You are on page 1of 13

3HUVRQDOLWDWHLFRPSRUWDPHQWLSRWH]HGHOXFUX

)LHFDUH RP DUH WUHL FDUDFWHUH FHO SH FDUH vO DUH FHO SH FDUH vO DUDW
FHOSHFDUHFUHGHF

 L

vODUH

La Bruyre

2 EXQ  SDUWH GLQ YLD D ILHF UXL LQGLYLG VH GHUXOHD]  vQ FDGUXO XQHL DQXPLWH FROHFWLYLW

L

IDPLOLH FRDO  vQWUHSULQGHUH LQVWLWX LL XQGH GHVI RDU  R DQXPLW  DFWLYLWDWH $LFL HO LQYHVWHWH QX
QXPDL WLPSXO FRPSHWHQ HOH L SULFHSHULOH VDOH GLPHQVLXQHD VD FXOWXUDO  L SURIHVLRQDO  FL L

persoana sa SULYDW

 DGLF  VSHUDQ HOH DWLWXGLQLOH L PRWLYD LLOH VDOH WHPHULOH L DQJRDVHOH FH

-l

vQVR HVF 7RWRGDW  FRQIOLFWHOH L GRULQ HOH VDOH FRQWLHQWH L LQFRQWLHQWH VXQW DOLPHQWDWH vQ PRG
SHUPDQHQWGHFROHFWLYLW

LOH IDPLOLDOHHG

ucative, economice) din care face parte.


persona, ce desemna n teatrul antic

1R LXQHD GH SHUVRQDOLWDWH SURYLQH GLQ ODWLQHVFXO

URPDQ PDVFD DFWRUXOXL ID D SH FDUH R SUH]HQWD SXEOLFXOXL $FHVW vQ HOHV HVWH OD RULJLQHD SULPHL
GHILQL LL D SHUVRQDOLW

LL L GHVHPQHD]  DWkW DVSHFWXO H[WHULRU DO XQXL LQGLYLG FkW L PRGXO vQ FDUH HO

HVWH SHUFHSXW GH F WUH DO LL Q VSDWHOH DFHVWXL VLPERO UHSUH]HQWDW GH F WUH PDVF
vQWUHDJD FRPSOH[LWDWH D SUREOHPDWLFLL SHUVRQDOLW

LL HD HVWH FRQFRPLWHQW

 VH FRQFHQWUHD] 

ceea ce DUDW

 L

ceea ce

ascunde publicului.
,GHHDDPLQWLW PDLVXVVW  ODED]D DFHHD FHVRFLRORJLDLSVLKRORJLDFRQWHPSRUDQ QXPHVF

statut 2DPHQLL FUHD]  L SURLHFWHD]  LPDJLQL DOH SURSULHL SHUVRDQH DVXSUD FHORUODO L DFHVWH
LPDJLQL SRDUW  QXPHOH GH roluri 5ROXO SRDWH VXIHUL WUDQVIRUP UL vQ IXQF LH GH FLUFXPVWDQ H L GH

rol

PHGLXO vQ FDUH LQGLYLGXO H[LVW  GH H[HPSOX FRPSRUWDPHQWXO XQXL LQGLYLG vQ ELVHULF  GLIHU  GH
FRPSRUWDPHQWXO DFHOXLDL LQGLYLG vQ GLVFRWHF  VDX vQ UHVWDXUDQW L GH DVHPHQHD FRPSRUW
ID

amentul

GHSULHWHQLGLIHU GHFRPSRUWDPHQWXOvQIDPLOLH
$FHVWFRPSRUWDPHQWWHDWUDO -LP%O\WKH HVWHDEVROXWQDWXUDOLQHFRQWLHQWL]DW'HUHJXO 

oamenii nu-L

VFKLPE  vQ PRG FRQWLHQW vQ FRQWDFW FX FHL GLQ MXU DFFHQWXO DWLWXGLQHD VDX

GHFODUD LLOH2ULFXPPDUHDPDMRULWDWHMRDF DQXPLWHUROXULSHQWUXFHLGLQMXULvQDFHVWIHORE LQXQ

anumit statut vQ FDGUXO JUXSXOXL Q PXOWH FD]XUL VWDWXWXO vQVHDPQ


VDWLVIDFH QHYRLD GH DSDUWHQHQ

 D IL DFFHSWDW GH JUXS FHHD FH

 vQV  vQ JHQHUDO OXPHD SUHIHU  V  ILH ELQH SULPLW  L UHVSHFWDW  vQ

FDGUXOJUXSXOXL FHHDFHDUVDWLVIDFHQHYRLOHGHVWLP 
3VLKRORJXO HQJOH] (UZLQ *RIIPDQ HVWH DXWRUXO LQWHUHVDQWHL DQDORJLL YLD D

ca teatru,

LPSHUIHFW  FD RULFH DQDORJLH GDU H[WUHP GH VXJHVWLY  SHQWUX vQ HOHJHUHD SHUVRQDOLW

LL L D

FRPSRUWDPHQWXOXL XPDQ *RIIPDQ DUDW  F  YLD D GH ]L FX ]L VHDP Q  IRDUWH PXOW FX WHDWUXO OXPHD
XWLOL]HD]  VFHQDULL UHFX]LW  PDFKLDMH FRVWXPH L DWLWXGLQL SHQWUX WUDQVPLWHUHD LPDJLQLORU GH VLQH
F WUHSXEOLF([LVW FKLDUL

culise DYHPSULHWHQLLXELWHVDXVR LLF URUDOHHVWHSHUPLVV LQWUH


I U UHFX]LW LI U PDFKLDM
(VWHIRDUWHLPSRUWDQWV vQ HOHJHP spune Goffman F LQWHUSUHWDUHDXQXLUROQXDUHQLPLF

vQFDELQHLV QHYDG DDFXPVXQWHPvQUHDOLWDWH

de-D

IDFH FX IDOVLWDWHD VDX SHUYHUVLWDWHD &X WR LL LQWHUSUHW P GLIHULWH UROXUL vQ IXQF LH GH

FLUFXPVWDQ HLGHPHGLXOVRFLDOQHvQI

L PDDFXPVXQWHPQXPDLFHORUFHDXDFFHVvQFXOLVHGHL

FKLDU DLFL LQWHUSUHW P XQ DQXPLW URO SHQWUX D QH FUHD R DQXPLW  LPDJLQH L SHQWUX D QH GHILQL XQ

PRG SURSULX GH D JkQGL &X WRDWH H[DJHU ULOH HL WUHEXLH V  DGPLWHP F  LQWHUSUHWDUHD UROXULORU
GHVFULV GH*RIIPDQHVWHGHIDSWXQDGLQGLPHQVLXQLOHYLH LLGH]LFX]LLQXRLQYHQ LHDFWRULFHDVF 
6XEOLQLHP IDSWXO F  vQ OLPEDMXO FRWLGLDQ WHUPHQXO GH SHUVRQDOLWDWH SXQH vQ HYLGHQ

 GRX 

DFFHS LXQL PDL PXOW VDX PDL SX LQ FRQIXQGDELOH 3ULPD DFFHS LXQH HVWH YDORUL]DQW  DWXQFL FkQG
VSXQHPGHVSUHFLQHYDF DUHSHUVRQDOLWDWHvQ HOHJHPSULQDFHDVWDFHYDvQSOXV 1LFROH$

ubert),

FDUH LHVH GLQ FRPXQ L VH PDQLIHVW  vQ UHOD LLOH LQWHUSHUVRQDOH $ GRXD DFFHS LXQH HVWH PDL GHJUDE 
GHVFULSWLY  L FRUHVSXQGH GHILQL LLORU FH VH GDX FRQFHSWXOXL GH SHUVRQDOLDWH Q FDUWHD VD LQWLWXODW 

Geneza persoanei, Perron  GH SLOG   DUDW  F personalitatea cuprinde ansamblul acelor
caracteristici ale unei persoane care i definesc individualitatea, deosebind-R GH FHOHODOWH H[LVWHQ H
XPDQH$FHDVW GHILQL LHSUHVXSXQHSRWULYLWRSLQLHLVDOHWUHLLGHLFHQWUDOH

1. Ideea de globalitate: personalitDWHD

XQXL

LQGLYLG

HVWH

FRQVWLWXLW 

GH

DQVDPEOXO

FDUDFWHULVWLFLORU FH SHUPLW GHVFULHUHD DFHVWXLD L LGHQWLILFDUHD OXL SULQWUH DO L LQGLYL]L $FHDVW 
GHVFULS LHPHUJHGHODFDUDFWHULVWLFLVRPDWLFH FXORDUHDRFKLORUDS UXOXLVHPQHSDUWLFXODUH SkQ OD

moduOGHJkQGLUHLFRPSRUWDPHQW3HUVRQDOLWDWHDXQXLLQGLYLGHVWHDQVDPEOXODFHVWRUFDUDFWHULVWLFL
LQXGRDUXQXOGLQDFHVWHHOHPHQWH
FRHUHQ

: toate aceste caracteristici constituie un ansamblu organizat n care


reciproc. Acest postulat a stat la baza tipologiilor
WHPSHUDPHQWDOH L FDUDFWHURORJLFH vQFHSkQG FX +LSRFUDWH SkQ  OD PRUIR-psihologiile actuale, care
2. Ideea de

GLIHULWHOH

HOHPHQWH

VH

FRPSOHWHD]

DILUP  H[LVWHQ D XQHL OHJ WXUL vQWUH FDUDFWHULVWLFLOH IL]LFH DOH IH HL L FRUSXOXL L FHOH PHQWDOH L GH

comportament.
3. Ideea de SHUPDQHQ

vQWLPSFRHUHQ DSHUVRDQHLFRQGXFHODRRUJDQL]DUHDSHUVRQDOLW

LL

D F UHL DF LXQH HVWH SHUPDQHQW  (VWH YRUED GH DQXPL L LQYDULDQ L FDUH GHS HVF HYHQLPHQWHOH L
VFKLPE ULOHWUDQ]LWRULLLFDUHFRQIHU RDQXPLW LGHQWLWDWHFHVHPDQLIHVW vQUHOD LLOHLQWHUSHUVRQDOH
$FHVWHWUHLFDUDFWHULVWLFL JOREDOLWDWHFRHUHQ

SHUPDQHQ

SHUPLWvQ HOHJHUHDSHUVRQDOLW

LL

FDRVWUXFWXU vQVHQVXOGHILQLWGH3LDJHWXQVLVWHPGHWUDQVIRUP ULFXOHJLSURSULLFHVHPHQ LQHL

se PERJ

HWHSULQvQVXLMRFXODFHVWRUD$FHDVW GHILQL LHVHSRDWHDSOLFDVWXGLXOXLSHUVRQDOLW

LLL

SHUPLWH vQ HOHJHUHD IXQF LRQ ULL SULQ DXWRUHJODUH FD L WUDQVIRUP ULOH FH DX ORF SH WRW SDUFXUVXO
YLH LL
QGHFXUVXOWLPSXOXLDXIRVWI FXWHGLIHULWHWH

ntative de clasificare a tipurilor de personalitate.

