F irst impressions – so seductive and powerful. Sometimes our gut is right on the money. But then it can leave us feeling like our friend above. We’ve heard it often enough: “sleep on it.” For the big decisions, it’s wise counsel.
…primary bias is the tendency to remember the first piece of information we encounter better than information presented later on.
I walked-in for an assessment at an inpatient substance use treatment facility 40 years ago…
The counselor and I got on well and took care of business.
The moment arrived when she asked me to stay for the four week program. I said, “Let me sleep on it,” knowing I’d likely come back. Fearing the worst, she turned up the heat. I left, and returned first thing in the morning.
According to recent scientific evidence, my “sleep on it” decision was spot on.
Intro
If you’ve hung around here at all, you know I’m always looking for interesting and helpful info to share. Well, I found some fresh goods several days ago on Duke Today, the university’s news site.
“Yet Another Reason Why You Should Sleep on it Before Making an Important Decision,” authored by science writer R.A. Smith, details research published several weeks ago in the 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 study mechanics
In addressing the question, the team decided to use an imaginary garage sale. In a series of online experiments, study participants were asked to look through virtual boxes of unwanted goods for items to include in the sale.
Most of the goods inside each box weren’t worth much. However, the team mixed-in a few special items of greater value.
Motivation
To provide motivation for figuring out which boxes were most valuable, the participants earned real cash based on the boxes they chose.
But what they didn’t know was, the combined total value of the 20 items in each box was the same. It was the sequence of the “junk” versus the “gems” that varied.
To fuel the deception, the valuable items were placed at the top of the boxes, making them an easy spot. But other boxes had their valuable items clustered in the middle, at the bottom, and intermixed.
Sleeping on it
Once the boxes were opened, the participants were asked to estimate the value of each item and choose their favorites. Some participants judged the boxes immediately, but others “slept on it” and decided the next day.
Findings
It didn’t take long for the team to notice a pattern. When the participants had to make a decision right away, they tended to remember and judge boxes not by the entirety of their contents, but the first few items they came across.
Lead study 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 pick that box instead of one with the cheap stuff on top.
But there’s more. Not only did the participants consistently go for the boxes that “started strong,” they tended to overestimate their value – to the tune of 10%.
What is primary bias?
“Okay, primary bias – so when it’s time for a decision, I need to be aware and disciplined so I don’t impulsively make it based on initial input.”
According to Dr. Sinclair, we’ve just reviewed an example of a psychological phenomenon called primary bias.
Simply, primary bias is the tendency to remember the first piece of information we encounter better than information presented later on.
So as it applies to the study participants, 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 recall specifics when asked which items in these preferred boxes were the “treasures.”
Finally, participants who weren’t asked to decide until the next day – neutralizing primary bias – were less likely to fall into the traps.
Sinclair observed, “They made more rational choices, equally favoring boxes with clusters of valuable items at the beginning, middle, or end.”
In the moment vs. long-term
Team member Dr. Alison Adcock, MD, PhD stated, “Judging from first impressions may actually be a good thing for choices 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 need to rely on first impressions as you zip through the trailers and reviews to make a decision.
But now it’s time to decide which specialist you’ll call upon to treat your recently diagnosed chronic illness – what will be a long-term relationship. According to Dr. Sinclair, “…there’s wisdom in sleeping on it before making a decision.” And just one night may not cut it.
Dr. Alcock wraps it up…
This is an exciting first look at how our brains summarize a rewarding experience, When it’s over, our brain knits it all together in memory to help us make better choices – and that neat trick happens overnight.
It is a neat trick, isn’t it.
The only way to go
Those first impressions – so seductive and powerful. Sure, there’s 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’s scientifically proven, sleeping on it is the only way to go.
Have at the original: “Yet Another Reason Why You Should Sleep on it Before Making an Important Decision”
And those Chipur info and inspiration articles: review all of the titles or by category below.
After a decades-long battle with panic, generalized anxiety, fluctuating moods, 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 hit grad school and earned his counseling credentials. And he continues his service through Chipur and other projects.