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

Recording One.

录音一。

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

今天我想让大家看看，一个没用的选项是如何改变你购买的东西的。

Economists call it the decoy effect.

经济学家称之为诱饵效应。

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

经济学家Dan Ariely曾用一则杂志广告做过测试。

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

读者可以花五十九美元买网络版，

the print edition for a hundred and twenty-five,

花一百二十五美元买纸质版，

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

或者纸质版加网络版——同样是一百二十五美元！

Nobody chose print only. Why would they?

没有人只选纸质版。谁会选呢？

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

但他的学生中有百分之八十四选择了组合套餐！

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

接着，他去掉了没人想要的纯纸质版选项。

Suddenly, most students chose the cheaper online edition instead!

突然之间，大多数学生都改选了更便宜的网络版！

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

那个没用的选项让组合套餐看起来很划算。

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

所以，当一个选择看起来理所当然时，问问自己是谁设计了它。

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

第16题到第18题基于你刚才听到的录音。

Question sixteen. What is the lecture mainly about?

第16题。这段讲座主要讲的是什么？

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

第17题。去掉纯纸质版选项后发生了什么？

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

第18题。说话人建议听众怎么做？

Recording Two.

录音二。

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

二十世纪二十年代，研究人员来到芝加哥附近一家名为Hawthorne Works的工厂。

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

他们想知道更好的照明是否会让工人的效率更高。

When they made the lights brighter, output went up.

他们把灯调亮时，产量提高了。

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

可是当他们把灯调暗时，产量又提高了！

Even the group whose lighting never changed worked harder.

就连照明从未改变的那一组也更加努力了。

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

一种解释是，工人们知道自己正在被研究。

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

改变他们行为的是被关注本身，而不是灯光。

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

如今，许多研究人员认为这种效应比最初报道的要弱。

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

但它仍然提醒科学家，当人们知道自己被观察时要格外小心。

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

第19题到第21题基于你刚才听到的录音。

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

第19题。研究人员想弄清楚什么？

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

第20题。把灯调暗后发生了什么？

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

第21题。如今许多研究人员对这种效应怎么看？