The Way We Work
Wendy De La Rosa: 3 psychological tricks to help you save money
Wendy De La Rosa: 3 helah psikologi untuk bantu simpan duit
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Kita semua mahu menyimpan lebih wang -- namun kebanyakan orang semakin kurang menyimpan. Ahli sains kelakuan Wendy De La Rosa mengkaji cara orang membuat keputusan untuk perbaiki kesihatan kewangan. Penemuannya dapat bantu anda buat komitmen tanpa beban untuk lebih menyimpan dan kurangkan perbelanjaan.
Wendy De La Rosa - Behavioral scientist
Wendy De La Rosa is a co-founder of Common Cents Lab, where she focuses on using behavioral science to help people make better financial decisions. Full bio
Wendy De La Rosa is a co-founder of Common Cents Lab, where she focuses on using behavioral science to help people make better financial decisions. Full bio
Double-click the English transcript below to play the video.
00:00
We all know that saving is important
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Kita tahu menabung itu penting
00:02
and is something that we should be doing.
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dan harus kita semua lakukan.
00:04
And yet, overall, we're doing
less and less of it.
less and less of it.
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Namun, semakin kurang kita lakukannya.
00:06
[The Way We Work]
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[Cara Kita Bertindak]
00:10
We know what we need to do.
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Kita tahu perkara
yang perlu buat.
yang perlu buat.
00:12
The question is: How do we do it?
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Persoalannya - Bagaimana?
00:14
And that's what I'm here to teach you.
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Mari saya ajarkan caranya.
00:16
Your savings behavior
isn't a question of how smart you are
isn't a question of how smart you are
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Cara kita menabung tiada kaitan
dengan tahap kebijaksanaan
dengan tahap kebijaksanaan
00:19
or how much willpower you have.
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.. atau kesungguhan kita.
00:20
The amount we save depends
on the environmental cues around us.
on the environmental cues around us.
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Wang yang disimpan berkait rapat
dengan persekitaran sekeliling.
dengan persekitaran sekeliling.
00:24
Let me give you an example.
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Biar saya beri satu contoh.
00:25
We ran a study in which, in one group,
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Berdasarkan satu kajian,
dalam satu kumpulan,
dalam satu kumpulan,
00:28
we showed people
their income on a monthly basis.
their income on a monthly basis.
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kami tunjukkan gaji
secara bulan.
secara bulan.
00:31
In another group, we showed people
their income on a weekly basis.
their income on a weekly basis.
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Dalam kumpulan yang satu lagi,
gaji mereka secara mingguan.
gaji mereka secara mingguan.
00:34
And what we found was that people
who saw their income on a weekly basis
who saw their income on a weekly basis
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Kami dapati kumpulan
yang menerima gaji mingguan
yang menerima gaji mingguan
00:39
were able to budget better
throughout the month.
throughout the month.
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lebih cermat sepanjang bulan itu.
00:41
Now, it's important to know
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Perlu diingatkan...
00:42
that we didn't change
how much money people were receiving,
how much money people were receiving,
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... kami tak ubah jumlah yang diterima,
00:45
we just changed the environment
in which they understood their income.
in which they understood their income.
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kami hanya ubah persekitaran
hingga mereka faham tentang gaji mereka.
hingga mereka faham tentang gaji mereka.
00:48
And environmental cues
like this have an impact.
like this have an impact.
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Petanda persekitaran begini
memberi impak.
memberi impak.
00:51
So I'm not going to share tricks with you
that you already know.
that you already know.
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Saya takkan berkongsi helah
yang anda telah tahu.
yang anda telah tahu.
00:54
I'm not going to tell you
how to open up a savings account
how to open up a savings account
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Saya takkan beritahu
cara buka akaun simpanan
cara buka akaun simpanan
atau cara mula simpan
untuk persaraan.
untuk persaraan.
00:57
or how to start saving
for your retirement.
for your retirement.