3H ED]D REVHUYD LLORU FRWLGLHQH PHGLFXO +LSRFUDWH vQ DQWLFKLWDWHD JUHDF  D I FXW XUP WRDUHD
FODVLILFDUHED]DW SHWLSXOGHWHPSHUDPHQW

1. Coleric:
a) HQHUJLF QHUH LQXW WHQGLQ H VSUH LPSXOVLYLWDWH QHVW Snire de sine, uneori
agresivitate;
b) SURFHVHDIHFWLYHLQWHQVHH[SOR]LLHPR LRQDOHILUHGHVFKLV 
c) DFWLYLVPLPSHWXRVvQDOWHUQDQ FXGHO VDUHD
d) SO FHUHDGHDRSXQHUH]LVWHQ WHQGLQ GHGRPLQDUHvQJUXS
e) QXHVWHGHRVHELWGHDELOvQDFWLYLW LOHFHVROLFLW U EGDUH
2. Sangvin:
a) hiperactiv pe plan motor;
b) VWDELOGLQSXQFWGHYHGHUHHPR LRQDOGDULFXVHQWLPHQWHVXSHUILFLDOH
c) GLVSR]L LHVWHQLF DEXQGHQ DH[SUHVLHLYHUEDOH
d) adaptabilitate;
e) VXSRUW I U FUL]HLQVXFFHVHOH
3. Flegmatic:
a) G LPSUHVLDGHFDOPWHPSRXODFWLYLW LHVWHOHQW
b) HFKLOLEUXHPR LRQDOVHQWLPHQWHGXUDELOH
c) U EGDUHWROHUDQ 
d) vQFOLQD LHVSUHUXWLQ VWHUHRWLSLHSHGDQWHULH
e) UHIX]XOVFKLPE ULORU
f) FDSDELOGHDPXQFLFXPXOW U EGDUH

4. Melancolic:
a) FDSDFLWDWHGHOXFUXUHGXV vQFRQGL LLGHVXSUDVROicitare;
b) VODE UH]LVWHQ QHXURSVLKLF 
c) randament progresiv;
d) puternic afectat de insuccese;
e) SUXGHQ H[DJHUDW vQVLWXD LLQRL
f) VHQWLPHQWHGHGXUDW 
g) GHSHQGHQ vQFRQGL LLGHJUXS
&ODVLILFDUHD OXL +LSRFUDWH HVWH PDL GHJUDE  RULHQWDWLY  I U  D DYHD SUHWHQ LD F  WLSXULOH
DPLQWLWH H[LVW  vQ IRUP  SXU  7UHEXLH V  LQHP VHDPD L GH VLWXD LD vQ FDUH VH J VHWH LQGLYLGXO
RELQXLW LQHGLW FULWLF OLPLW  QWU RDPELDQ

IDPLOLDO  GHSLOG  un temperament melancolic


, ncredere. ntr-R VLWXD LH LQHGLW  HO VH SRDWH PDQLIHVWD SULQ

SRDWH GD GRYDG  GH FDOP VRFLDELOLWDWH


vQFKLGHUHvQVLQHSUXGHQ

H[DJHUDW 

7LSXULOH DPLQWLWH QX VXQW R IDWDOLWDWH H[LVW  QXPHURDVH PHFDQLVPH GH FRPSHQVDUH vQY
vQ FXUVXO YLH LL $G XJ P L IDSWXO F  HOH QX SRW IL LHUDUKL]D

DWH

te: n tipologia lui Hipocrate nu

SUHGRPLQ FULWHULXOYDORULF
8Q URO DSDUWH vQ vQ HOHJHUHD SHUVRQDOLW

LL XPDQH D VWUXFWXULL LWLSRORJLLORU FRUHVSXQ] WRDUH

l-a avut psihanaliza lui Freud. Opera acestuia se constituie ntr-RDPEL LRDV

WHQWDWLY DQWURSRORJLF 

GH D FRQVWUXL XQ PRGHO DO QDWXULL XPDQH SH ED]D F UXLD V  SRDW  IL H[SOLFDWH L vQ HOHVH QX QXPDL
QHYUR]HOH FL L DVSHFWHOH HVHQ LDOH SRVLELOLW
FRQFHS LD VD RUJDQL]DUHD  SHUVRQDOLW

LOH L WUHEXLQ HOH IXQGDPHQWDOH DOH RPXOXL Q

LL HVWH FRQFHSXW  SH WHUHQXO GLQDPLFLL FHORU WUHL VLVWHPH

IXQGDPHQWDOH 6LQH (X 6XSUDHX vQ FDUH FRQFHSWXO GH LQFRQWLHQW SULPHWH XQ ORF GHRVHELW GH

important.
Sinele.
SHUVRQDOLW
SO

(O HVWH SURGXVXO HYROX LHL QDWXULL ELRORJLFH L SDUWHD FHD PDL SULPLWLY  D

LL6LQHOHUHSUH]LQW DVSHFWHOHLQFRQWLHQWHDOHYLH LLSVLKLFHLHVWHGRPLQDWGH

principiul

FHULLDGLF GHFHULQ DVDWLVIDFHULLLPHGLDWHLDEVROXWHDGRULQ HORUGHF XWDUHDSO FHULLLHYLWDUH

D GXUHULL (O UHSUH]LQW  LPSXOVXULOH LQVWLQFWXDOH VH[XDO DJUHVLY

i cele legate de nevoile primare.

'RULQ HOH QHVDWLVI FXWH FUHHD]  WHQVLXQH LDU HOLEHUDUHD GH VXE DFHDVW  WHQVLXQH HVWHF XWDW ILH SULQ
VROX LLUHDOHILHSULQIDQWH]LH

Eul

UH]XOW  GLQ UHOD LLOH SH FDUH LQGLYLGXO OH DUH FX UHDOLWDWHD RELHFWLY  L FX GRPH

SURFHVHORU SVLKLFH VXSHULRDUH (XO RSHUHD]  SRWULYLW SULQFLSLXOXL UHDOLW

niul

LL FRQIRUP F UXLD

VDWLVIDFHUHD QHYRLORU HVWH DPkQDW  SkQ  OD PRPHQWXO L ORFXO SRWULYLWH LQWURGXFkQG vQ VWUXFWXUD
SVLKLF  L vQ FRPSRUWDPHQWXO RPXOXL UHJXOLOH GH HWLF  VRFLDO
WHRULHL IUHXGLHQH DVXSUD SHUVRQDOLW

. Eul care din punctul de vedere al


 HVWH UH]XOWDWXO RUJDQL] ULL YLH LL

LL UHSUH]LQW  QXFOHXO HL

VXIOHWHWLvQPRGLHUDUKLFLXQLWDUvQDDIHOvQFkWSRUQLULOHOLELGLQDOHVXQWDUPRQL]DWHFXH[LJHQ HOH

sociale repUH]HQWDWHGH6XSUDHX(OIXQF LRQHD]

DWkWODQLYHOFRQWLHQWFkWLLQFRQWLHQWILLQGOHJDW

GH IXQF LLOH GH SHUFHS LH GH JkQGLUH GH SODQLILFDUH L GHFL]LH $P SXWHD VSXQH F
SXWHUHD H[HFXWLY  D SHUVRQDOLW

Eul

UHSUH]LQW 

LL $WXQFL FkQG LQGLYLGXO HVWH ELQH DGDSWDW (XO GRPLQ  6LQHOH L

6XSUDHXOLDVLJXU UHOD LLOHFXOXPHDH[WHULRDU FRQIRUPLQWHUHVHORULWUHEXLQ HORUSHWHUPHQVFXUW


L PDL DOHV SH WHUPHQ OXQJ $WXQFL FkQG vL vQGHSOLQHWH vQ PRG UD LRQDO IXQF LLOH H[HFXWLYH
SUHYDOHD] DUPRQLDLDGDSWDUHD'LPSRWULY GHILHFDUHGDW FkQGDEGLF  GHODDFHDVW UD LRQDOLWDWH
FHGkQG vQ ID D 6LQHOXL VDX D 6XSUDHXOXL UH]XOW  GH]RUGLQH L LQDGDSWDUH ,QGLIHUHQW GH VLWXD LH (XO
UHSUH]LQW GHMDRPXOVRFLDOL]DW

Supraeul UHSUH]LQW

H[LJHQ HOHVRFLDOHFDGUXOLQWHUQSURSULXLQGLYLGXOXLFDUHVWDELOHWHFHHD

FHHVWHELQHLFHHDFHHVWHU XvQXUPDUHVWULF LLORUPRUDOHLUHVWULF LLORUFXOWXUDOHGLQFDUHIDFH


SDUWH Q FHD PDL PDUH SDUWH LQFRQWLHQW 6XSUDHXO DUH GRX  FRPSRQHQWH (XO LGHDO L FRQWLLQ D
PRUDO  (XO LGHDO VH FRQFHQWUHD]  DVXSUD QR LXQLORU GHELQH L FRUHFWUHSUH]HQWkQG SHUVSHFWLYD
LQGLYLGXOXLDVXSUDFRPSRUWDPHQWHORUFRUHFWHFDUHSRWILUHFRPSHQVDWHGHFHLODO L&RQWLLQ DPRUDO 
SH GH DOW  SDUWH LQWHUSUHWHD]  L FHQ]XUHD]  LPSXOVXULOH LPRUDOH DOH 6LQHOXL L SUHYLQH LQWUDUHD
DFHVWRUD vQ VIHUD FRQWLHQW  D (XOXL Q ILHFDUH LQGLYLG 6XSUDHXO UHSUH]LQW  LQWHUHVHOH VRFLHW

LL HO

FRQWUROHD]  L UHJOHD]  SXOVLXQLOH DJUHVLYH VH[XDOH HWF  D F URU H[SUHVLH QHFRQWURODW  DU ULVFD V 

pXQ

 VRFLHWDWHD vQ SHULFRO (O LPSXQH FRQVWUkQJHUL LQWHUQH FHORU vQFOLQD L VSUH LOHJDOLWDWH L DQDUKLH

SHUPL kQGLQGLYLGXOXLV GHYLQ XQPHPEUXVXSXVDOVRFLHW

LLGLQFDUHIDFHSDUWH

)UHXG LQVLVW  DVXSUD IDSWXOXL F  DFHVWH VXEVLVWHPH DOH SHUVRQDOLW

LL

sunt ntr-un permanent

FRQIOLFW6LQHOHvQFHDUF V RE LQ JUDWLILFDUHDLPSXOVXULORUvQWLPSFH6XSUDHXOVWDELOHWHVWDQGDUGH


PRUDOHXQHRULIRDUWHvQDOWHLJUHXGHDWLQV(XOHVWHREOLJDWV PHQ LQ HFKLOLEUXOvQWUHDFHVWHGRX 
IRU HRSXVHLFHULQ HOHH[WHULRDUHDOHUHDOLW

LLVRFLDOH

&RQIOLFWHOHQHUH]ROYDWHGHWHUPLQ DSDUL LDDQ[LHW

1.

9LVH

SH FDUH

)UHXG OH FRQVLGHU 

LLFDUHVHPDQLIHVW vQ

vPSOLQLUL

GHJKL]DWH

DOH

GRULQ HORU

VXSULPDWH

,QWHUSUHWDUHDYLVHORUDGHYHQLWRVWUDWHJLHLPSRUWDQW XWLOL]DW GH)UHXGvQWUDWDPHQWXOSDFLHQ LORU

2.

