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Behavioral intelligence

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Concept in psychology

Behavioral Intelligence, often abbreviated as BI, is an individual's capacity to comprehend and impact social interactions through the perception of their own behavior and the behavior of others in various situations. It encompasses the ability to interpret, predict, and adapt one's actions based on internal and external cues. Behavioral intelligence goes beyond traditional notions of intelligence and is a vital skill in contemporary society, particularly in interpersonal and professional contexts.

Historically, psychology has primarily focused on the study of the human mind and behavior, encompassing processes such as perception, evaluation, processing, and appraisal of information, leading to various behavioral responses. Behavior is the outward manifestation of internal cognitive processes and can be triggered by both automated, unconscious processes and deliberate, conscious decisions. These behaviors are influenced by how individuals perceive their external environment and navigate within it, shaped by internal representations of the world around them.

Importance in modern contexts

Managing self impression

The ability to manage one's self-impression is a critical component of behavioral intelligence. Impressions are formed rapidly, with judgments of traits like extraversion, trustworthiness, competence, and likability occurring within milliseconds. People make decisions about whether to cooperate with or avoid others based on these initial impressions.

Therefore, being self-aware of one's own impression and actively shaping it can facilitate positive interactions and goal attainment. Nonverbal communication, emotional regulation, and the ability to influence and control social situations are skills that hold paramount importance and are often more challenging to acquire than role-specific skills.

Reacting to other people

In the setting of a sales interaction with a sales representative and a prospect, achieving a desired outcome, i.e., closing a deal, involves a range of skills, including persuasion and negotiation. The sales representative’s personality, shaped through impression management, can significantly influence these decision-making processes. For instance, impressions of higher competence can enhance persuasion effectiveness.

Applications of behavioral intelligence

A number of companies are using behavioral intelligence to alleviate certain problems in different industries and academia. Behavioral intelligence platforms have also emerged to assist individuals as well as companies.

References

  1. Vernon, Philip A. (1990). "The Use of Biological Measures to Estimate Behavioral Intelligence". Educational Psychologist. 25. doi:10.1080/00461520.1990.9653115.
  2. "What is Behavioral Intelligence?". www.retorio.com. Retrieved 2023-12-10.
  3. Taillard, Michael; Giscoppa, Holly (2013), "Behavioral Intelligence", Psychology and Modern Warfare, New York: Palgrave Macmillan US, doi:10.1057/9781137347329_19, ISBN 978-1-349-46798-3
  4. Davis, Hellen (2012). Behavioral Intelligence. Indaba Training Specialists. ISBN 9781585701933.
  5. Willis, Janine; Todorov, Alexander (2006). "First Impressions: Making Up Your Mind After a 100-Ms Exposure to a Face". Psychological Science. 17 (7). doi:10.1111/j.1467-9280.2006.01750.x.
  6. DeBeauport, Elaine (1996). The three faces of mind: developing your mental, emotional, and behavioral intelligences. Wheaton, Ill.: Quest Books. ISBN 978-0-8356-0748-3.
  7. Grandey, Alicia A.; Fisk, Glenda M.; Mattila, Anna S.; Jansen, Karen J.; Sideman, Lori A. (2005-01-01). "Is "service with a smile" enough? Authenticity of positive displays during service encounters". Organizational Behavior and Human Decision Processes. 96 (1): 38–55. doi:10.1016/j.obhdp.2004.08.002. ISSN 0749-5978.
  8. "Behavioral Intelligence vs Emotional Intelligence". www.retorio.com. Retrieved 2023-10-28.
  9. "Behavioral Intelligence: Can It Help Managers Generate Alpha?". CFA Institute Enterprising Investor. 2012-06-13. Retrieved 2023-10-28.
  10. Suhrawardi, Rebecca. "Design The Next Stages Of Your Business With These Top Technology And AI Innovators". Forbes. Retrieved 2023-10-28.
  11. Dev, Sudipta (2019-08-06). "Powered by Transaction Behavioural Intelligence". Express Computer. Retrieved 2024-01-24.
  12. Gross, Paige (2023-01-30). "Digital behavior intelligence company ForMotiv raised $2M for hiring in 2023". Technical.ly. Retrieved 2024-01-24.
  13. "This AI-Powered Behavioral Intelligence Platform Every B2B Revenue Team's Superpower". www.ibtimes.sg. 2023-07-26. Retrieved 2024-01-24.
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