfer mechanism when people are already
habitually exercising.
Avoidance. Techniques such as defaults, affect, and ego, have
been used to motivate avoidance actions in response to information
about states predicting aversive outcomes. Defaults have been
mostly used in interventions changing financial behaviors, when
the default is to automatically enroll employees in their pension
plan, about three-quarters tend to retain both the default contribution
rate and the default asset allocation; also, introducing a participation
default can increase participation rates among new employees
by more than 50% (Choi, Laibson, Madrian, & Metrick,
2002, 2003; Madrian & Shea, 2001; Thaler & Benartzi, 2004).
Such powerful effects of defaults on behavior have been observed
in a wide range of other settings like organ donation decisions
(Abadie & Gay, 2006; Johnson & Goldstein, 2003), choice of car
insurance plan (Johnson, Hershey, Meszaros, & Kunreuther,
1993), car option purchases (Park, Jun, & MacInnis, 2000), consent
to receive e-mail marketing (Johnson, Bellman, & Lohse,
2002), employees’ contributions to health care flexible-spending
accounts (Schweitzer, Hershey, & Asch, 1996), and vaccination
and HIV testing for patients and health care workers (Halpern,
Ubel, & Asch, 2007). Such effects are most likely caused by
automatic avoidance of actions that result in aversive outcomes
such as immediate opting-out costs or effort (made salient by
human tendency to overvalue the present), which leads to procrastination
(Johnson & Goldstein, 2003; Laibson, 1997; O’Donoghue
& Rabin, 1999; Samuelson & Zeckhauser, 1988).
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Affect techniques have been used in interventions that provokefeelings that directly motivate automatic approach responses. Bertrand,Karlan, Mullainathan, Shafir, and Zinman (2010) cued impulsivepurchase in a field experiment in South Africa, whichvaried the price and creative content of loan offers made to formerclients of a subprime consumer lender. In particular, beautifulsmiling female photo on the letter describing the loan offer significantlyincreased demand by as much as a 25% reduction in theloan’s interest rate. The photo is irrelevant to the expected financialoutcomes in this instrumental task. However, the photo createsan approach action toward the associated state (the loan offer), andthus, biases decision making, because the latter becomes a predictorof positive reward (feeling of attraction).Ego techniques use state cues associated with rewarding outcomessuch as positive self-image and feeling of self-enhancement (selfworth),which instigate automatic approach actions, partly becausehumans are attuned to cues indicating reputational consequences ofbehavior (Haley & Fessler, 2005). For example, introducing schooluniforms (cues for social status and self-worth) in a large urban schooldistrict improved attendance rates, as students are more likely to“approach” the school when it became a “state” predictive of socialstatus (Gentile & Imberman, 2009). In another intervention, exposureto favorable ego characteristics of people who exercise (e.g., appearance,health, energy, achievements, or relationships) increased exerciseparticipation (Ouellette et al., 2005). In this case, the gym is“approached” because it becomes a cue (conditioned stimulus) associatedwith rewarding status-related outcomes (unconditioned stimuli).In addition, increased vigor of exercise is achieved via the generalPavlovian-Instrumental transfer mechanism when people are alreadyhabitually exercising.Avoidance. Techniques such as defaults, affect, and ego, havebeen used to motivate avoidance actions in response to informationabout states predicting aversive outcomes. Defaults have beenmostly used in interventions changing financial behaviors, whenthe default is to automatically enroll employees in their pensionplan, about three-quarters tend to retain both the default contributionrate and the default asset allocation; also, introducing a participationdefault can increase participation rates among new employeesby more than 50% (Choi, Laibson, Madrian, & Metrick,2002, 2003; Madrian & Shea, 2001; Thaler & Benartzi, 2004).Such powerful effects of defaults on behavior have been observedin a wide range of other settings like organ donation decisions(Abadie & Gay, 2006; Johnson & Goldstein, 2003), choice of carinsurance plan (Johnson, Hershey, Meszaros, & Kunreuther,1993), car option purchases (Park, Jun, & MacInnis, 2000), consentto receive e-mail marketing (Johnson, Bellman, & Lohse,
2002), employees’ contributions to health care flexible-spending
accounts (Schweitzer, Hershey, & Asch, 1996), and vaccination
and HIV testing for patients and health care workers (Halpern,
Ubel, & Asch, 2007). Such effects are most likely caused by
automatic avoidance of actions that result in aversive outcomes
such as immediate opting-out costs or effort (made salient by
human tendency to overvalue the present), which leads to procrastination
(Johnson & Goldstein, 2003; Laibson, 1997; O’Donoghue
& Rabin, 1999; Samuelson & Zeckhauser, 1988).