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Saya nak berkongsi cara
merapatkan jurang
merapatkan jurang
00:59
What I am going to share with you
is how to bridge this gap
is how to bridge this gap
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01:02
from your intentions to save
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dari niat untuk menyimpan
01:03
and your actions.
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dan tindakan anda.
01:05
Are you ready?
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Sedia?
01:06
Here's number one:
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Pertama:
01:07
harness the power of pre-commitment.
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manfaatkan kuasa pra-komitmen.
01:09
Fundamentally, we think about ourselves
in two different ways:
in two different ways:
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Asasnya, kita melihat diri kita
dalam dua cara:
dalam dua cara:
01:12
our present self and our future self.
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diri sekarang dan diri masa depan.
01:14
In the future, we're perfect.
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Pada masa depan, kita sempurna.
01:16
In the future, we're going to
save for retirement,
save for retirement,
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Pada masa depan, kita akan
simpan untuk persaraan,
simpan untuk persaraan,
01:19
we're going to lose weight,
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turunkan berat badan,
01:20
we're going to call our parents more.
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hubungi ibu bapa lebih kerap.
Namun kita sering terlupa
diri masa depan
diri masa depan
01:22
But we oftentimes forget
that our future self
that our future self
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01:24
is exactly the same person
as our present self.
as our present self.
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adalah orang yang sama
dengan diri sekarang.
dengan diri sekarang.
01:27
We know that one of the best times to save
is when you get your tax return.
is when you get your tax return.
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Kami tahu antara masa terbaik menyimpan
adalah ketika dapat pulangan cukai.
adalah ketika dapat pulangan cukai.
01:30
So we tried an A/B test.
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Jadi kami cuba ujian A/B.
01:32
In the first group, we texted people
in early February,
in early February,
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Dalam kumpulan pertama, kami mesej
orang di awal bulan Februari,
orang di awal bulan Februari,
01:36
hopefully before
they even filed for their taxes.
they even filed for their taxes.
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harapnya sebelum mereka failkan cukai.
01:38
And we asked them,
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Kemudian kami tanya,
01:39
"If you get a tax refund,
what percentage would you like to save?"
what percentage would you like to save?"
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"Jika dapat pulangan cukai,
berapa peratus yang boleh simpan?"
berapa peratus yang boleh simpan?"
01:43
Now this is a really hard question.
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Ia soalan yang sukar.
01:44
They didn't know if they would
receive a tax refund or how much.
receive a tax refund or how much.
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Mereka tak tahu jika mereka dapat
pulangan atau jumlahnya.
pulangan atau jumlahnya.
01:48
But we asked the question anyway.
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Namun kami tanya juga soalan itu.
01:50
In the second group, we asked people
right after they received their refund,
right after they received their refund,
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Dalam kumpulan kedua, kami tanya
sebaik mereka terima pulangan,
sebaik mereka terima pulangan,
01:54
"What percentage would you like to save?"
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"Berapa peratus yang nak simpan?"
01:56
Now, here's what happened.
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Ini yang berlaku.
01:57
In that second condition, when people
just received their tax refund,
just received their tax refund,
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Dalam keadaan kedua, apabila mereka
baru terima pulangan cukai,
baru terima pulangan cukai,
02:01
they wanted to save about 17 percent
of their tax refund.
of their tax refund.
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mereka mahu simpan kira-kira
17 peratus pulangan cukai.
17 peratus pulangan cukai.
02:04
But in the condition when we asked people
before they even filed their taxes,
before they even filed their taxes,
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Dalam keadaan kami tanya sebelum
mereka failkan cukai,
mereka failkan cukai,
02:09
savings rates increased
from 17 percent to 27 percent
from 17 percent to 27 percent
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kadar simpanan meningkat
dari 17 peratus kepada 27 peratus
dari 17 peratus kepada 27 peratus
02:13
when we asked in February.
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bila tanya di bulan Februari.
02:15
Why?
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Kenapa?