6LPSWRPHQHYURWLFHVXEIRUPDFUL]HORUDFXWHGHDQ[LHWDWHLDWHPHULORULUD LRQDOH

2SHUD
SHUVRQDOLW

OXL

)UHXG

D

GHFODQDW

QXPHURDVH vQFHUF UL

LL&*-XQJGHSLOG vQOXFUDUHDVDLQWLWXODW 

GH

WLSRORJL]DUH

L

VWUXFWXUDUH

Tipuri psihologiceGLVWLQJHGRX

D

DWLWXGLQL

GLIHULWHvQID DYLH LLLFDUHGHWHUPLQ GRX WLSXULFRPSRUWDPHQWDOHH[WURYHUWLWLLQWURYHUWLW)LHFDUH


LQGLYLG DUH R SUHIHULQ

 vQQ VFXW  ILH SHQWUX OXPHD H[WHULRDU  RUL SHQWUX FHD LQWHULRDU  GHL

din

QHFHVLWDWH FX WR LL DFWLY P vQ DPkQGRX  $FWLYLWDWHD GLQ OXPHD SH FDUH R SUHIHU P QH VSRUHWH
HQHUJLDDFWLYLWDWHDGLQFHDODOW OXPHQLVHSDUHPDLGLILFLO LQHRERVHWH3HFHLFDUHSUHIHU OXPHD
H[WHULRDU -XQJvLQXPHWHH[WURYHUWL L

, iar pe ceiFDUHRSUHIHU

SHFHDLQWHULRDU LQWURYHUWL L

$FHVWH WLSXUL SVLKRORJLFH vL FDQDOL]HD]  HQHUJLD vQ GLUHF LL RSXVH vQWUH H[WURYHUWL L L
LQWURYHUWL L H[LVWkQG GLIHUHQ H FODUH L SURIXQGH ([WURYHUWL LL vL FRQFHQWUHD]  DWHQ LD L HQHUJLD

asupra lumii diQH[WHULRUXOORUILLQGDWUDLGHOXPHDGHRDPHQLLRELHFWH(LFDXW

DOWHSHUVRDQHL

OH IDFH SO FHUH LQWHUDF LXQHD vQ JUXSXUL RUL vQ UHOD LL ELODWHUDOH 'HRDUHFH DX QHYRLH V  SHUFHDS  vQ
PRGGLUHFWOXPHDSHQWUXDRvQ HOHJHH[WURYHUWL LLVXQWvQJHQHUDODWUDLGHRPXO LPHGHDFWLYLW

L

(L vL vQFDUF  EDWHULLOH DO WXUL GH DO LL L GH RELFHL FXQRVF R PXO LPH GH RDPHQL /H SODFH V ILH vQ
FHQWUXODF LXQLLVXQWDERUGDELOLLWLQGV

privHVFRVLWXD LHLVHvQWUHDE

-LIDF

QRLFXQRWLQ HIUHFYHQWLFXXXULQ

([WURYHUWL LL

&XPRLQIOXHQ H]" 37LJHU%%7LJHU 

,QWURYHUWL LL vL FDQDOL]HD]  DWHQ LD L HQHUJLD DVXSUD OXPLL GLQ LQWHULRUXO ORU /H SODFH V  vL
SHWUHDF  WLPSXO VLQJXUL L DX QHYRLH GH U JD]XULOH UHVSHFWLYH SHQWUX D L vQF UFD

bateriile. Ei

vQFHDUF V  vQ HOHDJ OXPHD vQDLQWH V RSHUFHDS vQPRGGLUHFWFHHDFHvQVHDPQ F RPDUH SDUWHD

DFWLYLW

LLORUHVWHGHQDWXU PHQWDO 
(L SUHIHU  LQWHUDF LXQHD VRFLDO  OD R VFDU  PDL UHGXV 

IntrovHUWL LLHYLW

 ELODWHUDO

 VDX vQ JUXSXUL UHVWUkQVH

V VHDIOHvQFHQWUXODWHQ LHLLvQJHQHUDOVXQWPDLUH]HUYD LGHFkWH[WURYHUWL LL(L

SUHIHU V  IDF QRLFXQRWLQ HFHYDPDLOHQW,QWURYHUWL LLSULYHVFRVLWXD LHLVH vQWUHDE  &XP P 


LQIOXHQ HD] "
6FKHPDWL]kQGFRQFHS LDOXL-XQJSXWHPDMXQJHODXUP WRDUHOHFRQVWDW UL
([WURYHUWL L

,QWURYHUWL L

LVWLPXOHD] SUH]HQ DDOWRUSHUVRDQH


/HSODFHV ILHvQFHQWUXODWHQ LHL
$F LRQHD] DSRLJkQGHVF
$XWHQGLQ DV JkQGHDVF FXJODVWDUH
6XQW PDL XRU GH FXQRVFXW vPSDUW

I U H]LWDUHLQIRPD LLOHLQWLPH

LVWLPXOHD] VLQJXU WDWHD


(YLW V ILHvQFHQWUXODWHQ LHL
*kQGHVFDSRLDF LRQHD] 

Mai nti trec totul prin minte.


Sunt mai re]HUYD L SUHIHU  V  vPSDUW
LQIRUPD LLOH

LQWLPH

GRDU

FkWRUYD

DSURSLD L

0DLPXOWYRUEHVFGHFkWDVFXOW 
6XQWHQWX]LDWLvQFRPXQLFDUH
5 VSXQG

rapid.

LPHGLDW

OH

SODFH

ULWPXO

0DLPXOWDVFXOW GHFkWYRUEHVF
LS VWUHD] HQWX]LDVPXOSHQWUXHL
5 VSXQG

GXS 

FH

JkQGHVF

ELQH

SUHIHU ULWPXOOHQW

([HPSOXWLSLF&HIDFHXQH[WURYHUWLWYLQHULVHDUDGXS RV SW PkQ RERVLWRDUH"LFRQVXOW 


FDUQHWXO FX DGUHVH SHQWUX D YHGHD OD FDUH GLQWUH SULHWHQL vL YD SHWUHFH VHDUD L ULGLF  UHFHSWRUXO
,QWURYHUWLWXOGLPSRWULY VHvQFKLGHvQFDV SXQHXQ&'LSORQMHD] vQOHFWXULOHSUHIHUDWH
&HUFHW ULOH OXL -XQJ FDUH JUXSDX RDPHQLL vQ FDWHJRULL ODUJL DX IRVW FRQWLQXDWH FHUFHW WRULL
GHVFRSHULQG GLYHUVH PRGXUL GH FODVLILFDUH D VXELHF LORU SH ED]D WLSXULORU GH SHUVRQDOLWDWH (\VHQFN
 DDQDOL]DWSULQWHKQLFDIDFWRULDO UH]XOWDWHOHRE LQXWHODWHVWHLFKHVWLRQDUHGHF WUHXQORWGH

VXELHF L L D DMXQV OD FRQFOX]LD F  SHUVRQDOLWDWHD SRDWH IL GHVFULV  SULQ GRX  GLPHQVLXQL PDMRUH

introversie extroversie Lnevrotism stabilitate. &HOHGRX GLPHQVLXQLDXRGLVWULEX LHQRUPDO OD


QLYHOXO SRSXOD LHL PDMRULWDWHD SHUVRanelor plasndu-VH vQ ]RQD FHQWUDO  D FXUEHL GH GLVWULEX LH L
GRDUFkWHYDODDPEHOHH[WUHPH3UH]HQW PPDLMRVFkWHYDGLQWUHFDUDFWHULVWLFLOHSHFDUH(\VHQFNOHDDVRFLDWSR]L LLORUH[WUHPHDOHDFHVWRUGLPHQVLXQL

1. Introversiune Extroversiune. IntroverWL LL WLSLFL VXQW VHULRL L UH]HUYD L SUHIHUkQG
VROLWXGLQHDLDFWLYLW

LOHLQGLYLGXDOH6XQWSUHFDX LRUGRQD LLFXPS WD L

([WURYHUWL LL WLSLFL VXQW VRFLDELOL SHUPDQHQW vQ F XWDUH GH FRPSDQLH VXQW DWUDL GH
DFWLYLW

LOHH[FLWDQWHLVXQWJDWDV

-L asume riscuri. Sunt impulsivi, permanent n activitate, dar nu

ntotdeauna demni de ncredere.


2. Nevrotism Stabilitate ,QGLYL]LL FX QHYURWLVP ULGLFDW VXQW vQFOLQD L VSUH DQ[LHWDWH L
LULWDELOLWDWH $X U VSXQVXUL HPR LRQDOH GH XQ QLYHO VF ]XW ,QGLYL]Li stabili sunt, n general, calmi,
WHPSHUD LLFRQWUROD L
5HDPLQWLP F  DFHVWH GHVFULHUL VH DSOLF  GRDU H[WUHPHORU GLPHQVLXQLL SHUVRQDOLW

LL DVWIHO

vQFkW PDMRULWDWHD RDPHQLORU VH SODVHD]  vQWU R SR]L LH FHQWUDO  D LQWHUYDOXOXL GHOLPLWDW GH DFHVWH

extreme.
(\VHQFN FRQVLGHU  F  IDFWRULL ELRORJLFL SRW H[SOLFD GLIHUHQ HOH GLQWUH LQWURYHUWL L L
H[WURYHUWL L GLQWUH QHYURWLFL L VWDELOL 8QXO GLQWUH FHOH PDL VHPQLILFDWLYH HIHFWH SVLKRORJLFH
UHPDUF  (\VHQFN FRQVW  vQ XXULQ D VDX GLILFXOWDWHD FX FDUH LQGLYL]LL SRW IL FRQGL LRQD L 'DWRULW 
VHQVLELOLW

LL ORU OD VWLPXODUH LQWURYHUWL LL SRW IL FRQGL LRQD L PDL UHSHGH L PDL SXWHUQLF GHFkW

H[WURYHUWL LL$FHVWHGLIHUHQ HvQWUHFDSDFLW

LOHGHFRQGL LRQDUHSRWH[SOLFDSDU LDOPRGXOVSHFLILFGH

comportament al iQWURYHUWL LORULH[WURYHUWL LORU([SHULHQ HOHOXL)OHFKWHU  HYLGHQ LD]

IDSWXO

F LQWURYHUWL LDF URUFRQGL LRQDUHVRFLDO HVWHPDLDFFHQWXDW VXQWPDLFRQIRUPLWLLPDLSUHFDX L


GHFkWH[WURYHUWL LL
(FKLSD GH FHUFHWDUH FRPSXV  GLQ .DWKU\Q %ULJJV L ,VDEHO 0\HUV D HODERUDW LQGLFDWRUXO

Myers %ULJJVFDUHLPSOLF SDWUXGLPHQVLXQLDOHSHUVRQDOLW


- Extrovertit Introvertit
- Sensibil Intuitiv
- Gnditor Sentimental
- 5D LRQDO Perceptiv.

LL

&RPELQD LLOH DFHVWRU GLPHQVLXQL SRW GHILQL  WLSXUL GH

personalitate: de exemplu, o
 VHQVLELO   VHQWLPHQWDO   UD LRQDO  HVWH SRSXODU  JHQHURDV  YRUE UHD  L
UHOD LLOHDUPRQLRDVH2SHUVRDQ LQWURYHUWLW LQWXLWLY  gnditoare UD LRQDO HVWHOLQLWLW 

SHUVRDQ  H[WURYHUWLW 
SUHIHU

LQWHOLJHQW FHUHEUDO LUHWUDV 

Dintr-R DOW

 SHUVSHFWLY  FHUFHW WRDUHD DPHULFDQ  .DUHQ +RUQH\ ED]kQGX

-se pe o serie de

VWXGLLHPSLULFHDHODERUDWRFODVLILFDUHFHSUH]LQW WUHLGLPHQVLXQLDOHWLSXOXLGHSHUVRQDOLWDWH

Docil.

$F LRQHD]  SHQWUX ELQHOH FHORUODO L HVWH vQFOLQDW VSUH EXQ WDWH L VLPSDWLH GUDJRVWH

DOWUXLVPLXPLOLQ

$UHWHQGLQ DGHD LFHUHVFX]HvQPRGH[DJHUDWGHDILPXOWSUHDVHQVLELOSHVWH

P VXU GHUHFXQRVF WRUJHQHURVLDPDELOvQF XWDUHDDIHF LXQLLFHORUGLQMXU

Agresiv.
-

$F LRQHD]  GH RELFHL vPSRWULYD FHORUODO L L FRQWUROHD]  WHPHULOH L HPR LLOH vQ

VLWXD LLFH LSRWDGXFHVXFFHVSUHVWLJLXLDGPLUD LH$UHQHYRLHGHSXWHUHL LH[SORDWHD] SHFHLGLQ

jur.
'HWDDW $F LRQHD]  vQ GLYHUJHQ
LQGHSHQGHQWSXQkQGSUH SHLQWHOLJHQ

 FX FHLODO L (VWH QRQFRQIRUPLVW QHvQFUH] WRU HJRLVW L

LUD LRQDOLVP

8Q SXQFW GH YHGHUH FRPSOHPHQWDU HVWH vPS UW LW GH 'DYLG 5HLVPDQ FDUH D vPS U LW
VXELHF LLvQWUHLFDWHJRULL

2ULHQWD L F

2ULHQWD L F

7UDGL LRQDOLWLL L IRUPXOHD]  PRWLYD LLOH L FRQYLQJHULOH GLQ H[SHULHQ D WUHFXWXOXL L

WUH VLQH (L VXQW vQ PRG HVHQ LDO GLULMD L GLQ LQWHULRU L QX VXQW SU

ea

SUHRFXSD LGHFHHDFHFUHGFHLODO L
WUH FHLODO L L IRUPHD]  PRWLYD LLOH L FRQYLQJHULOH DQDOL]kQGX

-i pe cei din

jur.
GLQWUDGL LL5HLVPDQFRQVLGHU F DFHDVW FDWHJRULHHVWHDVW ]LvQWU RPLQRULWDWHQHVHPQLILFDWLY 

&ODVLILFDUHDOXL 5HLVPDQVHSUHWHD] LGHDOWIHODLIRVWXWLOL]DW vQ VIHUDPDUNHWLQJXOXLQ

cartea sa Comportamentul consumatorului -LP %O\WKH DUDW

 F  LQGLYL]LL RULHQWD L F WUH V

ine, de

H[HPSOX VXQW GH RELFHL LQRYDWRUL vQ VIHUD DXWRPRELOHORU L SURGXVHORU DOLPHQWDUH VXQW FUHDWLYL vQ
JHQHUDO SHFkQGFHL RULHQWD LF WUH FHLODO L VXQW YLFWLPHOH PRGHL $LFL VH SDUH F  H[LVW  R VFKLPEDUH
vQ SDUDGLJPD VRFLDO  vQ VHQVXO F  DFHVWH GRX  FDWHJRULL DX HYROX LL GLIHULWH *HQHUDOL]kQG

