Key for Marketers, Biz and Policy Folks – The Biology of Motivation

Standard

It is a shame economists are so clueless about this basic biology – but they live in their own world.  The related strange world of behavioral econ has no understanding over even awareness of this complexity.

The term motivation refers to a construct that is widely used in psychology, psychiatry, and neuroscience. As is the case with many psychological concepts, the discussion of motivation had its origins in philosophy…..According to a more recent definition, motivation is ‘‘the set of processes through which organisms regulate the probability, proximity and availability of stimuli’’ (Salamone, 1992). Generally speaking, the modern psychological construct of motivation refers to the behaviorally-relevant processes that enable organisms to regulate both their external and internal environment (Salamone, 2010)… Continue reading

Advertisements

“Genuine anger elicits concessions, but fake anger elicits demands.”

Standard

“Genuine anger elicits concessions, but fake anger elicits demands.”

“The findings show that individuals place particularly high demands, are relatively dissatisfied, and have relatively little interest in negotiating again with opponents who surface-act anger, because they have little trust in them,” the researchers conclude. “The same emotion—anger—has opposite consequences on negotiation processes and outcomes depending on … how authentic the display is perceived to be.”