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    Decision-Making: implications of framing our judgments to influence others. Moral?

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    Consider the following incident:

    You have recently been hired to a new organization and are sitting in to observe a meeting between one of your co-workers, Milhouse and a salesman who is trying to sell an additional part to a machine that your company recently purchased. The salesman is well into his routine, and has already gotten your co-worker to admit that a quality product is of utmost importance to the future of the company. The salesman approaches the topic of price with great skill. "Although this investment may seem substantial at first glance," he admits, "with our extended payment plan, this part will cost you less than 40 cents a day. Why, that's less than a can of soda! Wouldn't you say the future success of your organization is worth more than a daily can of soda?" Having never thought of it in just that way, Milhouse decides to purchase the part. (Adapted from: "Three Framed Victims", taken from Rhoades,K. Working Psychology, Retrieved at http://www.workingpsychology.com/index.html on July 15, 2003).

    In order to prepare for future situations in which you have to make decisions such as these you go back to your office to evaluate the decision and in particular to do the following:

    Frame Milhouse's decision.

    Provide an alternative frame for this situation and discuss how using the alternative frame could influence Milhouse's decision.

    What are the implications of framing on our judgments and our attempts to influence others? Are there any moral considerations? Why or why not?

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    Solution Preview

    1. How would you Frame Milhouse's decision.

    I think his reaction is understandable. Since the salesman already sold machines to the company, he has been trusted before. Milhouse probably used this trust as a reference for his decision unless it would be a careless move. Besides the salesman is sharing the same frequency with Milhouse and he adapted his behavioral nature. They have an effective communication. However having an utmost importance to the future of the company doesn't mean that he should buy the product immediately. Timing and budget availability are vital ...

    Solution Summary

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