psihologul englez DPSXWHDVSXQHF

spune

GLQFHvQFHPDLPXO LRDPHQLGHYLQRULHQWD LF WUHVLQH 

GLQ WRWDOXO SRSXOD LHL  $FHVW IHQRPHQ D FRQGXV OD R PRGLILFDUH FRQWLQX  D SDUDGLJPHL VRFLDOH

consacrDWH GH OD FRQIRUPLVPXO HUHL YLFWRULHQH $QJOLD  OD R VRFLHWDWH SXWHUQLF LQGLYLGXDOL]DW

 L

OLEHUFXJHW WRDUH
0XWD LD SURGXV vQ SDUDGLJPDVRFLDO DUHHIHFWHGLYHUVHQSULPXO UkQG SLD DDUWLFROHORUGH
PRG V DIUDJPHQWDWLDUDVW ]LVHSRDUW DSURDSH

GHFOLQDOUHVSHFWXOXLID

GHDXWRULW

orice (Jim Blythe). n al doilea rnd, s-a produs un

LLRFUHWHUHDUDWHLFULPLQDOLW

LLQDOWUHLOHDUkQGDUHORFXQ

IHQRPHQ SR]LWLY GH DILUPDUH D WHQGLQ HORU RDPHQLORU GH VSULMLQLUH D VFRSXULORU DOWUXLVWH vQ
WHQGLQ HORU LQGLYLGXDOLVWH 0XWD LLOH SURGXVH VXQWH[SUHVLDFUHWHULL EXQ VW ULL L VHFXULW

pofida

LLvQ YHVWXO

Europei.
7LSRORJLD DPLQWLW  DUH

cum spuneam  R ODUJ

 DSOLFDELOLWDWH vQ VIHUD PDUNHWLQJXOXL (VWH

HYLGHQW F  GLYHUVHOH WLSXUL GH SHUVRQDOLWDWH DX FRPSRUWDPHQWH GLIHULWH vQ GRPHQLXO DFKL]L LLORU LDU

atunci cnd grupurile 

LQW DX GHYHQLW XRU GH LGHQWLILFDW FX DMXWRUXO VLVWHPHORU LQIRUPDWL]DWH 

DERUGDUHDGLIHUHQ LDW DDFHVWRUDDGHYHQLWRUHDOLWDWH


&UHGHP F  QX HVWH OLSVLW GH LQWHUHV vQ ILQDOXO DFHVWXL SDUDJUDI V  PHQ LRQ P L R DOW 
FODVLILFDUH XWLOL]DW  PDL DOHV vQ SVLKRORJLD PHGLFDO  GDU FX QXPHURDVH FRQVHFLQ H vQ PHGLXO
HFRQRPLF (VWH YRUED GH GLVWLQF LD GLQWUH FRPSRUWDPHQWHOH GH

tip A este sintagPD FUHDW

Tip A L Tip B. Comportamentul de

 GH FDUGLRORJLL )ULHGPDQ L 5RVHQPDQ   SHQWUX D GHVFULH DQXPLWH

PRGHOH FRPSRUWDPHQWDOH SUH]HQWDWH GH SDFLHQ LL FDUH DX GH]YROWDW R WXOEXUDUH FRURQDU  GH LQLP 
6WXGLLOH DX LQGLFDW IDSWXO F  E UED LL FX DFHVWH PRGHOH FRPSRUWDPHQWDOH DX R SUREDELOLWDWH GH GRX 
RULPDLPDUHV GH]YROWHRERDO GHLQLP GHFkWE UED LLFDUHQXPDQLIHVWDXDFHVWH FRPSRUWDPHQWH

(Tipul B).
&RPSRUWDPHQWHOH GH WLS $ LQFOXG XUP WRDUHOH WU V WXUL ILLQ

 DPEL LRDV  FRPSHWLWLY 

DOHUW LQWROHUDQW LDJUHVLY 9RUELUHDORUHVWHJU ELW JHVWLFXOHD] IUHFYHQWLOHHVWHJUHXV

-i lase

SHFHLODO L V  WHUPLQH FHGRUHDX V  VSXQ  vQDLQWHGH vQWUHUXSHUH (L VXQW WRWGHDXQD JU EL L FD L FXP
DU IL JRQL L 6KHLOD +D\ZDUG  PDQLIHVWkQG XQ ULVF ULGLFDW GH EROL FDUGLRYDVFXODUH (L SUH]LQW 
XUJHQ

 vQDLQWH GH WHUPHQ V  WHUPLQH FH DX GH I FXW vQWU XQ DQXPLW WLPS  L R H[WUHP 

FRPSHWLWLYLWDWHFKLDULvQSUHRFXS ULOHGLQWLPSXOOLEHU
&RPSRUWDPHQWHOH GH WLS % SRW IL OD IHO GH DPEL LRDVH vQV  QX SDU D IL JRQLWH 'RULQ D GH

activitDWH QX OH GRPLQ

 vQWUHDJD YLD

 (OH J VHVF WLPS SHQWUX IDPLOLH L SULHWHQL L WLQG V  DOHDJ 

SUHRFXS ULvQWLPSXOOLEHUPDLSX LQFRPSHWLWLYHGHFkWFHOHDOHVHGHWLSXO$$OWHVWXGLLDXREVHUYDW


F SHUVRQDOLWDWHDGHWLS$HVWHLPSOLFDW vQERDOD FDUGLRYDVFXODU  GDUHDQXHVWHXQSUHGLFWRUH[DFW
DO DFHVWHLD 0DWKHZV   8QLL LQGLYL]L SDU V  FRQWUROH]H GHVWXO GH ELQH HYHQLPHQWHOH VWUHVDQWH
vQWLPSFHDO LLHXHD] VXERIRDUWHPLF SUHVLXQH
&HUFHW WRULLDXvQFHUFDWV YHULILFHGHFHVHvQWkPSO DDXQGRPHQLXGHVWXGLXvOUHSUH]LQW 
FDUDFWHULVWLFLOH GH SHUVRQDOLWDWH .REDVD   D FKHVWLRQDW  GH SHUVRDQH GLQ DGPLQLVWUD LH VDX

manageri, cerndu-OH V  GHWDOLH]H HYHQLPHQWHOH VWUHVDQWH L GH ERDO  SH FDUH DFHWLD OH-DX WU LW vQ
ultimii trei ani. De asemenea, s-DXFRPSOHWDWLFKHVWLRQDUHGHSHUVRQDOLWDWHQXUPDU VSXQVXULORU
.REDVD D DQDOL]DW GRX  JUXSH GH U VSXQVXUL $PEHOH JUXSH DX DYXW VFRUXUL SHVWH PHGLH SULYLQG
HYHQLPHQWHOHVWUHVDQWHXQJUXSDDYXWVFRUXOHYHQLPHQWHORUGHERDO VXEPHGLHvQ

timp ce alt grup

a avut scorul peste medie.


$QDOL]DU VSXQVXULORUDGHPRQVWUDWF JUXSXOFXQLYHOGHVWUHVULGLFDWvPEROQ YLUHVF ]XW 

DDYXWXQFRQWUROPDLPDUHDVXSUDYLH LLSURSULL

s-DLPSOLFDWPXOWPDLDFWLYvQDFWLYLWDWHDSURSULHLvQYLD DVRFLDO 
s-DRULHQWDWPDLPXOWVSUHSURYRF ULLVFKLPEDUH
&DUDFWHULVWLFLOH GH SHUVRQDOLWDWH DOH DFHVWRU LQGLYL]L UREXWL VXQW controlul, angajamentul L
provocarea&RQWUROXODUHUROXOGH WDPSRQvQFHSULYHWH VWUHVXO $QJDMDPHQWXOSRDWHILDVLPLODWFX

acele

VLVWHPH IHUPH GH VSULMLQ VRFLDO GLQ MXUXO DFHVWRU LQGLYL]L vQ WLPS FH SURYRFDUHD LPSOLF 

HYDOXDUHDFRJQLWLY DVLWXD LLORUFXVFRSXOGHDOHUHHYDOXDFXFDOP


7RWXL

 VH vQWUHDE

 6KHLOD +D\ZDUG

 HVWH DFHVW WLS GH SHUVRQDOLWDWH GLVSRQLELO ILHF

UXLD"

'DF  DL XQ VHUYLFLX GH LQWHUHV VF ]XW SUREDELO F  WH YHL DQJDMD PDL SX LQ vQ DFHVWD HO SUHVXSXQH R
PDLPLF SURYRFDUHLDSURDSHFXVLJXUDQ

QXDLQLFLXQFRQWURODVXSUDDULHLWDOHGHDFWLYLWDWH3R L

YHQL FX DUJXPHQWXOFRQIRUP F UXLD FDUDFWHULVWLFLOH HVHQ LDOH SRWILDVDPEODWH vQ LQWHUHVHOH GLQDIDUD
VHUYLFLXOXLvQV GHRUHSHV SW PkQ ODXQVHUYLFLXSOLFWLVLWRUFUHHD] VHQWLPHQWXOGHVWUHVLSULQ
XUPDUHYHLILSUHDRERVLWSHQWUXDvQWUHSULQGHRDOW DFWLYLWDWHvQDIDUDLQWHUHVHORU

n final, consWDW

P DGHY UXO EDQDO F  HVWH H[WUHP GH LPSRUWDQW V  J VLP SURIHVLXQHD

FRUHVSXQ] WRDUH SHUVRQDOLW

LL QRDVWUH Q SRILGD YLVXOXL XQLYHUVDO GH D FkWLJD OD ORWHULH GH D

FXPS UD PDLQL L FDVH OX[RDVH L GH D vQWUHSULQGH DFWLYLW

L IDVFLQDQWH FX RDPHQL LQWHUHVDQ L vQ

ORFXULH[RWLFHUHDOLWDWHDHVWHF FHLPDLPXO LGLQWUHQRLWUHEXLHV PXQFLPDQLEXQLGLQJUHX'DF 


SHWUHFHP WUHL]HFL GH DQL I FkQG OXFUXUL SH FDUH DSURDSH OH GHWHVW P R EXQ  SDUWH GLQ YLD

 HVWH

LURVLW 
2SURIHVLXQHFRUHVSXQ] WRDUHDPSOLILF GLPHQVLXQLOHYLH LL(DHVWHVDWLVI F WRDUHGLQSXQFW
GH YHGHUH SHUVRQDO GHRDUHFH VXV LQH DVSHFWHOH FHOH PDL LPSRUWDQWH DOH SHUVRQDOLW

