F First impressions: so seductive and powerful. Sometimes our instinct is right. But then it can make us feel like our friend upstairs. We’ve heard it quite often: “don’t hesitate.” For big decisions, it is wise advice.
…primary bias is the tendency to remember the first information we encounter better than information presented later.
I arrived for evaluation at an inpatient substance use treatment center 40 years ago…
The counselor and I got along well and took care of business.
The time came when he asked me to stay for the four-week program. I said, “Let me think about it,” knowing he would probably come back. Fearing the worst, he raised the temperature. I left and came back first thing in the morning.
According to recent scientific evidence, my decision to “sleep” was correct.
Introduction
If you’ve been around here, you know that I’m always looking for interesting and useful information to share. Well, several days ago I found some fresh products on Duke Today, the university’s news site.
“Yet another reason why you should think before making an important decision,” written by science writer RA Smith, details research published several weeks ago in the journal Journal of Experimental Psychology.
The study team began their work with this in mind: “Is it better to start strong with a good first impression or end on a good note?”
The mechanics of the study.
When addressing the question, the team decided to use an imaginary garage sale. In a series of online experiments, study participants were asked to search virtual product boxes for unwanted items to include in the sale.
Most of the goods inside each box were not worth much. However, the team mixed in some special, higher-value items.
Motivation
To motivate them to find out which boxes were most valuable, participants won real money based on which boxes they chose.
But what they didn’t know was that the combined total value of the 20 items in each box was the same. What varied was the sequence between “trash” and “jewels.”
To fuel the deception, valuable items were placed on top of the boxes, making them an easy spot. But other boxes had their valuables grouped in the middle, at the bottom, and intermingled.
sleeping on it
Once the boxes were opened, participants were asked to estimate the value of each item and choose their favorites. Some participants judged the boxes immediately, but others “slept” and decided the next day.
Recommendations
It didn’t take long for the team to notice a pattern. When participants had to make an immediate decision, they tended to remember and judge the boxes not by their entire contents, but by the first items they encountered.
The study’s lead author, Dr. Allie Sinclair, PhD, observed, “We found that people are strongly biased by first impressions.”
And the first impressions available were the “treasures” at the top of the box. Participants were more likely to choose that box rather than one with cheap stuff on it.
But there is more. Not only did participants consistently choose the squares that “started strong,” but they tended to overestimate their value, to the tune of 10%.
What is primary bias?
“Okay, primal bias, so when it comes time to make a decision, I have to be aware and disciplined to not make it impulsively based on initial information.”
According to Dr. Sinclair, we have just reviewed an example of a psychological phenomenon called primary bias.
Simply put, primary bias is the tendency to remember the first information we encounter better than information presented later.
So, as far as the study participants were concerned, primary bias prevented them from comparing the boxes rationally and even led them to believe that some boxes were more valuable than they really were.
At the same time, ironically, they were less able to remember specific details when asked which items in these preferred boxes were the “treasures.”
Finally, participants who were not asked to decide until the next day (neutralizing primary bias) were less likely to fall for the traps.
Sinclair observed: “They made more rational decisions, equally favoring boxes with groups of valuable items at the beginning, middle or end.”
In the moment versus long term
Team member Dr. Alison Adcock, MD, PhD, said, “Judging by first impressions can be a good thing for making decisions in the moment.”
So let’s say you have three movies on your viewing short list for the evening, but you only have time for one. You should rely on first impressions as you review trailers and reviews to make a decision.
But now it’s time to decide which specialist you’ll turn to to treat your newly diagnosed chronic illness – which one will be a long-term relationship. According to Dr. Sinclair, “…it is wise to think before making a decision.” And one night may not be enough.
Dr. Alcock concludes…
This is an exciting first look at how our brain summarizes a rewarding experience. When it’s over, our brain puts it all together in memory to help us make better decisions, and that neat trick happens overnight.
It’s a good trick, isn’t it?
The only way to go
Those first impressions: so seductive and powerful. Sure, there is a time and a place for them. But we need to have the awareness and discipline to resist temptation when it comes to decisions with long-term impact.
It is scientifically proven that sleeping on it is the only way to go.
Have in the original: “Another reason why you should think before making an important decision“
And those inspirational and informative articles from Chipur – check out all titles or by category below.
After a decades-long battle with panic, generalized anxiety, mood swings and alcohol dependence; Bill finally found his life’s passion and work: lending a hand to those in the same boat. At age 49 he entered graduate school and earned his counseling credentials. And he continues his service through Chipur and other projects.
