4.4 Ukuqhubeka ngaphaya imifuniselo elula
Masihambe ngaphaya kwezilingo ezilula. Iingcamango ezintathu zisebenzise ukuhlola okucebileyo: ukuchaneka, ukuchithwa kwamathambo kunye nezixhobo.
Abaphandi abatsha ukuzama ukuhlala bejolise kumbuzo othe ngqo, oomncinci: Ngaba lo unyango "lusebenza"? Ngokomzekelo, ingaba umnxeba uvela kwivolontiya ukukhuthaza umntu ukuba avote? Ngaba utshintshi iqhosha lewebhu ukusuka eluhlaza okwenyuka kuluhlaza luyakwandisa umlinganiselo wokuqhafaza? Ngelishwa, ukukhwada ngokukodwa malunga nento "imisebenzi" iyayigcina into yokuba ukuhlolwa okucwangcisiweyo akukuxeleli ukuba unyango "lusebenza" ngokubanzi. Kunoko, uvavanyo olunzulu lujolise kumbuzo othile: Ingaba yintoni imiphumo emiselweyo yonyango olululo kunye nokuphunyezwa okuthe ngqo kule nxaxheba yabathathi-nxaxheba ngeli xesha? Ndiza kubiza iimvavanyo ezijolise kulo mbuzo mncinci ovavanyo olulula .
Uvavanyo olulula lukwazi ukubonelela ngolwazi oluxabisekileyo, kodwa alukwazi ukuphendula imibuzo emibini ebalulekileyo kwaye inomdla, njengokuba kukho abantu abathile unyango lunomphumo omkhulu okanye oluncinane; nokuba ngaba kukho enye unyango oluya kusebenza ngakumbi; kwaye ingaba lo mzamo uphathelene neengcamango zoluntu ngokubanzi.
Ukuze sibonise ukubaluleka kokuhamba ngaphaya kwezilingo ezilula, makhe sihlolisise uvavanyo lwe-analog yenkundla ye-P. Wesley Schultz kunye nabo basebenzisana nobudlelwane phakathi kwemigangatho yoluntu kunye nokusetyenziswa kwamandla (Schultz et al. 2007) . I-Schultz kunye noogxa baxhomeke kwi-doorhangers kwimizi engama-300 eSan Marcos, eCalifornia, kwaye aba bantu bazisa imiyalezo eyahlukeneyo eyenzelwe ukukhuthaza ulondolozo lwamandla. Emva koko, u-Schultz kunye nabalingane balinganise umphumo wale miyalezo ngokusetyenziswa kombane, zombini emva kweveki enye emva kweveki ezintathu; bonani umzekeliso 4.3 ngencazelo ecacileyo yoyilo lokulinga.
Umzekeliso 4.3: Iskimu sokwenziwa kovavanyo oluvela Schultz et al. (2007) . Uvavanyo lwentsimi lwalubandakanya ukutyelela imizi engama-300 eSan Marcos, eCalifornia amahlanu kwixesha leveki ezisibhozo. Ngotyelelo ngalunye, abaphandi bafunda ngokufunda kwimitha yamandla yendlu. Kwimibini yokutyelela, bafaka i-doorhangers kwindlu nganye banikela ngolwazi malunga nokusetyenziswa kwamandla kwindlu. Umbuzo wophando wendlela umxholo wale miyalezo uza kuba nefuthe ngayo ukusebenzisa amandla.
Uvavanyo luneemeko ezimbini. Eyokuqala, amakhaya afumana iingcebiso zokugcina amandla (umz., Sebenzisa abalandeli esikhundleni se-air conditioners) kunye nolwazi malunga nokusetyenziswa kwamandla kuthelekiswa nomlinganiselo wokusetyenziswa kwamandla kwindawo yabo. I-Schultz kunye noogxa babizwa ngokuba ngulo mqathango ochazayo ngenxa yokuba ulwazi malunga nokusetyenziswa kwamandla kummandla wanikeza ulwazi malunga nokuziphatha okuqhelekileyo (oko kukuthi, imimiselo echazayo). Xa u-Schultz kunye nabalingane bebukele ukusetyenziswa kwamandla kweli qela, unyango lubonakala lungekho mpe mbelelo, ngexesha elifutshane okanye elide; ngamanye amagama, unyango aluzange lubonakale "lusebenza" (umfanekiso 4.4).
