CET-6 Listening Lectures: The Decoy Effect and the Hawthorne Studies

Recording One.

錄音一。

Today I want to show you how a single useless option can change what you buy.

今天我想讓大家看看，一個沒用的選項怎麼改變你買的東西。

Economists call it the decoy effect.

經濟學家稱之為誘餌效應。

The economist Dan Ariely once tested it with a magazine advertisement.

經濟學家Dan Ariely曾用一則雜誌廣告做過實驗。

Readers could buy the online edition for fifty-nine dollars,

讀者可以花五十九美元買網路版，

the print edition for a hundred and twenty-five,

花一百二十五美元買紙本，

or print and online together — also for a hundred and twenty-five!

或是紙本加網路版——也是一百二十五美元！

Nobody chose print only. Why would they?

沒有人只選紙本。誰會選呢？

But eighty-four percent of his students chose the combined offer!

但他的學生中有百分之八十四選了組合方案！

Then he removed the print-only option, which nobody wanted.

接著，他拿掉了沒人要的純紙本選項。

Suddenly, most students chose the cheaper online edition instead!

突然間，大多數學生都改選了比較便宜的網路版！

The useless option made the combined offer look like a bargain.

那個沒用的選項讓組合方案看起來很划算。

So when a choice feels obvious, ask yourself who designed it.

所以，當一個選擇看起來理所當然時，問問自己是誰設計的。

Questions sixteen to eighteen are based on the recording you have just heard.

第16題到第18題根據你剛才聽到的錄音。

Question sixteen. What is the lecture mainly about?

第16題。這段講座主要在講什麼？

Question seventeen. What happened when the print-only option was removed?

第17題。拿掉純紙本選項後發生了什麼事？

Question eighteen. What does the speaker advise listeners to do?

第18題。說話者建議聽眾怎麼做？

Recording Two.

錄音二。

In the 1920s, researchers visited a factory near Chicago called the Hawthorne Works.

1920年代，研究人員來到芝加哥附近一座名叫Hawthorne Works的工廠。

They wanted to know whether better lighting made workers more productive.

他們想知道照明變好，工人會不會更有效率。

When they made the lights brighter, output went up.

他們把燈調亮時，產量增加了。

But when they made the lights dimmer, output went up again!

可是把燈調暗時，產量又增加了！

Even the group whose lighting never changed worked harder.

就連照明從沒改變的那一組也更努力了。

One explanation is that the workers knew they were being studied.

一種解釋是，工人知道自己正在被研究。

The attention itself, not the light, changed their behaviour.

改變他們行為的是被關注本身，而不是燈光。

Today, many researchers think the effect was weaker than first reported.

如今，許多研究人員認為這個效應比最初報導的弱。

But it still reminds scientists to be careful when people know they're being watched.

但它仍提醒科學家，當人們知道自己被觀察時要特別小心。

Questions nineteen to twenty-one are based on the recording you have just heard.

第19題到第21題根據你剛才聽到的錄音。

Question nineteen. What did the researchers want to find out?

第19題。研究人員想知道什麼？

Question twenty. What happened when the lights were made dimmer?

第20題。把燈調暗後發生了什麼事？

Question twenty-one. What do many researchers think about the effect today?

第21題。如今許多研究人員對這個效應有什麼看法？