LL 6H SRWULYHWH

IHOXOXLvQFDUHQHSODFHV IDFHPOXFUXULOHLUHIOHFW FLQHVXQWHP1HSHUPLWHV XWLOL] PFDSDF W

vQQ VFXWHvQPRGDOLW

LOH

LILUHWLLQXQHREOLJ V IDFHPOXFUXULODFDUHQXQHSULFHSHPSUHDELQH FHO

SX LQ QX IUHFYHQW  (VWH LPSRUWDQW V  UHFXQRDWHP F  QXP UXO F LORU FH GXF VSUH VDWLVIDF LD
SURIHVLRQDO  QXHVWH HJDO FX QXP UXO DQJDMD LORUIHULFL L vQ PXQF  1X H[LVW  R

SURIHVLXQHLGHDO



ODFDUHV DVSLUHFXWR LLGDUH[LVW RSURIHVLXQHLGHDO ODQLYHOLQGLYLGXDO


2ULFH ORF GH PXQF  VH FDUDFWHUL]HD]  SULQWU XQ QXP U LQILQLW GH YDULDELOH 3HQWUX D GREkQGL

VDWLVIDF LD vQ SURIHVLXQH HVWH QHFHVDU V  FRQVWDW P FDUH QH VXQW SUHIHULQ HOH LDU DSRL V  J VLP R
VOXME  vQ FDUH HOH V  SRDW  H[LVWD 8QHOH SURIHVLXQL RIHU  VWDELOLWDWH DOWHOH VXQW ULVFDQWH L
SURYRFDWRDUH 8QHOH VXQW ULJXURV RUJDQL]DWH DOWHOH QX 2 DQXPLW  SURIHVLXQH SRDWH SUHVXSXQH XQ
QXP U PDUH GH FRQWDFWH L UHOD LL LQWHUXPDQH vQ WLPS FH DOWD LPSOLF  R FRQFHQWUDUH L R OLQLWH

aproape depline.
(VWH IRDUWH ELQH F  H[LVW  DWkW GH PXOWH SURIHVLXQL GLIHULWH GHRDUHFH L RDPHQLL GLIHU  vQ
SULYLQ D FDSDFLW

LORU L SULRULW

LORU SHUVRQ

ale 8QRUD OH SODFH V

 LD GHFL]LL GH FRQGXFHUH OD QLYHO

vQDOWvQYUHPHFHDO LLSXULVLPSOXQXVXQWSRWULYL LSHQWUXDDFHYD3HQWUXXQLLEDQLLUHSUH]LQW 


SULRULWDWHDDEVROXW HLGRUHVFV FkWLJHFkWPDLPXOW$O LLvQV GRUHVFPDLGHJUDE V MRDFHX

n rol

important n societate, banii trecnd pe planul secundar. Unii se simt n largul lor printre fapte,
GHWDOLL L VWDWLVWLFL GDU SH DO LL vL DSXF  PLJUHQD FkQG vQFHDUF  V  FLWHDVF  R VLPSO  VLWXD LH
ILQDQFLDU  'HSXQkQG XQ HIRUW FRQWLHQW GH GHVFRSHULUH D DGHY UDWXOXL HX YRP UHXL V  vQY

P

FXPDQXPHV QHFRQFHQWU PIRU HOHLvQFOLQD LLOHQDWXUDOHVSUHRSURIHVLHSHFDUHRvQGU JLPDWkWD


YUHPHFkWGRULPV PXQFLP

,PDJLQHGHVLQHLUHDOL]DUHSURIHVLRQDO

Oamenii se disting prin ceea ce arDW


ascund.

 L VH DVHDP

 SULQ FHHD FH

Paul Valry

'LQWUHWRDWHFRQFHSWHOHSHUVRQDOLW

LLDSOLFDELOHvQGRPHQLXOPDUNHWLQJXOXL

spune Gordon

Foxall  FRQFHSWXO GH LPDJLQH GH VLQH D RIHULW SUREDELO UH]XOWDWHOH FHOH PDL FRQVLVWHQWH L FHOH PDL
mari promLVLXQL SULYLQG DSOLFDELOLWDWHD vQ VIHUD DIDFHULORU $P DG XJD IDSWXO F  QX QXPDL VIHUD
PDUNHWLQJXOXLHVWHYL]DW GHFRQFHSWHOHDPLQWLWHPDLVXVFLLDOWHGRPHQLLHFRQRPLFHPRWLYD LDvQ
PXQF DOHJHUHD SURIHVLHL SURLHFWH GRULQ H L VFRSXUL SURIHVLRQDOH DYkQGXQ URO GHRVHELWvQ UHXLWD
SURIHVLRQDO DLQGLYLGXOXL
3ULQLPDJLQHDGHVLQHVHvQ HOHJHUHSUH]HQWDUHDSHFDUHL-o face fiecare despre ceea ce este,
despre aspectele sale pozitive, despre punctele slabe pe care le are, despre comportamentele sale
pUHYL]LELOHGHVSUHJXVWXULOHLSRVLELOLW LOHVDOH3OHFkQGGHODDFHDVW LPDJLQHGHVLQHLQGLYLGXOvL
FRQVWUXLHWH QLYHOXO V X GH H[SHFWDQ

 $FHDVWD FXSULQGH DWHSW ULOH GLQ SDUWHD XQXL VXELHFW FDUH

bazndu-VH SH HOHPHQWH RELHFWLYH VSHU

 vQWU

-o anuPLW

 UHXLW

 1LYHOXO GH H[SHFWDQ

 VH GHILQHWH

SULQUHXLWDSHFDUHVXELHFWXORSUHYHGHDWXQFLFkQGHVWHSXVvQID DXQHLVDUFLQLGHvQGHSOLQLW
-XGHFDWD GH YDORDUH SH FDUH R HPLWH XQ LQGLYLG DVXSUD VD HVWH vQ PRG GLUHFW OHJDW  GH GRL
IDFWRULH[SHULHQ DUHXLWHORUVDXDHHFXULORUFDUHDXIRVWWU LWHUHIHULWRUODRVDUFLQ VLPLODU SHGHR
SDUWHLDUSHGHDOWDLPDJLQHD JOREDO SHFDUHRDUHGHVSUHVLQHvQVXL ,PDJLQHDGHVLQHFRQVWLWXLH
XQ IHO GH UHIHULQ

 FH YD SHUPLWH LQGLYLGXOXL HYDOXDUHD DQVHORU GH UHXLW  VDX GH HHF $FHDVW 

HYDOXDUH VH FRQIUXQW  FX UHDOLWDWHD 3URFHVXO IXQF LRQHD]  FD XQ VLVWHP vQ FDUH HOHPHQWXO GH IHHG

EDFN HVWH HVHQ LDO &RQVWUXLUHD VFRSXULORU L SURLHFWHORU QHFHVLW  R DXWRHYDOXDUH FH FRQGL LRQHD] 
DQVHOH GH UHXLW  VDX GH HHF ,PDJLQHD GH VLQH SHUPLWH UHXLWD VDX HHFXO 1LYHOXULOH H[WUHP GH
ULGLFDWH DOH LPDJLQLL GH VLQH DUDW F  LQGLYLGXO HVWH VXSUDvQFUH] WRU L SRVLELO QHUHDOLVWvQDWHSW ULOH
SULYLQGHILFLHQ DDFWHORUVDOH1LYHOXULOHVF ]XWHDOHDFHVWHLLPDJLQLGHVL

ne pot indica sentimente de

GHYDORUL]DUHGHVLQH8QPDUHQXP UGHLQGLYL]LDXRLPDJLQHGHVLQHDWkWGHGHWHULRUDW vQFkWQXVH

pot proiecta ntr-XQ YLLWRU GLIHULW GH FHO SHFDUH vOWU

LHVF GHMD 2ULFH GLQDPLVP LQGLYLGXDO OL VH SDUH

VRUWLW HHFXOXL &D]XULOH GH DFHVW JHQ QX YL]HD]  GRDU SDWRORJLFXO $QDOL]D HHFXULORU SURIHVLRQDOH
GH SLOG  LOXVWUHD]  OHJ WXULOH vQWUH LPDJLQHD GH VLQH L GHPRWLYDUHD vQ PXQF  /XFU ULOH OXL +

Rodriguez Tom asupra imaginii de sine la muncitorii EXQL L U

L VXQW UHYHOD

toare cu privire la

UHOD LLOHvQWUHHHFLLQFDSDFLWDWHDGHDVHFRQVWUXLRLPDJLQHGHVLQHFRUHQW LSR]LWLY 


'H UHJXO  vQ vQWUHSULQGHUH VH SRDWH FRQVWDWD vQ PRG HPSLULF IDSWXO F  VDODULD LL FHL PDL
GHPRWLYD LVXQWDGHVHDFHLFHDXGLILFXOW

LGHvQFUHGHUHvQVLQHLFDUHSURLHFWHD] DVXSUDLQVWLWX LHL

scepticismul pe care l au n raport cu ei nLL 'DF

 VH GRUHWH FD VFRSXULOH L SURLHFWHOH V  ILH

PDQLIHVW UL DOH PRWLYD LHL WUHEXLH FD VDODULDWXO V  WUHDF  SULQWU R ID]  SR]LWLY  D vQFUHGHULL GH VLQ

e.

&k L VDODULD L DIOD L vQ GLILFXOWDWH DX UHXLW QXPDL SHQWUX F  PDQDJHUXO D FUH]XW F  HL SRW UHXL" 'LQ
S FDWH DGHVHRUL R DVWIHO GH MXGHFDW  SR]LWLY  HVWH FRQWUD]LV  GH LQGLYLGXO vQVXL REVHGDW GH

insuccesele sale.
Q PXOWH FD]XUL vQV  LPDJLQHD GH VLQH HVWH R LPDJLQH LGHDOL]DW  FRQIRUP  FX R VHULH GH
GRULQ H SURIXQGH (VWH LPDJLQHD SULQ XOXL L D SULQ HVHL GLQ EDVPHOH FRSLO ULHL

spune Sandra

0LFKHO'HVLJXUUHDOLWDWHDYLQHFXGH]DP JLULOHHLvQV YLVHOHLDVSLUD LLOHSHUPLWUHvQYLHUHDDFHVWHL

imagini pozitive.
$SDUH vQ DFHVW FRQWH[W OHJ WXUD L DGHVHRUL FRQWUDGLF LD GLQWUH (XO LGHDO L LGHDOXO (XOXL
$GHVHD LPDJLQLOH (XOXL LGHDO L DOH LGHDOXOXL (XOXL VH VXSUDSXQ vQ DD P VXU  vQFkW QX SRW IL
GHVS U LWH8QHRULvQV HOHQXVXQWGLYHUJHQWHLSURYRDF vQWUHE ULQHOLQLWLWRDUHWUHEXLHV WLQGVSUH

ceea ce dorescV

ILXVDXVSUHFHHDFH

trebuieV

ILX"3HFDUHGLQDFHVWHLPDJLQLSRWV OHXWLOL]H]FD

JKLG VDX FD QRUP " $FHVWH GLYHUJHQ H VXQW OHJDWH GH GLILFXOWDWHD FRQVWUXLULL SURSULHL LGHQWLW

diILFXOW

L

LFHVHUHIOHFW vQPRWLYD LLOHQHFODUHLDGHVHRULJUHLWLQWHJUDWHvQDF LXQH


,QIRUPD LLOHYHQLWHGLQUHDOLWDWHPRGLILF ODUkQGXOORULGHDOXO(XOXL'DF VXQWPLFJUDVL

XUkW DGH]LXQHD OD XQ LGHDO FH YL]HD]  XQ (X vQDOW VXSOX L IUXPRV VH YD ORYL GH FRQWLHQWL]DUHD
UHDOLW

LL 3ULQ XUPDUH LGHDOXO HXOXL QX SHUPLWH XQ GHFDODM IODJUDQW vQWUH YLV L UHDOLWDWH $VSLUD LLOH

VXQW VLPSOH DEVWUDF LL I U  IRU

 PRWLYDQW  DWkWD WLPS FkW HOH QX FRUHVSXQG UHDOLW

LL 'RULQ D GH

DVFHQVLXQH SURIHVLRQDO  D XQXL LQGLYLG VDX DOWXO WUHEXLH V  VH ED]H]H SH LPDJLQL FX VXSRUW vQ

realitate.
QID D XQRUGLILFXOW

LRDPHQLLUHDF LRQHD] H[WUHPGHGLIHULW&kQGOLVHvQWkPSO XQOXFUX

QHSO FXW FXP DU IL QHSURPRYDUHD XQXL H[DPHQ


vQFHDUF GLQQRX$O LLUHQXQ

de exemplu , unii oameni se moELOL]HD]