Ngenhlanhla, u-Schultz kunye noogxa abazange bahlalutye kuloluhlalutyo olulula. Ngaphambi kokuba kuqalwe uvavanyo, bacinga ukuba abasebenzisi abanzi bamandla-abantu abangaphezu kwe-intetho-banokunciphisa ukusetyenziswa kwabo, kwaye ukuba abasebenzisi abasebenzisa umbane-abantu abangaphantsi kwintetho-banokwandisa ukusetyenziswa kwabo. Xa bekhangela idatha, yiloo nto abayifumene (umfanekiso 4.4). Ngaloo ndlela, oko kwakubonakala ngathi unyango olungazange lube nomphumo ngokwenene unyango olwenziwe yimiphumo emibili. Ukunyuka okukhulayo phakathi kwabasebenzisi abakukhanya ngumzekelo wempembelelo ye- boomerang , apho unyango lunokuthi lube nempembelelo eyahlukileyo kwinto ejoliswe kuyo.
Umzobo 4.4: Iziphumo ezivela ku- Schultz et al. (2007) . I-Panel (a) ibonisa ukuba unyango oluqhelekileyo olulinganisiweyo lusetyenziswe ngonyango olulinganiselwayo. Nangona kunjalo, iphaneli (b) ibonisa ukuba le mpu melelo yonyango iqulethwe yimiphumo emibili yokwehla. Kubasebenzisi abasebenzayo, unyango lwaye lwahlaselwa ukusetyenziswa kodwa kubasebenzisi abasebenzisayo, unyango luye lwasetyenziswa ngakumbi. Ekugqibeleni, iphaneli (c) ibonisa ukuba unyango lwesibini, olwalusebenzisa imigaqo echazayo kunye nolungenayo, luye lwaba nefuthe elifanayo kubasebenzisi abanobunzima kodwa luthintela umonakalo we-boomerang kubasebenzisi abasebenzisayo. Ukutshintshwa Schultz et al. (2007) .
Ngxeshanye kwimeko yokuqala, uShulhulz kunye nabo basebenza nabo baphumelela kwimeko yesibili. Amakhaya kwimeko yesibili athola ngqo ingcebiso efanayo yonyango-iingcebiso ezilondolozo zamandla kunye nolwazi malunga nokusetyenziswa kwamandla kwindlu yabo xa kuthelekiswa nomyinge wommandla wabo-kunye nokuncinci okuncinci: kubantu abasebenzisayo ngaphantsi kwemitha, abaphandi bongeze: ) kunye nabantu abanomdli ophezulu ongaphantsi kwemilinganiselo bongeze: ^.Izi mpawu zenzelwe ukunyusa oko abaphandi babibiza ngokuba yiimimiselo ezingekho phantsi kwemimiselo . Iimpawu ezidibeneyo zibhekisela kwimibono yento evunyelwe ngokuqhelekileyo (kwaye ingavumelekanga), kanti iimpawu ezichazayo zibhekisela kwimibono yintoni eyenziwa ngokuqhelekileyo (Reno, Cialdini, and Kallgren 1993) .
Ngokuyongeza enye ye-emoticon encinci, abaphandi banciphisa ngokuphawulekayo umphumo we-boomerang (umfanekiso 4.4). Ngaloo ndlela, ngokwenza olu tshintsho olulula-utshintsho (Cialdini, Kallgren, and Reno 1991) yinkcazo engqondweni yabantu (Cialdini, Kallgren, and Reno 1991) -baphandi bakwazi ukuguqula inkqubo eyayingabonakali ukuba isebenze kwenye eyasebenza, kwaye, ngaxeshanye, bakwazi ukufaka isandla ekuqondeni jikelele ukuba imimiselo yoluntu ichaphazela njani ukuziphatha kwabantu.
