sales person training and psychology

YouTube動画/Movies

2025/10/20

【総集編】営業の育成の心理学(YouTube専門家対談企画営業の心理学の第二十回目)

・LTV(Life Time Value)を上げるのが営業のお仕事! ・営業はクロージングなどの些末なテクニックではない! ・途中からの育成は、一人ひとりによって異なるはず!一人一人の個性を見るべし! 現場に携わる専門家をお招きして、専門家同士が対談するYouTube専門家対談企画。 今回は、営業歴20年で合同会社トースティー代表の伊藤さんと営業の心理学についてお話します。 今回のトピックは、「営業の育成」についてです。 営業マンの育成は企業の喫緊の課題です。死活問題にすらなります! しかし、優秀な営業マ ...

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parental divorce effects on children

YouTube動画/Movies

2025/10/14

親の離婚が子供の心理と語彙力に影響する⁉一万人以上を調査した離婚の影響と影響を守る要因

・子供が成人するまで離婚はしない! ・離婚は親の問題だから、子供は関係ない。 ・離婚は子供にどんな影響を与えるのか? 結婚があれば、離婚もあります。 では、その離婚は親ではなく、子供にどのような影響を与えるのでしょうか? 子供の心理面や発達面・認知能力面に影響することを示した1万家庭以上を調べた研究を、今回は紹介! 親ができる子供への離婚の影響を和らげる方法も少し紹介しています。 ぜひご覧ください! スポンサーリンク

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parents divorce impact on adolescent children

心理学・脳科学/Psychology・Neuroscience 記事/Article

2025/10/9

親の離婚は思春期の子どもに悪影響⁉その心理学的対策とは?

・子どもが成人するまで仲が悪くても離婚はしません。 ・離婚は親のことだから、子どもには関係ないのでは? ・離婚が子どもの発達に影響するのか? 子どもの人生で大きなショックの一つが親の離婚です。 この離婚の影響は、心理的にも能力的にもあると最近の心理学の研究では言われています。 前回の記事では、研究対象が大学生などある程度大きく成長した後なので、離婚の影響はそれほどあるとは言えませんでした。 しかし、小中高などの思春期やそれ以下の子どもの場合、親の離婚の影響はどうなのでしょうか? 今回は、そんな思春期や青年 ...

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本・解説/Book・Review 科学/science

The foundation of the behavioral economics.

The column is a set of introductions to the science.

In this article, I raise the topic of the Behavioral Economics because the researcher in this area won the Novel Prize recently.

He is Dr. Richard Thaler.

Reason to the Prize: for his contribution to behavioral economics.

His research area is "Behavioral Economics" in Economics. However, we know economics a little, but not Behavioral Economics so much.

What is behavioral economics ?

Many people do not understand the difference between economics and behavioral economics.

The behavioral economics is so scientific.

I like science ! So, I introduce the behavioral economics.

What is the principle of behavioral economics ?

In order to answer this question, you had better learn the history of behavioral economics. So we go back to the past !

①Rough History

By Ninety fourties, Economics was based on the presupposition that human being were rational creature. Under that, economics succeeded. What is the rationality ? It is like a very reasonable robot that could choose best answer to make their interest highest anytime.

In Ninety Fifties, however, a researcher, his name is Allias, pointed out that the economic theory based on that supposition did not match some behavioral results. In his articles, human did not behave to make the best answer for highest interests, but often to choose the higher interests from a short term.

In 1979, Tversky & Kahneman suggested the Prospective Theory.

There are 4 points in this theory.

1) human did not decide to behave by reference of absolute gains. But, they behave to increase or decrease their relative gains by a set point.

2) human is more serious about a loss than a gain.

3) human has the demining sensibility with gain and loss.

ex) They feel satisfied to gain $200 from $100 compared with $10200 from $10100.

4) This theory is incorporated in the probability weighing(this weighing moves sensibly).

Tversky & Kahneman claimed publicly that humans are not rational creatures.

Dr. Thaler adopt this theory to economics at first time

※In psychology, the prospect theory is only the research which was received the Nobel Prize. In 2002, Kahneman won the Prize.

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②At last, what is behavioral economics ?

・Behavioral Economics did not only change the idea of human beings.

・Researchers in this area did not use simulations, but they conduct experiments. Economics based on the experiments is "Behavioral Economics".

・How do they conduct experiments ?

I think the Ultimate Game is the most popular experiment. I introduce the experiment method below.

◇ Two participants, white is A and Black is B.

◇ a participant(A) is given settled money($20)

◇ A decides the price which A will give B. B knows the A' decision.

◇ B choose if he receive or deny the price A presented. The key point is that if B denies the A' presentation, the residual money A has were confiscated.

◇ If B receives the presentation, B receives the money of the price and A gains the residuals.

・a typical result is below

※In this graph, participants are the receiver.

The possibility that B receives A' presentation.

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③ Interesting Point of behavioral economics

・Some people has a question.

If human is rational, they receive all A' presentation including minimum gain. If B denies, both A and B have no gain.

Human is not a rational creature.

④ The current topic in behavioral economics.

・Neuroscientific method is one of main topic().

The word "Neuroeconomics" exists.

In addition, applying these research, there is "Neuromarketing".

・I introduce basic research, but also applied research are many. Some people are interested in the latter.

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References

Scientific Background on the Sveriges Riksbank Prize in Economic Sciences in Memory of Alfred Nobel 2017 RICHARD H. THALER: INTEGRATING ECONOMICS WITH PSYCHOLOGY The Committee for the Prize in Economic Sciences in Memory of Alfred Nobel THE. https://www.nobelprize.org/nobel_prizes/economic-sciences/laureates/2017/advanced.html

Gabay et al. (2014) The Ultimatum Game and the brain: A meta-analysis of neuroimaging studies, Neuroscience and Behavioral Reviews, 47, 549-558

Knoch et al. (2006) Diminishing Reciprocal Fairness by Disrupting the Right prefrontal Cortex, Science, Vol. 314, 829-832

Sanfrey et al. (2003) The Neural Basis of Economic Decision-Making in the Ultimatum Game, Science, Vol. 300, 1755-1758

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-本・解説/Book・Review, 科学/science

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