Making The Cloud Transaction Psychologically Secure: Overcoming The Availability Heuristic

Making The Cloud Transaction Psychologically Secure: Overcoming The Availability Heuristic

A cognitive heuristic is a shortcut our brains employ when forming beliefs or making decisions (Reber and Reber, 2001). An availability heuristic is a type of shortcut designed to make decisions quickly based on information already existing within one’s mind and assumed to be accurate. This is great time saver with everyday events but results in a lot of failures when making decisions about something more hidden from our awareness. The choice involving cloud computing is an example of how a limited mindset can create bias and poor decision making.

Limited Imaginations Equal Faulty Beliefs

The science behind the availability heuristic theory is heavily researched and universally accepted. When writing about the how the availability heuristic can go wrong Schneier, (2008) references two of the many studies dealing with the availability heuristic. Tversky and Kahneman’s (1973) study demonstrated that 70% of the time participants will guess wrong when asked which is more likely, words that begin with the letter K or words that have K as the third letter. Since humans can more easily imagine words beginning with K we feel comfortable with our guess yet there are more than twice as many words with K as the third letter.

In another study Carol, (1978) asked participants to imagine a particular candidate winning an election. One group imagined President Ford and the other Carter. Both groups were later asked who they thought would win the election. Most often participants picked the candidate they imagined earlier winning.

If we could observe one’s millisecond reasoning leaning on the availability heuristic while addressing the cloud it’s negative view would sound something like, “There. There is my critical data where I can see it, fix it, and move it whenever I see fit.” The reality of malfunctioning software, hardware, or stolen data are much more distant and uncomfortable for thinker to employ.

Filling in the Blanks of Client Imaginations

By picking up where the imagination leaves off you may be able to put yourself in a better position to help a potential client correctly assess their decision making process. Keep in mind that when we use availability heuristic the process is outside of our conscious awareness so there are no direct routes to allay resistance. However a well-timed question could help a client discover more accurately where his or her resistance lies.

The next time you encounter some form of resistance try asking a question like, “Walk me through a scenario where this proposal could be a bad decision for you.

The answer may surprise you and the client and can put both of you in a better position to try the case more objectively.

By Don Cleveland

don

Although relatively new to technology writing Don Cleveland has been writing and working in the fields of business and psychology over the last 25 years. After earning his B.A. in psychology at the University of South Florida he has returned to finish an M.A. in counseling. His passions are shining psychology’s empirical light on the world of computing and work through research and writing.
FacebookTwitterLinkedInGoogle+Share

Sorry, comments are closed for this post.

Join Our Newsletter

Receive updates each week on news, tips, events, comics and much more...

Advertising Programs

Click To Find Out!

Sponsored Posts

Sponsored Posts

CloudTweaks has enjoyed a great relationship with many businesses, influencers and readers over the years, and it is one that we are interested in continuing. When we meet up with prospective clients, our intent is to establish a more solid relationship in which our clients invest in a campaign that consists of a number of

Popular

Top Viral Impact

Cloud Infographic: Cloud Computing Growth

Cloud Infographic: Cloud Computing Growth

An excellent infographic provided by AwesomeCloud which predicts a continued high level of growth in the cloud computing industry. Potentially staggering numbers for Public Cloud IT Services of $100 Billion by 2016. Infographic Source: AwesomeCloud About Latest Posts donAlthough relatively new to technology writing Don Cleveland has been writing and working in the fields of business and psychology

5 Ways The Internet of Things Will Drive Cloud Growth

5 Ways The Internet of Things Will Drive Cloud Growth

5 Ways The Internet of Things Will Drive Cloud Growth The Internet of Things is the latest term to describe the interconnectivity of all our devices and home appliances. The goal of the internet of things is to create universal applications that are connected to all of the lights, TVs, door locks, air conditioning, and

Are Cloud Servers The Right Choice For Your Business?

Are Cloud Servers The Right Choice For Your Business?

Cloud servers offer power, flexibility, reliability, and client friendly hosting for small and medium businesses that have outgrown shared hosting. New business hosting clients are bombarded with an incredible diversity of different choices for their site’s hosting. It can be a challenge to negotiate the range of platforms and the marketing hype that many hosting

Can I Contribute To CloudTweaks?

Yes, much of our focus in 2015 will be on working with other influencers in a collaborative manner. If you're a technology influencer looking to collaborate long term with CloudTweaks – a globally recognized leader in cloud computing information – drop us an email with “tech influencer” in the subject line.

Please review the guidelines before applying.

Whitepapers

Top Research Assets

HP OpenStack® Technology Breaking the Enterprise Barrier

HP OpenStack® Technology Breaking the Enterprise Barrier

Explore how cloud computing is a solution to the problems facing data centers today and highlights the cutting-edge technology (including OpenStack cloud computing) that HP is bringing to the current stage. If you are a CTO, data center administrator, systems architect, or an IT professional looking for an enterprise-grade, hybrid delivery cloud computing solution that’s open,

Public Cloud Flexibility, Private Cloud Security

Public Cloud Flexibility, Private Cloud Security

Public Cloud Flexibility, Private Cloud Security Cloud applications are a priority for every business – the technology is flexible, easy-to-use, and offers compelling economic benefits to the enterprise. The challenge is that cloud applications increase the potential for corporate data to leak, raising compliance and security concerns for IT. A primary security concern facing organizations moving