Kule nkalo, ke, unokwazi ukuba into ehluke kakhulu ngale mvavanyo. Ngokukodwa, uvavanyo lukaSchultz kunye nabo basebenza nabo alinalo iqela lokulawula ngendlela efanayo nokuhlolwa okungalawulwa ngandlela-thile. Ukuthelekiswa phakathi kwalo mbono kunye neRestivo kunye neVan de Rijt kubonisa ukungafani phakathi kweendlela ezimbini eziphambili zokulinga. Phakathi kwezinto eziyi-design , ezifana ne-Restivo kunye ne-van de Rijt, kukho iqela lokunyanga kunye neqela lolawulo. Ngaphakathi kwimiba yokuyila ngaphakathi, ngakwelinye icala, ukuziphatha kwabathathi-nxaxheba kuqhathaniswa ngaphambi nangemva kwonyango (Greenwald 1976; Charness, Gneezy, and Kuhn 2012) . Kwimeko ephakathi kweso sifana nokuba umntu othatha inxaxheba wenza njengeqela lakhe lolawulo. Amandla phakathi kwezinto ezidibeneyo zezifundo kukuba zikhusela abadibanisi (njengoko ndichazwe ngaphambili), ngelixa amandla ovavanyo lwangaphakathi-kwandiswa ngokuchanekileyo koqikelelo. Ekugqibeleni, ukufuzisela ingcamango eya kuza kamva xa ndinika iingcebiso malunga nokuyila iiljimenti zedijithali, i-design mixed_combines ukuchaneka okuphuculweyo kwezifundo kunye nokukhuselwa ekuchaseni ukudibanisa phakathi kwezinto eziqingqiweyo (umzobo 4.5).
Umzekeliso 4.5: Iimpawu ezintathu zokuhlola. Uvavanyo olulinganiselwe olulawulwa ngolu hlobo lusebenzisa phakathi koyilo lwezifundo . Umzekelo we-design-master subjects yi-Restivo kunye ne-van de Rijt (2012) ukuhlola kwiibharenti kunye negalelo kwi-Wikipedia: abaphandi abahlula ngokwahlukileyo kwiinkqubo zonyango kunye nokulawula, banike iqhaza kwiqela lonyango i-barnstar, kwaye bafanisa iziphumo maqela a mabini. Udidi lwesibini lwenkqonqila luyi - design subjects . Uvavanyo olwenziwe kwi-Schultz kunye noogxa osebenza nabo (2007) kwiinkqubo zentlalo kunye nokusetyenziswa kwamandla kubonisa ukubunjwa kwezinto ngaphakathi: abaphandi bafanisa ukusetyenziswa kombane kwabathathi-nxaxheba ngaphambi nangemva kokufumana unyango. Izifundo-ngaphakathi zifundo zibonelela ngokuchanekileyo kwamanani, kodwa zivulelekile ukuba zidibaniswe (umz., Utshintsho kwimozulu phakathi kwexesha lokuqala lonyango kunye nonyango) (Greenwald 1976; Charness, Gneezy, and Kuhn 2012) . Ngaphakathi-izifundo zokuyila zidla ngokuba ngamanyathelo okuphindaphindiweyo. Ekugqibeleni, izinto ezidibeneyo ezidibeneyo zidibanisa ukuchaneka okuphuculweyo kwezifundo kunye nokukhuselwa kokudibanisa phakathi kwezifundo eziyiyo. Ngomxholo odibeneyo, umphandi ufanisa utshintsho kwiziphumo kubantu abanyango kunye namaqela okulawula. Xa abaphandi sele benolwazi lwephambi kwonyango, njengokuba kunjalo kwiimvavanyo ezininzi zedijithali, iimveliso ezixutywe ngokuqhelekileyo zikhethwayo kwizinto ezidibeneyo zezifundo kuba zikhokelela ekuchanekeni okuchanekileyo koqikelelo.
Ngokubanzi, ukuyila kunye neziphumo zophando nguSchultz kunye noogxa (2007) kubonisa ukubaluleka kokuhamba ngaphaya kwezilingo ezilula. Ngethamsanqa, akudingeki ukuba ube yingqiqo yokudala ukuyila iimvavanyo ezifana nale. Iingcali zenzululwazi ziye zaphuhlisa iziqendu ezintathu eziza kukukhokela ekuhloliseni okucebileyo: (1) ukuqinisekiswa, (2) i-heterogeneity yeempembelelo zonyango, kunye (3) neendlela. Oko kukuthi, ukuba ugcina le ngcamango emithathu engqondweni xa uceba ukuzama kwakho, ngokusemthethweni uza kwenza uvavanyo olunomdla noluncedo. Ukuze uqikelele ezi ngongoma ezintathu ngokusebenza, ndiza kuchaza inani elithile lokulandelelanisa inzululwazi yenkalo yedijithali eyakhelwe kwizinto ezintle kunye neziphumo ezithandekayo ze-Schultz kunye noogxa (2007) . Njengoko uza kubona, ngokuqulunqwa ngokucwangcisekileyo, ukuphunyezwa, uhlalutyo kunye nokutolika, nawe unokunyuka ngaphaya kwezilingo ezilula.
