BEHAVIOR

28 WORLD DEVELOPMENT REPORT 2015
information search, as well. As novelist Jane Austen
once wrote, “We each begin probably with a little bias
and upon that bias build every circumstance in favor of
it.” 3 Confirmation bias contributes to overconfidence
in personal beliefs. People may fail to recognize that
they do not know what they claim to know, and they
may fail to learn from new information (see chapter 10
for a discussion of how these biases affect development
professionals and a survey experiment that explores
possible confirmation bias among World Bank staff).
Persuasion and education must engage with the automatic
system to overcome resistance to new points of
view (see spotlight 2 on entertainment education). This
is old news to political consultants and advertisers, and
policy makers have also surely discovered it from their
own experience.
This chapter offers a synthesis of the scientific
evidence on the power of the automatic system to
produce systematic behavioral biases. Thirty years ago,
people might reasonably have viewed the findings of
Figure 1.1 Framing affects what we pay attention to and how we interpret it
To make most decisions and judgments, we use narrow framing and draw on default assumptions and associations, which can give us a misleading
picture of the situation. Even seemingly irrelevant details of how a situation is presented can affect our perceptions, since we tend to jump to
conclusions based on limited information.