02:16
Because you're committing
for your future self,
for your future self,
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Sebab anda beri komitmen
pada diri masa depan,
pada diri masa depan,
02:18
and of course your future self
can save 27 percent.
can save 27 percent.
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dan tentulah diri masa depan
boleh simpan 27 peratus.
boleh simpan 27 peratus.
02:21
These large changes in savings behavior
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Perubahan yang besar dalam
tabiat menyimpan
tabiat menyimpan
02:23
came from the fact that we changed
the decision-making environment.
the decision-making environment.
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datang dari tindakan mengubah
persekitaran membuat keputusan.
persekitaran membuat keputusan.
02:27
We want you to be able
to harness that same power.
to harness that same power.
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Kami mahu anda berupaya
manfaatkan kuasa yang sama.
manfaatkan kuasa yang sama.
02:29
So take a moment
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Ambil sedikit masa
02:30
and think about the ways in which
you can sign up your future self
you can sign up your future self
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dan fikir cara yang anda boleh
daftarkan diri masa depan
daftarkan diri masa depan
02:34
for something that you know today
will be a little bit hard.
will be a little bit hard.
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untuk perkara yang anda tahu
agar sukar dilakukan hari ini.
agar sukar dilakukan hari ini.
02:37
Sign up for an app that lets you
make savings decisions in advance.
make savings decisions in advance.
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Sertai aplikasi yang membolehkan
anda buat keputusan menyimpan dari awal.
anda buat keputusan menyimpan dari awal.
02:40
The trick is, you have to have
that binding contract.
that binding contract.
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Helahnya adalah untuk menyertai
kontrak yang mengikat.
kontrak yang mengikat.
02:44
Number two: use transition moments
to your advantage.
to your advantage.
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Nombor dua: gunakan saat peralihan
untuk manfaat anda.
untuk manfaat anda.
Kami buat eksperimen
dengan satu laman web
dengan satu laman web
02:47
We did an experiment with a website
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02:49
that helps older adults
share their housing.
share their housing.
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yang bantu warga emas,
berkongsi kediaman.
berkongsi kediaman.
02:52
We ran two ads on social media,
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Kami lancarkan dua iklan
di sosial media,
di sosial media,
02:54
targeted to the same
population of 64-year-olds.
population of 64-year-olds.
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sasarkan kepada populasi
64 tahun.
64 tahun.
02:57
In one group, we said,
"Hey, you're getting older.
"Hey, you're getting older.
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Dalam satu kumpulan, kami kata,
"Hei, awak makin tua.
"Hei, awak makin tua.
03:00
Are you ready for retirement?
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Dah sedia untuk bersara?
Kongsi rumah boleh bantu.
03:01
House sharing can help."
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03:02
In the second group,
we got a little bit more specific
we got a little bit more specific
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Dalam kumpulan kedua,
kami cakap lebih spesifik
kami cakap lebih spesifik
03:05
and said, "You're 64 turning 65.
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dan kata, "Umur awak 64, nak masuk 65.
03:08
Are you ready for retirement?
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Dah sedia untuk bersara?
03:09
House sharing can help."
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Kongsi rumah boleh bantu.
Perkara kami buat
dalam kumpulan kedua
dalam kumpulan kedua
03:10
What we're doing in that second group
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03:12
is highlighting that
a transition is happening.
a transition is happening.
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adalah menekankan waktu peralihan
sedang berlaku.
sedang berlaku.
03:15
All of a sudden,
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Tiba-tiba,
03:16
we saw click-through rates,
and ultimately sign-up rates, increase
and ultimately sign-up rates, increase
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kami nampak peningkatan kadar klik
dan kadar penyertaan
dan kadar penyertaan
apabila kami tekankannya.
03:19
when we highlight that.
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03:20
In psychology, we call this
the "fresh start effect."
the "fresh start effect."
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Dalam psikologi, kami gelarnya
"kesan permulaan baru."
"kesan permulaan baru."
