Decision Fatigue
READING PASSAGE 2
You should spend about 20 minutes on Questions 14–26, which are based on Reading Passage 2 below.
Decision Fatigue
‘Decision fatigue’ helps explain why ordinarily sensible people avoid making decisions or are easily persuaded to make the wrong decisions when they are tired. Yet few people are conscious of it, and researchers are only beginning to understand why it happens.
A
No matter how rational people try to be, they can’t make decision after decision without paying a biological price. This ‘decision fatigue’ is different from ordinary physical fatigue. People are not conscious of being tired, but nevertheless they are low on energy. The more choices one makes throughout the day, the harder it becomes for the brain, and eventually it looks for shortcuts: either to act impulsively instead of expending the energy to think through the possible results, or the ultimate energy saver: do nothing. Avoiding a decision often creates bigger problems in the long run, but for the moment it eases the mental strain.
B
Decision fatigue involves a phenomenon called ego depletion, a term coined by social psychologist Roy F. Baumeister. His research demonstrated that there is a finite store of mental stamina for exerting
self-control. For example, when people fended off the temptation to eat freshly baked biscuits, they were then less able to resist other temptations. When they tried to resist the urge to cry during a sad movie, afterwards they gave up more quickly on tasks requiring self-discipline, such as working on a geometry puzzle. The experiments confirmed the 19th-century notion of willpower being like a muscle that became tired with use; something which could be conserved by avoiding temptation.
C
Decision fatigue leaves people vulnerable to marketers who know how to time their sales, as Jonathan Levav demonstrated. He visited a tailor to have a suit made for his wedding and began going through the choices of fabric, buttons, and so forth, and when he got through the third pile of fabric samples, Levav recalls, “I couldn’t tell the choices apart anymore. After a while my only response to the tailor became, ‘What do you recommend?’” Levav put the experience to use in an experiment conducted at German car dealerships, where real customers had to choose among four styles of gearshift knobs, 25 configurations of the engine and gearbox, and a palette of 56 colors for the interior. As they started picking features, customers would carefully weigh the choices, but as decision fatigue set in they would start settling for the default option. By manipulating the order of the car buyers’ choices, the researchers found that customers would end up paying more.
D
Similarly, sweet snacks are featured prominently at cash registers at most supermarkets. With their willpower reduced after shopping, people are especially vulnerable to sweet drinks and snacks. While supermarkets figured this out a long time ago, only recently did researchers discover why. Baumeister’s research team tested the notion that people could build up willpower by first indulging in pleasure. They found that a delicious, thick milkshake strengthened willpower by helping people perform better than expected on their next task. However, the experiment also included a control group who drank a tasteless low-fat dairy beverage. It provided them with no pleasure, yet it produced similar improvements in
willpower. The researchers concluded that it was the glucose in the drink, not the pleasure, that boosted willpower.
E
This has significant implications for the legal system. Judges make dozens of rulings a day, and research shows that their decisions vary depending on the time of day. Early in the morning, judges are more likely to grant parole, but as the day wears on and decision fatigue sets in, they become more likely to deny it. In one study, the likelihood of a favorable ruling dropped from about 65% at the beginning of a session to nearly zero just before a break. After a food break, the rate shot back up to 65%. This suggests that mental fatigue, and perhaps low blood sugar, plays a major role in judicial decisions.
F
So what can be done to combat decision fatigue? Experts suggest making important decisions early in the day when willpower is strongest. They also recommend simplifying choices where possible. For instance, Barack Obama and Mark Zuckerberg are known for wearing the same type of outfit every day to reduce the number of trivial decisions they have to make. Another strategy is to establish routines and habits, which automate behavior and conserve mental energy for more critical tasks. Finally, ensuring regular breaks and maintaining stable blood sugar levels through healthy snacks can help replenish mental stamina.
Questions 14–20
Reading Passage 2 has six paragraphs, A–F.
Which paragraph contains the following information?
Write the correct letter, A–F, in boxes 14–20 on your answer sheet.
NB You may use any letter more than once.
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a reference to a famous person who minimizes daily choices
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an explanation of why people might act impulsively when tired
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a description of an experiment involving car purchases
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a mention of the original concept of willpower as a muscle
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a suggestion about the timing of important decisions
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a reference to the impact of decision fatigue on legal outcomes
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an example of how marketers exploit decision fatigue
Questions 21–26
Complete the sentences below.
Choose NO MORE THAN TWO WORDS from the passage for each answer.
Write your answers in boxes 21–26 on your answer sheet.
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Decision fatigue is distinct from normal physical __________.
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When suffering from decision fatigue, the brain may look for __________ to save energy.
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Roy F. Baumeister described the limited supply of mental stamina as __________.
-
In the car dealership experiment, customers eventually chose the __________ option due to fatigue.
-
Supermarkets place sweet snacks near the checkout because shoppers’ __________ is reduced.
-
The study on judges showed that favorable rulings increased significantly after a __________.
G
“Good decision-making is not a trait of the person,” Baumeister says. “It’s a state that fluctuates.” His studies show that people with the best self-control are the ones who avoid temptations, and who establish habits that eliminate the mental effort of making choices. Instead of counting on willpower all day, they conserve it so that it’s available for important decisions. “Even the wisest people won’t make good choices when they’re not rested and their glucose is low,” Baumeister notes. If a decision must be made late in the afternoon or in the evening, they know not to do it on an empty stomach. The best decision-makers, according to Baumeister, “are the ones who know when not to trust themselves.”
Questions 14–19
Reading Passage 2 has seven sections, A–G.
Which section contains the following information?
Write the correct letter, A–G, in boxes 14–19 on your answer sheet.
14 research in which two substances that tasted alike had different effects on the subjects 15 an instance where controlling emotions while viewing something upsetting led to a lack of perseverance in other activities 16 an explanation of why it is important to eat something before making a decision at the end of the day 17 a reference to a researcher who was not initially convinced of the effect of glucose 18 an account of research that mirrored an experience the researcher had in his personal life 19 an example of how the location of products in a shop can be used to take advantage of ‘decision fatigue’
Questions 20–22
Complete the summary below.
Choose ONE WORD ONLY from the passage for each answer.
Write your answers in boxes 20–22 on your answer sheet.
The biological price of decision-making
Even when people attempt to be 20 __________, they experience ‘decision fatigue’ if they make several decisions in a row. They are not aware of how 21 __________ they are, but it is increasingly more difficult for their brains to make decisions as the day progresses. After making many decisions in one day, the brain seeks 22 __________ in order to conserve energy. The person may fail to consider the consequences of their decision or not make a decision at all. Avoiding decisions reduces the immediate strain but can cause difficulties later.
Questions 23–26
Look at the following statements (Questions 23–26) and the list of researchers below.
Match each statement with the correct researcher, A, B or C.
Write the correct letter, A, B or C, in boxes 23–26 on your answer sheet.
NB You may use any letter more than once.
23 The energy people have for exercising willpower is limited. 24 Even an unpleasant substance had a positive effect on willpower. 25 People’s responses to images changed after having to exercise self-control. 26 Glucose levels directly affect the brain’s ability to resist temptation.
List of Researchers
A Roy F. Baumeister B Jonathan Levav C Todd Heatherton
26 The sequence of options presented to consumers could be used to the consumers’ disadvantage.
List of Researchers
A Roy F. Baumeister B Jonathan Levav C Todd Heatherton
Answer Key
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