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The Strategic Management of Irrationality
內容大綱
A large body of research shows that people prefer 'smaller, sooner' payoffs to 'larger, later' payoffs when the smaller payoffs are imminent, i.e. when the 'sooner' of the 'smaller' is pretty close to 'right now'. However, when both payoffs are distant in the future, people tend to prefer the larger payoff, even though the time lag from the smaller to the larger payoff would be the same as before. In other words, something, somewhere makes people 'flip' their preferences. The author argues that this human tendency - called Hyperbolic Discounting -- is equally prevalent in senior management teams, and that it manifests itself in various types of behavior, including 'itches', addictions, delusions, sellouts and 'Utopian dystopias'.