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The book Influence: Science and Practice by Robert Cialdini is a prominent work in the field of reciprocity and social psychology. First published in 1984, the work outlines the main principles of influence, and how they can be applied in one's life to succeed, especially in business endeavors. [38]
For example, some researchers found a positive relation between the parent's use of induction and children's pro-social behavior, [18] and others found no correlation between parent's adoption of punitive techniques and children's pro-social behavior. [7]
Improved research methods can increase the predictability. The situationist argument was formed based on research studies that were conducted in laboratory situations, and therefore did not reflect behavior in real life. When studying behaviors in a more natural setting, personality is likely to influence behavior.
For example, in 1973, Darley and Batson conducted a study where they asked students at a seminary school to give a presentation in a separate building. They gave each individual participant a topic, and would then tell a participant that they were supposed to be there immediately, or in a few minutes, and sent them on their way to the building.
Reversal theory is a structural, phenomenological theory of personality, motivation, and emotion in the field of psychology. [1] It focuses on the dynamic qualities of normal human experience to describe how a person regularly reverses between psychological states, reflecting their motivational style, the meaning they attach to a situation at a given time, and the emotions they experience.
In psychology, compensation is a strategy whereby one covers up, consciously or unconsciously, weaknesses, frustrations, desires, or feelings of inadequacy or incompetence in one life area through the gratification or (drive towards) excellence in another area. Compensation can cover up either real or imagined deficiencies and personal or ...
A real-world example of this would be an individual refusing to part with a college T-shirt because it supports one's identity as an alumnus of that university. A second route by which ownership may increase value is through a self-referential memory effect (SRE) – the better encoding and recollection of stimuli associated with the self ...
Attribute substitution is a psychological process thought to underlie a number of cognitive biases and perceptual illusions.It occurs when an individual has to make a judgment (of a target attribute) that is computationally complex, and instead substitutes a more easily calculated heuristic attribute. [1]