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Mempengaruhi teknik telah digunakan dalam intervensi yang memprovokasi
perasaan yang secara langsung memotivasi respon pendekatan otomatis. Bertrand,
Karlan, Mullainathan, Shafir, dan Zinman (2010) cued impulsif
pembelian dalam percobaan lapangan di Afrika Selatan, yang
bervariasi harga dan konten kreatif menawarkan pinjaman dibuat untuk mantan
klien dari pemberi pinjaman subprime konsumen. Secara khusus, indah
tersenyum foto perempuan pada surat menggambarkan menawarkan pinjaman secara signifikan
peningkatan permintaan sebanyak pengurangan 25% dalam
suku bunga kredit ini. Foto ini tidak relevan dengan keuangan yang diharapkan
hasil dalam tugas penting ini. Namun, foto menciptakan
suatu tindakan pendekatan terhadap negara terkait (tawaran pinjaman), dan
dengan demikian, pengambilan keputusan bias, karena yang terakhir menjadi prediktor
dari hadiah yang positif (perasaan tarik).
teknik Ego menggunakan isyarat negara terkait dengan hasil memuaskan
seperti positif citra diri dan perasaan diri tambahan (selfworth),
yang memicu tindakan pendekatan otomatis, sebagian karena
manusia selaras dengan isyarat yang menunjukkan konsekuensi reputasi dari
perilaku (Haley & Fessler, 2005). Misalnya, memperkenalkan sekolah
seragam (isyarat untuk status sosial dan harga diri) di sebuah sekolah kota besar
kabupaten ditingkatkan tingkat kehadiran, sebagai siswa lebih mungkin untuk
"pendekatan" sekolah ketika menjadi sebuah "negara" prediksi sosial
Status (Gentile & Imberman, 2009). Dalam intervensi lain, paparan
dengan karakteristik ego yang menguntungkan orang yang berolahraga (misalnya, penampilan,
kesehatan, energi, prestasi, atau hubungan) meningkat olahraga
partisipasi (Ouellette et al., 2005). Dalam hal ini, gym adalah
"mendekati" karena menjadi isyarat (AC stimulus) terkait
dengan status terkait hasil memuaskan (rangsangan bersyarat).
Selain itu, peningkatan kekuatan latihan dicapai melalui umum
mekanisme transfer Pavlov-Instrumental ketika orang sudah
biasa berolahraga.
Penghindaran. Teknik seperti default, mempengaruhi, dan ego, telah
digunakan untuk memotivasi tindakan penghindaran dalam menanggapi informasi
tentang negara memprediksi hasil permusuhan. Default telah
banyak digunakan dalam intervensi perubahan perilaku keuangan, ketika
default adalah untuk secara otomatis mendaftarkan karyawan dalam pensiun mereka
rencana, sekitar tiga-perempat cenderung untuk mempertahankan kedua kontribusi standar
tingkat dan alokasi aset default; juga, memperkenalkan partisipasi
standar dapat meningkatkan tingkat partisipasi antara karyawan baru
dengan lebih dari 50% (Choi, Laibson, Madrian, & Metrick,
2002, 2003; Madrian & Shea, 2001; Thaler & Benartzi, 2004).
efek kuat seperti default perilaku telah diamati
dalam berbagai pengaturan lainnya seperti keputusan donasi organ
(Abadie & Gay, 2006; Johnson & Goldstein, 2003), pilihan mobil
asuransi (Johnson, Hershey, Meszaros, & Kunreuther,
1993), pilihan mobil pembelian (Park, Juni, & MacInnis, 2000), persetujuan
untuk menerima e-mail pemasaran (Johnson, Bellman, & Lohse,
2002), kontribusi karyawan untuk perawatan kesehatan fleksibel-pengeluaran
rekening (Schweitzer, Hershey, & Asch, 1996) , dan vaksinasi
dan tes HIV untuk pasien dan petugas kesehatan (Halpern,
Ubel, & Asch, 2007). Efek tersebut kemungkinan besar disebabkan oleh
penghindaran otomatis tindakan yang mengakibatkan hasil permusuhan
seperti langsung biaya memilih fasilitas-out atau usaha (dibuat menonjol dengan
kecenderungan manusia untuk menilai terlalu tinggi saat ini), yang mengarah ke penundaan
(Johnson & Goldstein, 2003; Laibson, 1997; O'Donoghue
& Rabin, 1999; Samuelson & Zeckhauser, 1988).
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