The Impacts of Human Nature on Financial Decision Making

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Introduction “Economists may attempt to ignore psychology but it is sheer impossible for him to ignore human nature. If the economist borrows his conception of man from the psychologist, his constructive work may have some chance of remaining purely economic in character. But if he does not, he will thereby avoid psychology. Rather, he will force himself to make his own, and it will be bad psychology.” John Maurice Clark, “Economics and Modern Psychology” Journal of Political Economy, 1918, Vol. 26, p. 4 The main point I want to make today, drawing largely from the findings of behavioral economics, is that we all find “rational” financial decision-making difficult. A little explanation is warranted, for the word “rational” has many shades of meaning. In economics and finance a decision is “rational” if there has been a logical process in arriving at it (including an assessment of risks) and if it aligns with our interests. Empirical work by academics finds that poor financial decision- making is widespread. Classifications such as income, education and social class provide little guidance on the quality of our financial decision-making. We all make the same mistakes in financial decision-making, but the main difference between the rich and poor is that, generally, the well-off have sufficient buffers to bear the consequences of poor decisions. Their main pain may be a little humiliation when they have to sell the yacht, or trade down from a BMW M6 to a more modest conveyance. By contrast the consequences for a shift worker in the city or a person living in a remote settlement losing their only vehicle can be catastrophic, and for many there is the crushing cost of losing one’s house. This pervasiveness of poor financial decision-making is an important point, for it suggests we all need to improve our practices. It is not as if we have

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