 L

LFRQVLGHU HHFXOGUHSWXQPHVDMFDUHOHVSXQHF QXPHULW V PDL

ncerce.
Q XUP  FX SDWUX GHFHQLL SVLKRORJXO DPHULFDQ 5RWWHU D VXJHUDW F  DFHVWH GLIHUHQ H DSDU FD
UH]XOWDW DO SHUFHS LHL ORFXOXL GH FRQWURO GH F WUH ILHFDUH SHUVRDQ  (VWH YRUED GH P VXUD SRWULYLW
F UHLDILHFDUHLQGLYLGSHUFHSHHYHQLPHQWHOHH[LVWHQ HLVDOHFDILLQGGHSHQGHQWHGHSURSULLOHFDOLW

LL

defecte (control intern) sau ca fiind sub controlul altora, (imprevizibile, supuse hazardului control
H[WHUQ &RQVWDW ULOHOXL5RWWHUDXSHUPLVREVHUYDUHDIDSWXOXLF UHDF LLOHvQID DHHFXOXLSUHFXPL
GLILFXOW

LOH SURIHVLRQDOHVXQW GLIHULWH SRWULYLW ORFXOXL GH FRQWURO ,QGLYLGXO FHDSUHFLD]  F  DUH XQ

FRQWURO DVXSUD GHVWLQXOXL V X VH FRQVLGHU  UHVSRQVDELO L OXSW  vPSRWULYD GLILFXOW

LORU FX HQHUJLH

VSRULW 'LPSRWULY FHOFHFRQVLGHU F HHFXOSURIHVLRQDORPDMXOYLFLVLWXGLQLOHFDULHUHLVDODQXvL


VXQWLPSXWDELOHLF HOHVWHGHIDSWRYLFWLP DFUL]HLHFRQRPLFHYDILSUREDELOPDLSX LQVWUHVDWGH
GLILFXOW

LOH vQWkOQLWH DYkQG vQV  WHQGLQ H SXWHUQLFH VSUH GHPRWLYDUH 3HQWUX XQ QXP U FUHVFkQG GH

LQGLYL]LDQVDGHDLQWUDvQYLD DDFWLY GHD LS VWUDORFXOGHPXQF GHDRE LQHRSURPRYDUHSDU

de efortul individual.

V ILHJXYHUQDWHGHFDX]HFHQX LQ

2PDUHSDUWHGLQDFHVWHSUREOHPHHVWHOHJDW GHFHHDFH%DQGXUD  DQXPLWFRQWLLQ D


SURSULHLHILFLHQ H$FHDVWDHVWHOHJDW GHVLP XOGHFRPSHWHQ
vQ UHDOL]DUHD XQRU DFWLYLW

SHUVRQDO  FkWGHEXQP FRQVLGHU

L 1X HVWH YRUED GHVSUH FHHD FH DP I FXW GHMD GHRDUHFH XQHOH SHUVRDQH

SRW IDFH IRDUWH PXOWH OXFUXUL I U  D IL FRQYLQVH F  VXQW FRPSHWHQWH vQ GLUHF LD UHVSHFWLY  0DL
FXUkQGHVWHYRUEDFkWGHFRPSHWHQWP FRQVLGHUHXvQVXPL'DF DYHPFRQWLLQ DSURSULHLHILFLHQ H

ntr-XQ GRPHQLX FXP DUIL V

 VSXQHP DFWLYLWDWHD FRODU  DWXQFL YRP LQYHVWL XQ HIRUW PDL PDUH L

YRP WUXGL PDL PXOW GHFkW GDF  DXWRDSUHFLHUHD QRDVWU  DU IL UHGXV  L QX DP FRQVLGHUD F  PHULW  V 
IDFHPXQHIRUWSHQWUXF RULFXPQXYRPDMXQJHQLF LHUL

ImaJLQHD GH VLQH LQGLF  R VHULH GH FRPSRQHQWH %O\WKH  FDUH FKLDU GDF  LQWHUIHUHD]  vQWUH
ele, sunt suficient de bine conturate:
Sinele real $FHVWD HVWH VLQHOH RELHFWLY SH FDUH vO SHUFHS FHL GLQ MXUXO QRVWUX FKLDU GDF 
DFHWLDQXSRWWLWRWXO GHVSUHQRL$FHDVWDvQVHDPQ F VLQHOHUHDOSRDWHILDOWIHOGHFkWLPDJLQHDSH
FDUH R RIHULP FHORU GLQ MXU 'DWRULW  IDSWXOXL F  DFHDVW  ID HW  HVWH FHD SHUFHSXW  GH FHL GLQ MXU
PDUHDPDMRULWDWHDVXELHF LORUYRUvQFHUFDV RLQIOXHQ H]H

Sinele imagine. Acesta este sinele subiectiv pe care-OSHUFHSHPQRLvQLQH6LQHOH imagine

SRDWHV  GLIHUH UDGLFDOID

 GHVLQHOH UHDOvQV DFHDVW  GLIHUHQ

sistemului de feed-back RIHULW GH FHL GLQ MXU 1H PRGLILF

 VH SRDWHDWHQXDvQ WLPSFXDMXWRUXO

P VLQHOH

imagine folosindu-ne de

UHDF LLOHFHORUGLQMXU

Sinele ideal. Acesta este sinele la care rvnim. El corespunde nivelului de actualizare din
LHUDUKLD OXL 0DVORZ $FHDVW  GLPHQVLXQH D VLQHOXL GHWHUPLQ  VXELHFWXO OD R VHULH GH DF LXQL FDUH V 
DWHQXH]HGLIHUHQ HOHGLQWUHVLQHOHLGHDOLVLQHOH

imagine.

Sinele reflectat $FHVWD HVWH VLQHOH VRFLDO VDX LPDJLQHD SH FDUH FUHGHP F

 R SHUFHS FHL GLQ

MXU1XFRLQFLGHGHRELFHLFXVLQHOHUHDOGHRDUHFHQXDYHPFDSDFLWDWHDGHDFLWLJkQGXULOHFHORUODO L

Sistemul de feed-back este de obLFHL LQIOXHQ DW GH DWLWXGLQL SROLWLFRDVH VDX GH GRULQ D LPSXQHULL
sinelui LPDJLQHDDvQFkWQXVXQWHPvQWRWGHDXQDODFXUHQWFXPRGXOvQFDUHQHSHUFHSFHLGLQMXU
Modul n care FRQVLGHU P F  VXQWHP SHUFHSX L QH GHWHUPLQ  V  LQL LHP DQXPLWH VFKLPE UL GH
LPDJLQHVDXV DFFHQWX PDFHOHID HWHSHUFHSXWHFDILLQGSR]LWLYH

6  FRQVHPQ P DILUPD LD OXL %XUQV 1X QH SXWHP YHGHD DD FXP QH Y G FHL GLQ MXU GDU
SRDWHF DDHPDLELQH
5HYHQLQG OD DQDORJLD OXL *RIIPDQ FX SULYLUH OD YLD D

ca teatru, este evLGHQW F

DFKL]L LLOH GH UHFX]LW  L FRVWXPH VXQW UHOHYDQWH SHQWUX VLQHOH UHDO 8Q VLQH UHDO SR]LWLY SRDWH IL

asigurat cu ajutorul feed-back-ului UHSUH]HQWDW GH FHL GLQ MXU DSODX]HOH  L ELQHvQ HOHV FX DMXWRUXO
XQXLMRFGHVFHQ SRWULYLWUROXOXL

RealizaUHD VLQHOXOXL LGHDO VHDP

Q  FX RE LQHUHD DSODX]HORU SXEOLFXOXL L FX UHFXQRDWHUHD

VXFFHVXOXLGLQSDUWHDFULWLFLLvQV SRDWHFHOPDLLPSRUWDQW

spune Blythe HVWHV

QHvQY

PELQH

UROXOLV DFRUG PLPSRUWDQ DFXYHQLW FRVWXPHORUPDFKLDMXOXLLVFHQDULXOXL/XPHDvLPRGLILF 

comportamentul cu ajutorul feed-back-ului $FHVW IHQRPHQ SRDUW  QXPHOH GH auto-monitorizare.


Auto-PRQLWRUL]DUHD DUH GRX  IRUPH GH H[SUHVLH SUHRFXSDUHD SHQWUX XQ FRPSRUWDPHQW SRWULYLW L
DFRUGDUHDDWHQ LHLFHVHFXYLQHVRFLHW

LLvQFDUHWU LPvQYHGHUHDJ VLULLXQRUIRUPHGHH[SULPDUHvQ

IXQF LHGHVLWXD LLOHFUHDWH


$P SXWHD VSXQH F  RDPHQLL vL DVLJXU  XQ FRPSRUWDPHQW DGHFYDW XQHL RFD]LL REVHUYkQG
UHDF LLOH FHORUODO L L DF LRQkQG vQ FRQVHFLQ

 /D IHO FXP FHL I U  H[SHULHQ

FRPHVHQLL REVHUYkQG FDUH FX LW L FDUH IXUFXOL

 PRQGHQ  vL XUP UHVF

 WUHEXLH IRORVLWH OD ILHFDUH IHO GH PkQFDUH RDPHQLL

DFFHSW  VIDWXUL GH ODFHL GLQ MXU SHQWUX D LIRUPD XQ FRPSRUWDPHQW SROLWLFRV Q DFHVW VHQV QLYHOXO

auto-PRQLWRUL]

ULL HVWH GHILQLWRULX 6XELHF LL SHQWUX FDUH DFHVW QLYHO HVWH VF ]XW VXQW SUHGLVSXL OD D

FHGD LPEROGXULORU LQWHULRDUH L SUHIHU  V  ILH GLIHUL L ID

 GH FHL GLQ MXU FHL FX XQ QLYHO GH DXWR

PRQLWRUL]DUHULGLFDWYRUILFRQIRUPLWLLYRUFHGDDWUDF LHLH[HUFLWDWHGHPRG 
Q ILQDOXO DFHVWRU FRQVLGHUD LL QH SXQHP XUP WRDUHD vQWUHEDUH H[LVW  R OHJ WXU  vQWUH
VWUXFWXUD SHUVRQDOLW

LL LPDJLQHD GH VLQH SH GH R SDUWH L UHXLWD vQWU R DQXPLW  DFWLYLWDWH SH GH

alta?
QWRDWHSURIHVLLOHH[LVW SHUVRDQHFXVXFFHVGLQWRDWHWLSXULOHWHPSHUDPHQWDOH&XQRDWHUHD
DWXXULORULDSXQFWHORUQHYUDOJLFHDOHWLSXOXLSHUVRQDOGHSHUVRQDOLWDWHSRDWHFRQIHULXQDYDWDMUHDOvQ
SURFHVXOGHF XWDUHDOXQHLSURIHVLLQWRDWHDVSHFWHOHSURFHVXOXLGHODFHUFHW ULOHDVXSUDSRVWXULORU

disponibiOH

LGHQWLILFDUHD L FRQWDFWDUHD GH SRWHQ LDOL SDWURQL GH]YROWDUHD GH LQVWUXPHQWH GH

PDUNHWLQJ SHUVRQDO DD FXP VXQW &9 XULOH  VWDELOLUHD L GHVI XUDUHD GH LQWHUYLXUL SHQWUX

DQJDMDUHQHJRFLHUHDVDODULXOXLLSkQ ODDFFHSWDUHDILQDO DXQXLSRVWRDPHQLLYRUDF LRQDFRQIRUP


WLSXOXLORUGHSHUVRQDOLWDWH&DSDFLWDWHDGHDQHH[SORDWDDWXXULOHLGHDQHFRPSHQVDLPSHGLPHQWHOH
SRDWHUHSUH]HQWDGLIHUHQ DvQWUHRFDPSDQLHUHXLW LXQDQHUHXLW GHF XWDUHDXQHLVOXMEH