03:23
Whether it's the start of a new year
or even a new season,
or even a new season,
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Sama ada permulaan tahun baru
atau musim baru,
atau musim baru,
03:26
your motivation to act increases.
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motivasi untuk bertindak meningkat.
03:29
So right now, put a meeting
request on your calendar
request on your calendar
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Jadualkan satu temujanji
dalam kalendar anda
dalam kalendar anda
03:31
for the day before your next birthday.
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sehari sebelum tarikh lahir.
03:33
Identify the one financial thing
you most want to do.
you most want to do.
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Kenal pasti satu perkara kewangan
anda paling ingin lakukan.
anda paling ingin lakukan.
03:37
And commit yourself to it.
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Kemudian pastikan anda lakukannya.
03:38
The third and final trick:
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Helah ketiga dan terakhir;
03:40
get a handle on small, frequent purchases.
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urus pembelian kecil yang kerap.
03:43
We've run a few different studies
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Kami jalankan beberapa kajian berbeza
03:45
and found that the number one purchase
people say they regret, after bank fees,
people say they regret, after bank fees,
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dan dapati pembelian nombor satu
yang orang kesal, selepas yuran bank,
yang orang kesal, selepas yuran bank,
03:50
is eating out.
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adalah makan di luar.
03:51
It's a frequent purchase
we make almost every day,
we make almost every day,
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Ia pembelian yang kerap
kita lakukan setiap hari,
kita lakukan setiap hari,
03:54
and it's death by a thousand cuts.
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dan ia seperti membunuh dengan
ribuan luka.
ribuan luka.
03:56
A coffee here, a burrito there ...
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Secawan kopi, sehiris burrito...
03:59
It adds up and decreases
our ability to save.
our ability to save.
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Jumlahnya meningkat dan mengurangkan
kemampuan menyimpan.
kemampuan menyimpan.
Semasa saya tinggal di New York City,
04:02
Back when I lived in New York City,
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04:04
I looked at my expenses
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saya lihat perbelanjaan saya
04:05
and saw that I spent over 2,000 dollars
on ride-sharing apps.
on ride-sharing apps.
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dan dapati saya belanja hampir $2,000
pada aplikasi perkongsian kenderaan.
pada aplikasi perkongsian kenderaan.
Lebih banyak dari kos sewa
di New York City.
di New York City.
04:10
It was more than my New York City rent.
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04:12
I vowed to make a change.
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Saya berjanji untuk berubah.
04:13
And the next month,
I spent 2,000 dollars again --
I spent 2,000 dollars again --
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Bulan berikutnya,
saya habiskan $2,000 lagi--
saya habiskan $2,000 lagi--
04:16
no change, because the information
alone didn't change my behavior.
alone didn't change my behavior.
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Tiada perubahan, kerana maklumat
sahaja tidak ubah kelakuan saya.
sahaja tidak ubah kelakuan saya.
04:20
I didn't change my environment.
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Saya tak ubah persekitaran.
04:22
So now that I was 4,000 dollars
in the hole, I did two things.
in the hole, I did two things.
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Memandangkan saya boros $4,000
saya buat dua perkara,
saya buat dua perkara,
04:26
The first is that I unlinked
my credit card
my credit card
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Saya padam pautan
kad kredit saya
kad kredit saya
dari aplikasi perkongsian kenderaan.
04:28
from my car-sharing apps.
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04:30
Instead, I linked a debit card
that only had 300 dollars a month.
that only had 300 dollars a month.
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Saya pautkan kad debit
yang hanya ada $300 sebulan.
yang hanya ada $300 sebulan.
04:34
If I needed more,
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Jika perlu wang lagi,
04:35
I had to go through the whole process
of adding a new card,
of adding a new card,
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saya terpaksa lalui semua proses
untuk tambah kad baru,
untuk tambah kad baru,
04:38
and we know that every click,
every barrier, changes our behavior.
every barrier, changes our behavior.
