ENGAJAMENTO,

MOTIVAÇÃO E
RELACIONAMENTO
UMA VISÃO CIENTÍFICA

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Nina Mazar, Boston University Tony Greenwald, U of Washington Kate McLaughlin, Harvard Grant Donnelly, Ohio State Elliot Aronson, UC Santa Cruz

Gabriele Oettingen, NYU Ed Deci e Richard Ryan, U of Rochester Vanessa Bohns, Cornell Robert Cialdini, Arizona State Anders Ericsson, Florida State

Barbara Fredrickson, UNC Richard Nisbett, U of Michigan Philip Zimbardo, Stanford Bethany Burum, Harvard Paul Piff, UC Irvine

Joshua Aronson, NYU Victor Carrion, Stanford Tom Gilovich, Cornell David Hemenway, Harvard LUIZ GAZIRI
LUIZ GAZIRI
 AMBIENTE OU
PERSONALIDADE?

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Darley, J. M., & Batson, C. D. (1973). " From Jerusalem to Jericho":
A study of situational and dispositional variables in helping
behavior. Journal of personality and social psychology, 27(1), 100.
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 SEMINARISTAS ATRASADOS

SEMINARISTAS SEM PRESSA

Darley, J. M., & Batson, C. D. (1973). " From Jerusalem to Jericho":

A study of situational and dispositional variables in helping
behavior. Journal of personality and social psychology, 27(1), 100.
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 SEMINARISTAS ATRASADOS

10 %
AJUDARAM

SEMINARISTAS SEM PRESSA

Darley, J. M., & Batson, C. D. (1973). " From Jerusalem to Jericho":

A study of situational and dispositional variables in helping
behavior. Journal of personality and social psychology, 27(1), 100.
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 SEMINARISTAS ATRASADOS

10 %
AJUDARAM

SEMINARISTAS SEM PRESSA

63 %
AJUDARAM
Darley, J. M., & Batson, C. D. (1973). " From Jerusalem to Jericho":
A study of situational and dispositional variables in helping
behavior. Journal of personality and social psychology, 27(1), 100.
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 ERRO
FUNDAMENTAL
DA ATRIBUIÇÃO
Ross, L. (1977). The intuitive psychologist and his shortcomings: Distortions in the attribution
process. In Advances in experimental social psychology (Vol. 10, pp. 173-220). Academic Press.
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Zimbardo, P. G., Haney, C., Banks, W. C., & Jaffe, D. (1971). The
Stanford prison experiment. Zimbardo, Incorporated.

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REMUNERAÇÃO

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 INCENTIVOS
Grupo 1 - Um dia e meio de salário
Grupo 2 - Duas semanas de salário
Grupo 3 - Cinco meses de salário

Ariely, D., Gneezy, U., Loewenstein, G., & Mazar, N. (2009). Large stakes
and big mistakes. The Review of Economic Studies, 76(2), 451-469.
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 Yerkes, R. M., & Dodson, J. D. (1908). The relation of strength of stimulus to
rapidity of habit-formation. Journal of comparative neurology, 18(5), 459-482.

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Mani, A., Mullainathan, S., Shafir, E., & Zhao, J. (2013). Poverty
impedes cognitive function. science, 341(6149), 976-980.
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Vaisvaser, S., Lin, T., Admon, R., Podlipsky, I., Greenman, Y., Stern, N., ... & Bar-Haim, Y. (2013).
Neural traces of stress: cortisol related sustained enhancement of amygdala-hippocampal
functional connectivity. Frontiers in human neuroscience, 7, 313. LUIZ GAZIRI
Ansell, E. B., Rando, K., Tuit, K., Guarnaccia, J., & Sinha, R. (2012). Cumulative adversity and smaller gray matter
volume in medial prefrontal, anterior cingulate, and insula regions. Biological psychiatry, 72(1), 57-64.
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Howell, R. T., Kurai, M., & Tam, L. (2013). Money buys financial security and psychological need
satisfaction: Testing need theory in affluence. Social Indicators Research, 110(1), 17-29.

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LUIZ GAZIRI
METAS E PRÊMIOS

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Seligman, M. E., & Maier, S. F. (1967). Failure to escape traumatic
shock. Journal of experimental psychology, 74(1), 1.
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"Metas que as pessoas determinam por elas
mesmas...normalmente são saudáveis. Metas
impostas pelos outros – metas de vendas,
retornos quadrimestrais...podem ter efeitos
colaterais perigosos.”
Ordóñez, L. D., Schweitzer, M. E., Galinsky, A. D., & Bazerman, M. H. (2009). Goals gone wild: The systematic
side effects of overprescribing goal setting. Academy of Management Perspectives, 23(1), 6-16.

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Hull, C. L. (1932). The goal-gradient hypothesis and
LUIZ
maze learning. Psychological Review, 39(1), 25.GAZIRI
 Kumar, A., Killingsworth, M. A., & Gilovich, T. (2014). Waiting for Merlot: Anticipatory
consumption of experiential and material purchases. Psychological science, 25(10), 1924-1931.
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RELACIONAMENTOS

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Zajonc, R. B. (1965). Social facilitation. Science, 149(3681), 269-274.

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 11%

=
28%
Barankay, I. (2012). Rank incentives: Evidence from a
randomized workplace experiment. Discussion papers.

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 X
Kleingeld, A., van Mierlo, H., & Arends, L. (2011). The effect of goal setting on group
performance: a meta-analysis. Journal of Applied Psychology, 96(6), 1289.

O'Leary-Kelly, A. M., Martocchio, J. J., & Frink, D. D. (1994). A review of the influence of
group goals on group performance. Academy of management journal, 37(5), 1285-1301.

Michaelsen, L. K., Watson, W. E., & Black, R. H. (1989). A realistic test of individual versus
group consensus decision making. Journal of Applied Psychology, 74(5), 834. LUIZ GAZIRI
 € 15,00
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Anik, L., Aknin, L. B., Norton, M. I., Dunn, E. W., & Quoidbach, J. (2013). Prosocial bonuses
increase employee satisfaction and team performance. PLoS ONE, 8(9): e75509.

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Anik, L., Aknin, L. B., Norton, M. I., Dunn, E. W., & Quoidbach, J. (2013). Prosocial bonuses
increase employee satisfaction and team performance. PLoS ONE, 8(9): e75509.

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Anik, L., Aknin, L. B., Norton, M. I., Dunn, E. W., & Quoidbach, J. (2013). Prosocial bonuses
increase employee satisfaction and team performance. PLoS ONE, 8(9): e75509.

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SEU MAIOR DESAFIO

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Festinger, L. (1957). A theory of cognitive dissonance (Vol. 2). Stanford university press.
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Westen, D., Blagov, P. S., Harenski, K., Kilts, C., & Hamann, S. (2006). Neural bases of motivated
reasoning: An fMRI study of emotional constraints on partisan political judgment in the 2004 US
presidential election. Journal of cognitive neuroscience, 18(11), 1947-1958.
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