Temperamentele nu sunt nici bune LQLFLUHOHILHFDUHWHPSHUDPHQWDUHWU

V WXULFDUHWUHEXLH

FRPSHQVDWH SULQ HGXFD LH L DXWRFRQWURO FRQWLHQW 7HPSHUDPHQWXO VXSRUW  LQIOXHQ HOH GH]YROW ULL
FHORUODOWH FRPSRQHQWH DOH SHUVRQDOLW

LL FDUDFWHU LPDJLQD LH FUHDWLYLWDWH PRWLYD LH HWF  7LS

VLVWHP QHUYRV L WHPSHUDPHQWXO FRUHVSXQ] WRU vL SXQ DPSUHQWD DVXSUD vQWUHJLL DFWLYLW
WU V WXUL WHPSHUDPHQWDOH FDUHIDYRUL]HD] GHVI XUDUHDDFWLYLW
HPR LRQDO UH]LVWHQ
VXFFHVXOXL
DFWLYLW

FRODU

 OD HIRUW U EGDUH  L vQ FRQVHFLQ


DD

FXP

VXQW

WU V WXULOH

LORUFRODUH GHH[HPSOX

ul de

L ([LVW 

echilibru

 IDF SRVLELO  RE LQHUHD PDL UDSLG  D

WHPSHUDPHQWDOH

FDUH

vQJUHXQHD] 

GHVI XUDUHD

LORUFRODUH GHH[HPSOXJUDGULGLFDWGHHPRWLYLWDWHLQHYURWLVPDQ[LHWDWHVODE UH]LVWHQ

la efort, abandonuO vQ ID D GLILFXOW

LORU  L FDUH WUHEXLH FRPSHQVDWH SULQ HGXFD LH L DXWRFRQWURO

FRQWLHQW 5HDOL]DUHD FX VXFFHV D XQHL DFWLYLW

L HVWH SRVLELO  QXPDL SULQ SUH]HQ D

3UH]HQ DXQHLDSWLWXGLQLHVWHHYLGHQ LDW GHXXULQ DFXFDUHVXQWvQY

dintr-XQGRPHQLXGHRULJLQDOLWDWHDXQRUU

aptitudinilor.

DWHFXQRWLQ HOHLGHSULQGHULOH

VSXQVXULGHDSOLFDUHDUHXLW DLQIRUPD LLORUGREkQGLWHvQ

GRPHQLXOUHVSHFWLYGHPXOWLWXGLQHDVROX LLORURIHULWHODRSUREOHP GDW GHRERVHDODPDLUHGXV FD

efect al muncii depuse.


$SWLWXGLQLOH UHSUH]LQW  ODWXUD LQVWUXPHQWDO

RSHUD LRQDO  D SHUVRQDOLW

LL DQVDPEOXO

vQVXLULORU SVLKLFH L IL]LFH FDUH DVLJXU  UHXLWD vQWU R DFWLYLWDWH ILLQG R XQLWDWH vQWUH HUHGLWDWH L

vQY

DUH H[HUFL LX HIRUW LQWHUHV PHGLX  $SWLWXGLQLOH H[SOLF  GLIHUHQ HOH GLQWUH RDPHQL vQ SULYLQ D

SRVLELOLW

LL vQVXLULL DQXPLWRU FXQRWLQ H SULFHSHUL L GHSULQGHUL 3XQHUHD vQ YDORDUH D DSWLWXGLQLORU

L RE LQHUHD SHUIRUPDQ HORU vQ DFWLYLWDWH VXQW FRQGL LRQDWH GH SDUWLFLSDUHD DOWRU FRPSRQHQWH DOH
SHUVRQDOLW

LLPRWLYHOHLQWHUHVHOHVFRSXULOHSHUVHYHUHQ D

&RQVWUXLUHDLGHQWLW

6XESUHWH[WXOF
JULM

LLLQGLYLGXDOH

SHUIHF LXQHDQXH[LVW

vQDFHDVW

OXPHQXY

S

VWUD LFX

WRDWHGHIHFWHOHYRDVWUH

Jules Renard

&RQVLGHUD LLOHI FXWHGHSVLKRORJLDVXSUDVWUXFWXULLSHUVRQDOLW

LLOHFRQVLGHU PDILUHOHYDQWH

SHQWUX GHYHQLUHD SURIHVLRQDO  D ILHF UXL LQGLYLG L D UHOD LHL SH FDUH DFHVWD R vQWUH LQH FX PHGLXO

profesional n care este inserat.


'HVFLIUDUHD SHUVRQDOLW

LL XPDQH HVWH LQGLVSHQVDELO  SHQWUX D vQ H

lege mai bine nu numai

SURSULLOHQRDVWUHUHDF LLODORFXOGHPXQF FLLSHFHOHDOHFROHJLORUVXSHULRULORUVDXVXERUGRQD LORU


DO WXUL GH FDUH QH J VLP R EXQ  SDUWH GLQ YLD

productivitate a celor mai perfoUPDQWH

 6WXGLLOH FX SULYLUH OD SULQFLSDOHOH VXUVH GH

FRPSDQLL DPHULFDQH DX DU WDW F  DWHQ LD DFRUGDW 

SHUVRQDOXOXL UHOD LLORU XPDQH DUH PDL PDUH LPSDFW DVXSUD UDQGDPHQWXOXL GHFkW FRQGL LLOH GH OXFUX

propriu-]LVH 1LFROH$XEHUW 3HEXQ GUHSWDWH(OWRQ0D\RVSXQHDF PDQDJHUXOFDRULFHHOHPHQW


cheLH DO YLH LL vL J VHWH VXUVD VD vQ LQWHOLJHQ  3HQWUX D IL OD vQ O LPHD UHVSRQVDELOLW LORU VDOH HO
WUHEXLH V  vQ HOHDJ  QDWXUD XPDQ  'DF  QX HVWH FRQWLHQW GH SUREOHPHOH XPDQH GDF  QX HVWH
VHQVLELO OD DPEL LLOH L DVSLUD LLOH FHORU SH FDUH vL FRQGXFH L QX HVWH FDSDELO V  DQDOL]H]H IRU HOH
HPR LRQDOH FH PRWLYHD]  FRPSRUWDPHQWHOH ORU SURLHFWHOH FDUH vL VXQW vQFUHGLQ DWH QX YRU DYDQVD
RULFDUHDUILFUHWHULOHVDODULDOH
'DF  vQWUHSULQGHUHD SRDWH FRQVWLWXL SHQWUX LQGLYLG XQ ORF SULYLOHJLDW GH GH]YROWare n care
realizarea propriilor obiective se poate face n armonie cu obiectivele ntreprinderii, sub alte
DVSHFWHLvQDOWHvQWUHSULQGHULDFHDVWDGLQXUP SRDWHILXQORFGHDOLHQDUHFDUHV VXVFLWHDQJRDVHL
PHFDQLVPHGHDS UDUH

Fiecare individ, atXQFL FkQG LQWU

 vQWU R vQWUHSULQGHUH YLQH FX WRDW  SHUVRQDOLWDWHD VD FX

H[LJHQ HOH WUHEXLQ HOH FRQIOLFWHOH L VSHUDQ HOH VDOH 8Q LQGLYLG FH SRVHG  GH H[HPSOX R LPDJLQH
GH VLQH GH]YROWDW  YD F XWD vQ PXQFD VD XQ PLMORF GH D L VDWLVIDFH H[LJHQ HOH SURSULL L YD IL

GH]DP JLWvQFD]GHHHF
/D UkQGXO HL vQWUHSULQGHUHD VH SUH]LQW  LQGLYLGXOXL FX SURSULLOH VDOH H[LJHQ H FRQVWUkQJHUL

cerndu-L V  L OH VDWLVIDF  QWUHSULQGHUHD HVWH GHFL XQ ORF GH LQYHVWL LH PDMRU  SHQWUX LQGLYLGXO FH
FDXW  V -L SUREH]H FRPSHWHQ D VD L V -L VDWLVIDF  PXOWLSOHOH WUHEXLQ H SVLKRORJLFH vQ IXQF LH GH
HYROX LDGLYHUVHORUHOHPHQWHDOHSHUVRQDOLW

LLVDOH

QFHUF P vQ UkQGXULOH FH XUPHD]  V  DU W P PRGXO vQ FDUH vQWUHSULQGHUHD RUJDQL]D LD 
LQWHUYLQH vQ FRQVWUXLUHD LGHQWLW

LL LQGLYLGXDOH L V  GHILQLP QR LXQHD GH FRQWUDFW SVLKRORJLF! vQWUH

LQGLYLGLRUJDQL]D LHGLQFDUHIDFHSDUWH
QWUHSULQGHUHDSRDWHILFRQVLGHUDW XQVLVWHPFXOWXWDOVLPEROLFLLPDJLQDU6LVWHPFXOWXUDO

GHRDUHFH HD RIHU  R FXOWXU  DGLF  XQ VLVWHP GH YDORUL L QRUPH XQ VLVWHP GH JkQGLUH GH
UHSUH]HQWDUH L GH DF LXQH (D HVWH WRWRGDW  XQ VLVWHP VLPEROLF

cu miturile sale unificatoare, cu

ULWXULGHLQL LHUHLGHWUHFHUHFXHURLLV LFXPHPRULDVDFROHFWLY LPDLDOHVXQ VLVWHPLPDJLQDU

ce tindeV

RFXSHRPDUHSDUWHGLQVSD LXOSVLKLFDOLQGLYL]LORU

$D FXP VXEOLQLD]  5 5HLWWHU   vQWUHSULQGHUHD L RUJDQL]DUHD DFHVWHLD UHSUH]LQW  XQ
VLVWHP XPDQ VWUXFWXUDW FDUH YRUEHWH QWUHSULQGHUHD YRUEHWH GHVSUH SXOVLXQLOH PHOH GHVSUH
GRULQ DPHDGHGHSHQGHQ

GHQHYRLDPHDGHDDF LRQDGHLPDJLQHDPHDLGHDO QWUHSULQGHUHDvPL

VWUXFWXUHD]  XQ VSD LX XQGH J VHVF U VSXQVXULOH OD SUHRFXS ULOH PHOH GH LGHQWLWDWH QWUHSULQGHUHD
vPL VSXQH FHHD FH VXQW FD PHPEUX DO XQHL FROHFWLYLW

L VSHFLILFH (D vPL VSXQH FHHD FH VXQW DO LL

SHQWUX PLQH L FH VDWLVIDF LH SRW V  RE LQ GLQ DFHDVWD (D vPL VSXQH FH YLVH SRW V

-mi fac pentru

YLLWRU (D G  IRUP  L VHQV QHYRLL PHOH GH SXWHUH (D G  YDORDUH L VWUXFWXUHD]  DF LXQLOH PHOH

ntreprinderea este locul unde sHvQVFULHFRQVWUXLUHDLGHQWLW

LLSHUVRQDOHDLQGLYLGXOXL!

