My Photo
Untitled 1

Dan Rust

Recent Posts

Categories

Search

Subscribe to this blog's feed

Share This:

Behavioral Styles

Sep 10, 2008

Behavioral Styles

<p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><strong><span style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: = 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">The search for = understanding regarding our distinct personalities and the nature of = human interaction is as old as humanity itself. = </span></strong><span style=3D"FONT-SIZE: 10pt; = LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: 125%"><span = style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">The age-old = question is, &quot;Why do people do what they do?&quot; The = ancients asked that question. Empodocies (444 BC), the founder of the = school of medicine in Sicily, postulated that everything was made of = four &quot;roots&quot; or elements. = <o:p></o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: 125%"><span = style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">The Greek = philosopher, Hypocrites (400 BC), believed in three distinct personality = styles choleric, sanguine, phlegmatic, and melancholy. Although = Hypocrites&#39; theory has no medical validity, it was the first = substantial method for categorizing types of = behavior.<o:p></o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: 125%"><span = style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Hypocrites&#= 39; theory was expanded upon at the turn of the 20th century by a number = of behavioral scientists. Carl Gustav Jung (1921), a Swiss psychologist, = was one of the most influential modern behavioral theorist. In 1921 he = published &quot;Psychological Types&quot; which described four = psychological functions: thinking, feeling, sensation, and intuition. = Jung also classified these four types further by calling them either = &quot;introverted&quot; or = &quot;extroverted.&quot;<br /><br />The development = of the DISC behavioral profile as we know it was primarily due to the = work of the American psychologist, Dr. William Moulton Marston. He was = an expert in behavioral understanding. In 1926 he published = &quot;The Emotions of Normal People&quot; in which he outlined = the essence of the modern&#0160; DISC behavioral model. Until that = time, this type of work was confined to all criminally insane and = mentally ill people. <o:p></o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: 125%"><span = style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Marston grouped = people along two axis: either active or passive tendencies dependent = upon their either antagonistic or favorable view of the environment. = From this, the four styles were formed: Dominance (D), Inducement (I), = Steadiness (S), and Compliance = (C).<o:p></o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: 125%"><span = style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Since Marston, = many individuals have contributed to the maturation of the DISC. It = became a common tool for the US military&#39;s recruiting process = before the second World War. Today companies frequently use it to choose = the most appropriate candidate for their employment, sifting out = countless other applicants. = <o:p></o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: 125%"><span = style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Many Frontline = Learning Product incorporate the DISC behavioral mode, promoting a = greater understanding of interpersonal influences and tendencies to = enhance sales productivity, customer service effectiveness and general = personal competency.<o:p></o:p></span></p> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><span style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Click on any of = the following links for more details on each of the primary behavioral = tendencies: </span></em></p> <p><em><span style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; = FONT-FAMILY: &#39;Arial&#39;,&#39;sans-serif&#39;"> <ul> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-high-d-profile.html" = target=3D"_blank">Dominance</a></em></p> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-high-i-profile.html" = target=3D"_blank">Influence</a></em></p> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-steadiness-profile.html" = target=3D"_blank">Steadiness</a></em></p> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-compliance-profile.html" = target=3D"_blank">Compliance</a></em></p></li>= </li></li></li></ul> </span></em> <p></p> <p></p> <p></p> <p></p> <p></p> <p></p> <p></p> <p></p></p>

Posted at 09:55 PM in Behavioral Styles | | Comments (0) | TrackBack (0)

|

Sep 04, 2008

Behavioral Styles - The High D Profile

<p style=3D"MARGIN-LEFT: 9pt"><strong><span = style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">The High = &#39;D&quot; Dominant&#0160; = Profile.</span></strong><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">This = person&#39;s tendencies include: = <o:p></o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><em><span = style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">=C2=B7 getting = immediate results <br />=C2=B7 causing action <br />=C2=B7 = accepting challenges <br />=C2=B7 making quick decisions <br = />=C2=B7 questioning the status quo <br />=C2=B7 taking = authority <br />=C2=B7 causing trouble <br />=C2=B7 solving = problems </span></em><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Desires an = environment with:<o:p></o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><em><span = style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">=C2=B7 power = and authority <br />=C2=B7 prestige and challenge <br = />=C2=B7 opportunity for individual&#0160; accomplishment <br = />=C2=B7 wide scope of operations <br />=C2=B7 direct answers = <br />=C2=B7 opportunity for advancement <br />=C2=B7 = freedom from controls and supervision <br />=C2=B7 many new and = varied activities</span></em><span style=3D"FONT-SIZE: = 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">This person = needs others who: <o:p></o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><em><span = style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">=C2=B7 weigh = pros and cons <br />=C2=B7 calculate risks <br />=C2=B7 use = caution <br />=C2=B7 structure a more predictable environment = <br />=C2=B7 research facts <br />=C2=B7 deliberate before = deciding <br />=C2=B7 recognize the needs of = others</span></em><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><span style=3D"FONT-SIZE: 10pt; = FONT-FAMILY: &#39;Arial&#39;,&#39;sans-serif&#39;">To = be more effective, this person needs: = <o:p></o:p></span></p> <p style=3D"MARGIN-LEFT: 9pt"><em><span = style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">=C2=B7 = difficult assignments <br />=C2=B7 understanding they need people = <br />=C2=B7 techniques based on practical experience <br = />=C2=B7 an occasional shock <br />=C2=B7 identification with a = group <br />=C2=B7 to verbalize the reasons for = conclusions&#0160;&#0160;&#0160;&#0160;&#0160;&#0= 160;&#0160;&#0160;&#0160;&#0160;&#0160;&#0160;&am= p;#0160;&#0160;&#0160;&#0160;&#0160;&#0160;&#0160= ;&#0160;&#0160;&#0160;&#0160;&#0160;&#0160;&#= 0160;&#0160; <br />=C2=B7 an awareness of existing sanctions = <br />=C2=B7 to pace self and relax more = </span></em><span style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p><em><span style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><span style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; = FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;">Click on any of = the following links for more details on each of the primary behavioral = tendencies: </span></em></p> <p><em><span style=3D"FONT-SIZE: 10pt; LINE-HEIGHT: 125%; = FONT-FAMILY: &#39;Arial&#39;,&#39;sans-serif&#39;"> <ul> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-high-d-profile.html" = target=3D"_blank">Dominance</a></em></p> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-high-i-profile.html" = target=3D"_blank">Influence</a></em></p> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-steadiness-profile.html" = target=3D"_blank">Steadiness</a></em></p> <li> <p style=3D"MARGIN: 0in 7.5pt 9pt 0in; LINE-HEIGHT: = 125%"><em><a = href=3D"http://frontlinelearning.typepad.com/sellup/2008/09/behavioral-st= yles-the-compliance-profile.html" = target=3D"_blank">Compliance</a></em></p></li>= </li></li></li></ul> </span></em> <p></p></p></span></em> <p><span style=3D"FONT-SIZE: 10pt; FONT-FAMILY: = &#39;Arial&#39;,&#39;sans-serif&#39;"><o:p></= o:p></span></p> <p></p></p>

Posted at 09:58 PM in Behavioral Styles | | Comments (0) | TrackBack (0)

|