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Behaviour

In praise of the late fee

The cost is obvious, the benefit is diffuse, and so the benefit loses.

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A stairwell, lit from above. Photograph: The Unreasonable Human

Institutions know all this, of course, which is why the round number is so rarely left to chance. The lesson is modest. Build for the person who exists, not the one in the model. The evidence here is thinner than the confident commentary suggests, and the honest position is a shrug with a direction of travel. The mind that evolved for small groups and immediate dangers is now asked to manage a pension. It does its best.

A better question

We describe the departure from the model as an error. We might equally describe the model as a hopeful guess about us. Notice how rarely anyone is argued out of the round number, and how often they are simply moved past it by a change in circumstance. The usual story is that we are careless calculators. The better story is that we are careful about the wrong things. The strange thing about the round number is not that it exists but that it works, most of the time, for most people.

BehaviourDesignLoss aversion
Alina Petrova
Alina Petrova — Editor-in-chief

Alina Petrova is a Year 12 student preparing to apply to university, and the founder and editor of The Unreasonable Human. She reads across psychology, economics, behavioural science and neuroscience, and writes about the gap between how people are supposed to decide and how they actually do.

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