Digital Commons Network^™

When Less Is More: Evolutionary Origins Of The Affect Heuristic, Jerald D. Kralik, Eric R. Xu, Emily J. Knight, Sara A. Khan, William J. Levine

Dartmouth Scholarship

The human mind is built for approximations. When considering the value of a large aggregate of different items, for example, we typically do not summate the many individual values. Instead, we appear to form an immediate impression of the likeability of the option based on the average quality of the full collection, which is easier to evaluate and remember. While useful in many situations, this affect heuristic can lead to apparently irrational decision-making. For example, studies have shown that people are willing to pay more for a small set of high-quality goods than for the same set of high-quality goods …

Unfakeable Facial Configurations Affect Strategic Choices In Trust Games With Or Without Information About Past Behavior, Constantin Rezlescu, Brad Duchaine, Christopher Y. Olivola, Nick Chater

Dartmouth Scholarship

Background:

Many human interactions are built on trust, so widespread confidence in first impressions generally favors individuals with trustworthy-looking appearances. However, few studies have explicitly examined: 1) the contribution of unfakeable facial features to trust-based decisions, and 2) how these cues are integrated with information about past behavior.

Methodology/Principal Findings:

Using highly controlled stimuli and an improved experimental procedure, we show that unfakeable facial features associated with the appearance of trustworthiness attract higher investments in trust games. The facial trustworthiness premium is large for decisions based solely on faces, with trustworthy identities attracting 42% more money (Study 1), and remains …