Psychological Influences on Decision Making

We make thousands of decisions each day, though we may not always be consciously aware of each one. Many decisions seem straightforward—when to wake up, what to eat, what to wear, what activities to do—but research suggests that even simple decisions are influenced by other people and by the context in which the decisions are made. More significant decisions such as who we befriend, who we choose as a long-term partner, and what career we pursue are similarly influenced by psychological factors. ****

This course will separate the varied psychological factors that affect decisions into several categories. Some psychological factors are intrapersonal, meaning they occur in our own mind. These include cognitive factors such as schemas and attributions, and motivational factors such as the influence of psychological needs. Other factors are interpersonal, acknowledging that other people have powerful influences on our decisions. Another section focuses on the unique influence of group dynamics, suggesting our decisions are influenced by conformity, groupthink, and group polarization. Finally, we cover intergroup influences on decision making, such as prejudice and discrimination.

The goal of this course is to introduce you to the many psychological influences on decision making. Knowing more about the psychological factors underlying decision making will help you make more informed decisions and help you analyze how other people make decisions and the factors that contribute to those decisions. If you are an employee, this course can help you understand how your supervisor makes decisions and how you can affect those decisions. If you are a parent, the course can help you better understand the factors that affect your children’s decision making and perhaps help you shape their decision making. A better understanding of the psychological influences on decision making can help improve decision making in personal and professional lives.

Cognitive Influences on Decision Making

Schemas

Heuristics and Biases

Attribution

Affect and Decision Making

Attitudes and Decisions

Motivational Influences on Decision Making

Impressions and Decisions

Need for Affiliation

Need for Consistency

Influence of Other Individuals on Decision Making

Arguments and Persuasion

Compliance and Obedience

Influence of Groups on Decision Making

Conformity

Groupthink

Group Polarization

Deindividuation

Intergroup Influences on Decision Making

Stereotypes

Prejudice

Discrimination