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.[1] 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.[2]

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.[3]

Importance in modern contexts

Shifting from transactional to relational interactions

In contemporary society, particularly within corporate environments, interactions rapidly evolve from transactional to relational. As technology, particularly Artificial Intelligence (AI), assumes more routine tasks, the distinguishing factor in achieving success becomes the ability to engage with clients and colleagues on a relational level. The importance of hard skills and knowledge diminishes, while the capacity to build relationships characterized by trust and empathy becomes paramount.

For instance, in a corporate buying center, understanding each person's unique personality and effectively addressing their individual motivations is crucial for successful sales and collaboration.[4] In many cases, an individual’s personality can be more impactful than their actual identity.

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.[5]

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.[6]

Additionally, tailoring persuasive approaches and messages to align with the recipient's personality traits can be highly effective. For example, individuals who are more agreeable may respond favorably to reciprocal persuasion approaches. Adapting persuasive messages to the target audience’s personality enhances the impact of these messages and underscores the value of personality-based communication strategies.

Applications

Awareness of One's Impression

Helping individuals become aware of their own impressions is a fundamental step in Behavioral Intelligence. It involves recognizing how one's actions and communication channels affect the impressions they create.

Shaping one's impression

Equipping individuals with the knowledge and skills to shape their own impressions is essential. This includes understanding how to use voice, facial expressions, and other nonverbal cues to convey specific traits and emotions.

Understanding the recipient's personality

To effectively communicate and interact with others, it is essential to understand the personality of the recipient. This involves assessing the individual's traits, preferences, and communication styles.

Guiding impression selection

In various situations and with different recipients, selecting the right impression to convey is crucial. Behavioral intelligence guides individuals on how to adapt their communication style to match the specific situation and recipient.

Understanding personality

One aspect of understanding others' personalities is assessing them accurately. Research indicates that individuals can predict traits.[7]

Applications of behavioral intelligence

Companies like Retorio are using behavioral intelligence to alleviate certain problems in different industries and academia.[8][9]

Retorio is using advanced AI technology to incorporate observer assessments into its assessment framework, which encompasses a range of scientific models, including the Big Five personality model. This comprehensive approach evaluates individuals by analyzing video clips, providing valuable insights into their behavioral characteristics and performance.

Other behavioral intelligence companies such as Mouseflow, FullStory, Inspectlet and Hotjar have also developed behavioral intelligence platforms to assist individuals as well as companies.[10]

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. ↑ 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
  3. ↑ Davis, Hellen (2012). Behavioral Intelligence. Indaba Training Specialists. ISBN 9781585701933.
  4. ↑ Borg, Susanne Wiatr; Johnston, Wesley J. (2013). "The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process". Journal of Personal Selling & Sales Management. 33 (1). doi:10.2753/PSS0885-3134330104.
  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. ↑ 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.
  7. ↑ "Behavioral Intelligence vs Emotional Intelligence". www.retorio.com. Retrieved 2023-10-28.
  8. ↑ "Behavioral Intelligence: Can It Help Managers Generate Alpha?". CFA Institute Enterprising Investor. 2012-06-13. Retrieved 2023-10-28.
  9. ↑ Suhrawardi, Rebecca. "Design The Next Stages Of Your Business With These Top Technology And AI Innovators". Forbes. Retrieved 2023-10-28.
  10. ↑ Shapiro, Tom. "Council Post: Why Behavioral Intelligence Is 'The New Black' For Marketers". Forbes. Retrieved 2023-10-28.
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