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dan kita tahu setiap klik,
setiap halangan, ubah kelakuan kita.
setiap halangan, ubah kelakuan kita.
04:42
We aren't machines.
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Kita bukan mesin.
04:44
We don't carry around an abacus every day,
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Kita tak bawa sempoa setiap hari,
04:46
adding up what we're spending,
in comparison to what we wanted.
in comparison to what we wanted.
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menambah semua perbelanjaan dan
bandingkan dengan belanjawan.
bandingkan dengan belanjawan.
04:50
But what our brains are very good at
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Namun otak kita sangat cekap
04:52
is counting up the number of times
we've done something.
we've done something.
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mengira jumlah perkara yang kita lakukan.
04:55
So I gave myself a limit.
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Jadi saya hadkan diri.
04:57
I can only use ride-sharing apps
three times a week.
three times a week.
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Saya hanya boleh guna aplikasi perkongsian
kenderaan tiga kali seminggu.
kenderaan tiga kali seminggu.
05:01
It forced me to ration my travels.
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Ia paksa saya mencatu perjalanan.
05:03
I got a handle on my car-sharing expenses
to the benefit of my husband,
to the benefit of my husband,
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Saya dapat urus kos perkongsian kenderaan
yang beri manfaat kepada suami saya,
yang beri manfaat kepada suami saya,
05:07
because of the environmental
changes that I did.
changes that I did.
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kerana perubahan persekitaran
yang saya lakukan.
yang saya lakukan.
05:09
So get a handle on whatever
that purchase is for you,
that purchase is for you,
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Jadi uruskan pembelian anda,
05:12
and change your environment
to make it harder to do so.
to make it harder to do so.
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dan ubah persekitaran
supaya sukar melakukannya.
supaya sukar melakukannya.
05:16
Those are my tips for you.
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Itulah petua saya untuk anda.
05:17
But I want you to remember one thing.
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Namun saya nak anda ingat sesuatu.
05:20
As human beings, we can be irrational
when it comes to saving
when it comes to saving
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Sebagai manusia, kita mungkin tak rasional
berkenaan simpanan,
berkenaan simpanan,
05:24
and spending and budgeting.
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perbelanjaan dan belanjawan.
05:25
But luckily, we know this about ourselves,
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Nasib baik, kita pun sedar,
05:28
and we can predict how we'll act
under certain environments.
under certain environments.
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dan boleh agak cara kita bertindak balas
dalam sesuatu keadaan.
dalam sesuatu keadaan.
05:31
Let's do that with saving.
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Ayuh lakukan dengan simpanan.
05:33
Let's change our environment
to help our future selves.
to help our future selves.
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Ayuh ubah persekitaran kita
untuk bantu kita pada masa depan.
untuk bantu kita pada masa depan.
ABOUT THE SPEAKER
Wendy De La Rosa - Behavioral scientistWendy De La Rosa is a co-founder of Common Cents Lab, where she focuses on using behavioral science to help people make better financial decisions.
Why you should listen
Wendy De La Rosa's work has been published in Scientific American, PBS Newshour, Forbes and Tech Crunch. In addition, she was recently named a Forbes "30 Under 30" honoree and a Daisy and Paul Soros scholar. De La Rosa is also a PhD at Stanford's Graduate School of Business focusing on consumer behavior.
Prior to starting Common Cents Lab, De La Rosa helped start Google's first behavioral economics unit, optimizing product strategy and design, customer retention and engagement, and revenue across 30+ teams. She was also a researcher at The Wharton School at the University of Pennsylvania, where she collaborated with Dr. Adam Grant on research and application projects related to organizational behavior, employee motivation and burn-out. She was also a private equity investor at Goldman Sachs.
De La Rosa holds a bachelor's in economics with a concentration in management and finance from Wharton. She graduated summa cum laude and Phi Beta Kappa. In her spare time, De La Rosa leads a monthly behavioral economic reading and discussion series.
Wendy De La Rosa | Speaker | TED.com