erecruitment 2016 - roeland dietvorst - de neurowetenschap achter sollicitatiegedrag

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DE NEUROWETENSCHAP ACHTER SOLLICITATIEGEDRAG Dr. Roeland Dietvorst 1

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DE NEUROWETENSCHAP ACHTER SOLLICITATIEGEDRAG

Dr. Roeland Dietvorst

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Een Lacoste logo:Dat mag niet veel uitmaken toch?

Social benefits of luxury brands as costly signals of wealth and status (2011) Evolution and Human Behavior by Nelissen & Meijers

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Example Lacoste

Trivial things that System 2 doesn’t pick up, can have pervasive influence on our behavior.

People have an inability to predict their own behavior.

Voorbeeld Lacoste:15 tot 20% hoger salaris!

Kleine cues hebben onbewust veel effect op hoe wij anderen om ons heen beoordelen…

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Which person is the more competent?

(Todorov et al., Science 2005)

?

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Which person is the more competent?

(Todorov et al., Science 2005)

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Which person is the more competent?

(Todorov et al., Science 2005)

?

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Which person is the more competent?

(Todorov et al., Science 2005)

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Which person is the more competent?

(Todorov et al., Science 2005)

?

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Dual Core Processing: System 1 versus System 2

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https://www.youtube.com/watch?v=-KSryJXDpZo

Hoeveel menselijk gedrag is voorgeprogrameerd?

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Social Neuroscience

Mirror neurons

Action recognition in the premotor cortex, Rizzolatti & Gallese, Brain 199614

Social Neuroscience

Mirror neurons

Action recognition in the premotor cortex, Rizzolatti & Gallese, Brain 1996

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Social Neuroscience

Mirror neurons

Action recognition in the premotor cortex, Rizzolatti & Gallese, Brain 1996

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Social Neuroscience

Mirror neurons

Action recognition in the premotor cortex, Rizzolatti & Gallese, Brain 1996

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Social Neuroscience

Mirror neurons

Action recognition in the premotor cortex, Rizzolatti & Gallese, Brain 1996

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Social Neuroscience

Mirror neurons

Genetic and neurological foundations of customer orientation:field and experimental evidence, Dietvorst et al., JAMS 2012

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Social Neuroscience

Spiegelneuronen en verkoopstijlen

Genetic and neurological foundations of customer orientation:field and experimental evidence, Dietvorst et al., JAMS 2012

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A Sales Force–Specific Theory-of-Mind Scale: Tests of Its Validity by Classical Methods and Functional Magnetic Resonance Imaging, Dietvorst et al., JMR 2009

Social NeuroscienceTheory of Mind: we gaan verder dan de

informatie die we krijgen…

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Social Neuroscience

Theory of Mind and sales performance

A Sales Force–Specific Theory-of-Mind Scale: Tests of Its Validity by Classical Methods and Functional Magnetic Resonance Imaging, Dietvorst et al., JMR 2009

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Of Chameleons and Consumption: The Impactof Mimicry on Choice and Preferences, Tannet et al., JCR 2007

Social Neuroscience

Inducing trust through social mimicry…

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Google Deep Dream

“Just like when a child sees Disney figures in a cloud…”

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Computer personality judgments havehigher external validity when predicting life outcomes such as substance use, political attitudes, and physical health.

Computer-based personality judgments are more accurate than those made by humans

(2014, Youyou et al., PNAS)

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Take home message…

• Intuïtie in recruitment is niets spiritueels, het is een manifestatie van oeroude processen in ons brein.

• Onverwachte factoren spelen een grote rol in hoe we competentie inschatten, we hebben dit zelf niet door!

• Het daadwerkelijk voorspellen van prestaties op het werk staat in de kinderschoenen. (Wij kunnen dit niet…)

• Artificial Intelligence zal jobperformance binnenkort beter kunnen voorspellen dan wijzelf kunnen voorspellen…

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Thank you!

Neuro Labs I Schiehavenkade 396 I 3024 EZ Rotterdam I mob: 0031 (0) 6 - 3956 20 60 I phone: 0031 (0) 10 - 414 31 52

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