$ VSXQH F  LGHQWLWDWHD SHUVRQDO  D XQXL LQGLYLG HVWH GH QDWXU  SVLKRVRFLDO  vQVHDPQ  D
VXEOLQLD IDSWXO F  QXFOHXO FHQWUDO DO SHUVRQDOLW

LL LQGLYLGXDOH FRQVWLWXLH XQ IHO GH UH]XOWDQW  D XQXL

ansamEOX GDW GH FRPSRQHQWH SVLKRORJLFH L VRFLRORJLFH $FHDVW

 LGHQWLWDWH VH FRQVWLWXLH vQ PRG

SURJUHVLY vQ FXUVXO GH]YROW ULL LQGLYLGXOXL L HD QX HVWH vQ UHDOLWDWH QLFLRGDW  IL[DW  GHILQLWLY
1LPHQL QX VH LQVWDOHD]  SHQWUX WRWGHDXQD vQWU

-o identitate total

vPSOLQLW  7U V WXULOH FH QH VXQW

DWULEXLWH VH VFKLPE  vQ IXQF LH GH HYHQLPHQWH GH FRPSRUWDPHQWHOH DGRSWDWH GH JUXSXULOH GH
DSDUWHQHQ

 'HVLJXU LGHQWLWDWHD QX HVWH GRDU vQ PLFDUH SHUSHWX  HD HVWH WRWRGDW  DPHQLQ DW  GH

DQWXUDMXOVRFLDOVDXFRPSURPLV GHFRQGL LLOHPDWHULDOH


2UvQWUHSULQGHUHDvQFDUHVHGHVI RDU H[LVWHQ DSURIHVLRQDO DLQGLYLGXOXLLVHGHUXOHD] R
EXQ  SDUWH GLQ YLD D VDFRQVWLWXLH XQ VSD LX IXQGDPHQWDO vQ SURFHVXO GHFRQVWUXLUH D LGHQWLW

LL VDOH

personale. Imaginile pe care leSULPHWHSHSDUFXUVXODFWLYLW LLVDOHSUHFXPLUHOD LLOHFXFHLODO L


FROHJLVXSHULRULVXERUGRQD L VXQWPXOWLSOHLUHSUH]LQW WRWDWkWHDVXUVHFRQVWDQWHGHGLIHUHQ GH
FRHUHQ

GHYDORUL]DUHVDXGHYDORUL]DUH
3HQWUXDvQ HOHJHUHOD LDFHVHVWDELOHWHvQWUHLQGLYLGLvQWUHSULQGHUH RUJDQL]D LH SVLKRORJLL

IDFGHUHJXO UHFXUVODQR LXQHDGH

contract psihologic.
Harry Levinson n lucrarea sa Arta de a dirija DDYDQVDW LGHHD SRWULYLW F

UHLD DU H[LVWD vQWUH

ILHFDUH LQGLYLG L vQWUHSULQGHUHD F UHLD vL DSDU LQH XQ FRQWUDFW SVLKRORJLF QHVFULV ,QGLYLGXO FHUH
vQWUHSULQGHULL F UHLD vL DSDU LQH V

-L VDWLVIDF

 R VHULH GH WUHEXLQ H vQ VFKLPEXO F URUD OD UkQGXO V X

VDWLVIDFH H[LJHQ HOH vQWUHSULQGHULL &DUH VXQW WUHEXLQ HOH SH FDUH LQGLYLGXO FDXW  V  OH

realizeze n

YLD DVDSURIHVLRQDO "/HYLQVRQOHFODVHD] vQWUHLFDWHJRULL

1.

7UHEXLQ H GH DVLVWHQ

 ,QGLYLGXO VLPWH QHYRLD FD vQWUHSULQGHUHD V  VH RFXSH GH HO (O

SRDWH DYHD QHYRLH GH DMXWRU DWXQFL FkQG vQFHDUF  V  VH LQWHJUH]H vQ HFKLSD FX FDUH WUHEXLH V 
FRRSHUH]H (O DUH QHYRLH GH DIHF LXQH L GH D IL VXV LQXW HPR LRQDO (O DUH QHYRLH WRWRGDW  V  ILH
SURWHMDWFRQWUDDUELWUDULXOXLLV ILHRULHQWDWvQGH]YROWDUHDFDULHUHLVDOH

2. Nevoia de dezvoltare ,QGLYLGXO DUH QHYRLH V  VH GHILQHDVF  FX SULYLUH OD ceea ce
-L H[HUFLWH vQWUHDJD FUHDWLYLWDWH L UHVSRQVDELOLWDWH
GHFDUHHVWHFDSDELO"$UHHOVHQWLPHQWXOF SRDWHV -LLQIOXHQ H]HGHVWLQXO"
3. 1HYRLD GH VLJXUDQ  6DODULDWXO GRUHWH V  WLH FDUH HVWH YLLWRUXO V X vQ FDGUXO
UHSUH]LQW  HO vQ DFHDVW  vQWUHSULQGHUH SRDWH HO V

vQWUHSULQGHULL SUHFXP L YLLWRUXO vQWUHSULQGHULL FD DWDUH (O GRUHWH WRWRGDW  V  UHVLPW  YDORULOH
SURSXVHGHvQWUHSULQGHUHFDILLQGvQDUPRQLHFXDOHVDOH7LSXOGHYLD

LWLSXOGHFDULHU SHFDUHOH

SURSXQHvQWUHSULQGHUHDWUHEXLHV FRUHVSXQG GLQSXQFWXOV XGHYHGHUHFXFHHDFHHVWHDFFHSWDELO

pentru el.
&X DOWH FXYLQWH FHO SX LQ GLQ SXQFW GH YHGHUH WHRUHWLF ILHFDUH LQGLYLG YD F XWD R
vQWUHSULQGHUH FDUH V  SURSXQ  XQ VLVWHP GH YDORUL R LGHQWLWDWH JOREDO  L XQ FOLPDW GH PXQF 
IDYRUDELOHVDWLVIDFHULLWUHEXLQ HORU VDOH/DUkQGXOHLvQWUHSULQGHUHD YDF XWDV IRUPH]H VDODULD LGH
FDUHDUHQHYRLHSHQWUXDU VSXQGHODSURSULLOHVDOHH[LJHQ HLV PRGHOH]HSHUVRQDOLWDWHDLQGLYL]LORU
FHRFRPSXQSHQWUXDRIDFHFRQIRUP FXWUHEXLQ

ele sale.

'RX  HOHPHQWH DOH VLVWHPXOXL SVLKLF LQGLYLGXDO VXQW GHWHUPLQDQWH SHQWUX vQ HOHJHUHD
UDSRUWXOXL FH VH IRUPHD]  vQWUH LQGLYLG L vQWUHSULQGHUH

Supraeul
.

L

Idealul de Sine, concepte de

RULJLQHSVLKDQDOLWLF GDUDSOLFDELOHvQFRQWH[WRUJDQL]D LRQDO

6XSUDHXOHVWHvQPRGFRQVWDQWVROLFLWDWGHRULFHIRUP GHRUJDQL]DUHVRFLDO GDUPDLDOHVGH


vQWUHSULQGHULOH WUDGL LRQDOH SUHRFXSDWH FX SUHF GHUH GH D RE LQH REHGLHQ D LQGLYL]LORU ID

 GH

VLVWHPXOGHDXWRULWDWHLH[LJHQ HOHGHPXQF SHFDUHOHLPSXQQDFHVWWLSGHvQWUHSULQGHUHLQVWDQ D


vQV UFLQDW  FX FRQWUROXO LQGLYL]LORU VH VSULMLQ  SH XQ VLVWHP GH FRQVWUkQJHUL L VDQF LXQL LQWHUQH FH
WUHFH SULQ UHOHXO 6XSUDHXOXL LQGLYLGXDO LQGLYLGXO VH VXSXQH HILORU V L GH WHDPD VDQF LXQLORU DD
FXPDOW GDW VHVXSXQHDS ULQ LORUGHWHDPDDOWRUVDQF LXQL
'LPSRWULY  vQWUHSULQGHULOH GHPRFUDWLFH VH RFXS  QX GH REHGLHQ D VDODULD LORU FL GH
DGH]LXQHD DFHVWRUD OD SURLHFWHOH SURSXVH SULQ LQWHUYHQ LL OD QLYHOXO

Idealului de sine L QX DO

6XSUDHXOXL 'RULQ D GH D DWLQJH DFHVWH LGHDO HVWH SUREDELO XQD GLQ FHOH PDL LPSRUWDQWH IRU H

PRWLYDWRDUH PDL DOHV FkQG LQGLYLGXO DUH VHQWLPHQWXO F  vQWUHSULQGHUHD vL G  SRVLELOLWDWHD V  VH
UHDOL]H]HV VHDSURSLHGHLGHDOXULOHVDOHSHUVRQDOHLF HVWHVRFLDOPHQWHYDORUL]DW

NumHURDVHvQWUHSULQGHULDXvQ HOHVDFHVWPHFDQLVPLDXDEDQGRQDWPDQDJHPHQWXODXWRULWDU
VXVFLWkQG vQ VFKLPE DGH]LXQHD XQHRUL HQWX]LDVPXO  VDODULD LORU SURSXQkQG SURLHFWH PRELOL]DWRDUH

Multe dintre ele au mers mai departe, iar o serie de autori au analizat mecanismul de captare al
Idealului de sine individual substituindu-OFX,GHDOXOGHVLQHRUJDQL]D LRQDO 3DJs M.).
8Q IHQRPHQ DVHP Q WRU D IRVW SXV vQ HYLGHQ

 GH F WUH )UHXG vQVXL DWXQFL FkQG D DQDOL]DW

OHJ WXULOH FH XQHVF vQWUH HL SH PHPEULL XQHL RUJDQL]D LL FX OLGHUXO ORU )UHXG VH UHIHU  OD DUPDW  L
%LVHULF RUJDQL]D LLvQFDUH ,GHDOXOGHVLQHHVWHvQORFXLWGHXQ JHQHUDOVDX GHF WUH ,LVXV+ULVWRVvQ

cazul bisericii.
Potrivit opiniei lui Max Pags, organiza LLOHKLSHUPRGHUQHGHWLSXOFHORUdescrise n cartea
sa ,QIOXHQ D RUJDQL] ULL YRU DF LRQD OD QLYHOXO ,GHDOXOXL GH VLQH DO LQGLYL]LORU SURSXQkQGX-le un
LGHDO GH SHUIHF LXQH L GH H[FHOHQ

 XQ VLVWHP GH FUHGLQ H L YDORUL R PRUDO D DF LXQLL FDSDELOH V 

FkWLJH DGH]LXQHD VDODULD LORU (VWH YRUED GH XQ VLVWHP GH YDORUL L FUHGLQ H FDUH PRELOL]HD] 
DVSLUD LLOH SURIXQGH  DOH LQGLYL]LORU RIHULQGX OH XQ PLMORF GH D GD XQ VHQV H[LVWHQ HL ORU GH D OH

VDWLVIDFH GRULQ D GH D IL XWLOL FROHFWLYLW

LL L GH D L FUHD SURSULD ORU GHYHQLUH $FHVW VLV

tem de

RUJDQL]DUHSURSXQHDVWIHOXQLGHDOFROHFWLYFDUHVHVXEVWLWXLH,GHDOXOXLGHVLQHLFRQGXFHLQGLYLGXO

spre conformarea cu modelul de personalitate cerut de aceste ntreprinderi performante: o


SHUVRQDOLWDWH LQGLYLGXDO  DJUHVLY  GDU DGDSWDELO  DYkQG XQ LGHDO GH SHUIHF LXQH L SXWHUQLFH
H[LJHQ HPRUDOHUH]LVWHQWODVWUHVLDQJRDV 
&DUWHD PDL VXV PHQ LRQDW  SXQH SUREOHPD LQIOXHQ HL RUJDQL]D LLORU SHUIRUPDQWH DVXSUD
LQFRQWLHQWXOXL LQGLYLGXDO (OH DF LRQHD]  GHSODVkQG RELHFWLYHOH GLQ SODQ HFRQRPLF v

n plan

SVLKRORJLF H[LJHQ HOH ORU QX VXQW SUH]HQWDWH vQ WHUPHQL GH SURGXFWLYLWDWH QLYHO HFRQRPLF  FL vQ

termeni de

GHS

LUHGH VLQH QLYHOSVLKRORJLF (OHQXFHULQGLYL]LORU V SURGXF  PDLPXOWFLV ILH

FHLPDLEXQLLV PXQFHDVF PDLPXOWSHQWUXDSURJUHVDLDVHGHS LSHVLQH(ILFDFLWDWHDDFHVWXL


GHPHUV YLQH GLQ IDSWXO F  QX IDFH DSHO OD XQ VLVWHP H[WHULRU GH FRQVWUkQJHUH FL GLPSRWULY  VH
VSULMLQ SH,GHDOXOGHVLQHDOLQGLYLGXOXLSHPRWRUXOLQWHULRUFHVHSXQHvQPLFDUHvQPRPHQWXOvQ
care el percepe obiectivele ntreprinderii ca un mijloc de a-L UHDOL]D SURSULLOH RELHFWLYH L LGHDOXUL
personale.

You might also like