Decision Making/Framing

Essay by LeandraUniversity, Bachelor'sA+, May 2005

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Millhouse's Decision

Decisions are affected by one's desires, one's motivations and the perception of our surroundings based on others and our past experiences. Milhouse's decision was influenced by such factors. His decision was shaped by the description pitched to him by the salesman. The salesman indicated that this additional part was almost absolutely necessary to ensure the highest quality product and resulting success for the company. In conjunction with this plea of necessity in terms of quality performance, the salesman continued his pitch by stating that not only was this part a great and necessary addition to complement the current equipment, but it was also a great value when thought of in long-term payment opportunities. He was honest about the steep price but was very wise in his presentation of the price by stating that it cost less to purchase this product on a daily comparison of the total price, carefully not mentioning the payment period, than purchasing a soda or refreshment.

He was successful in pleading his case and his efforts and method of presentation of his product sealed the deal and Milhouse was convinced that this deal was a great value and a healthy business decision.

Decision framing is the decision maker's notion of the acts, results and consequences in a particular choice or decision. The shape of scenario or the individual's perception of the scenario will greatly affect a decision. If the salesman for example did not have that payment plan option, the additional part may not sound like such a great value in one lump sum or two mere payments. The alteration of Milhouse's concept of the part will substantially change as the deal no longer sounds as fruitful as in the initial conversation with the salesman. In reality the price has not...



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