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The anticipation of acceptance or rejection by others is of course a strong motivators of behaviors. Strength varies with how close the group is.

If an agent anticipates that a behavior will:

  • generates social acceptance by one or more reference groups, then the agent is more likely to follow this behavior
  • generates social rejection by one or more reference groups, then the agent is more likely to reject this behavior

Simple, yet very powerful and explaining many (especially negative) behaviors.

Some relevant case studies (if any):

Applied
Academic
2016-12-31T10:09:12+00:00

About the Author:

Julien Le Nestour
Applied behavioral scientist & international consultant — I am using the results and latest advances from the behavioral sciences—specifically behavioral economics—to help companies solve strategic issues. I am working with both start-ups and Fortune 500 groups, and across industries, though I have specific domain knowledge in banking, asset management, B2B and consumer IT, SAAS and e-commerce industries.

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