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The Influence of Behavioural Psychology on Consumer Psychology and Marketing
This is a repository copy of The influence of behavioural psychology on consumer psychology and marketing. White Rose Research Online URL for this paper: http://eprints.whiterose.ac.uk/94148/ Version: Accepted Version Article: Wells, V.K. (2014) The influence of behavioural psychology on consumer psychology and marketing. Journal of Marketing Management, 30 (11-12). pp. 1119-1158. ISSN 0267-257X https://doi.org/10.1080/0267257X.2014.929161 Reuse Unless indicated otherwise, fulltext items are protected by copyright with all rights reserved. The copyright exception in section 29 of the Copyright, Designs and Patents Act 1988 allows the making of a single copy solely for the purpose of non-commercial research or private study within the limits of fair dealing. The publisher or other rights-holder may allow further reproduction and re-use of this version - refer to the White Rose Research Online record for this item. Where records identify the publisher as the copyright holder, users can verify any specific terms of use on the publisher’s website. Takedown If you consider content in White Rose Research Online to be in breach of UK law, please notify us by emailing [email protected] including the URL of the record and the reason for the withdrawal request. [email protected] https://eprints.whiterose.ac.uk/ Behavioural psychology, marketing and consumer behaviour: A literature review and future research agenda Victoria K. Wells Durham University Business School, Durham University, UK Contact Details: Dr Victoria Wells, Senior Lecturer in Marketing, Durham University Business School, Wolfson Building, Queens Campus, University Boulevard, Thornaby, Stockton on Tees, TS17 6BH t: +44 (0) 191 3345099, e: [email protected] Biography: Victoria Wells is Senior Lecturer in Marketing at Durham University Business School and Mid-Career Fellow at the Durham Energy Institute (DEI). -
Rule-Based Reinforcement Learning Augmented by External Knowledge
Rule-based Reinforcement Learning augmented by External Knowledge Nicolas Bougie12, Ryutaro Ichise1 1 National Institute of Informatics 2 The Graduate University for Advanced Studies Sokendai [email protected], [email protected] Abstract Learning from scratch and lack of interpretability impose some problems on deep reinforcement learning methods. Reinforcement learning has achieved several suc- Randomly initializing the weights of a neural network is in- cesses in sequential decision problems. However, efficient. Furthermore, this is likely intractable to train the these methods require a large number of training model in many domains due to a large amount of required iterations in complex environments. A standard data. Additionally, most RL algorithms cannot introduce ex- paradigm to tackle this challenge is to extend rein- ternal knowledge limiting their performance. Moreover, the forcement learning to handle function approxima- impossibility to explain and understand the reason for a de- tion with deep learning. Lack of interpretability cision restricts their use to non-safety critical domains, ex- and impossibility to introduce background knowl- cluding for example medicine or law. An approach to tackle edge limits their usability in many safety-critical these problems is to combine simple reinforcement learning real-world scenarios. In this paper, we study how techniques and external knowledge. to combine reinforcement learning and external A powerful recent idea to address the problem of computa- knowledge. We derive a rule-based variant ver- tional expenses is to modularize the model into an ensemble sion of the Sarsa(λ) algorithm, which we call Sarsa- of experts [Lample and Chaplot, 2017], [Bougie and Ichise, rb(λ), that augments data with complex knowledge 2017]. -
Personality and Individual Differences 128 (2018) 162–169
Personality and Individual Differences 128 (2018) 162–169 Contents lists available at ScienceDirect Personality and Individual Differences journal homepage: www.elsevier.com/locate/paid Risk as reward: Reinforcement sensitivity theory and psychopathic T personality perspectives on everyday risk-taking ⁎ Liam P. Satchella, , Alison M. Baconb, Jennifer L. Firthc, Philip J. Corrd a School of Law and Criminology, University of West London, United Kingdom b School of Psychology, Plymouth University, United Kingdom c Department of Psychology, Nottingham Trent University, United Kingdom d Department of Psychology, City, University of London, United Kingdom ARTICLE INFO ABSTRACT Keywords: This study updates and synthesises research on the extent to which impulsive and antisocial disposition predicts Personality everyday pro- and antisocial risk-taking behaviour. We use the Reinforcement Sensitivity Theory (RST) of Reinforcement Sensitivity Theory personality to measure approach, avoidance, and inhibition dispositions, as well as measures of Callous- Psychopathy Unemotional and psychopathic personalities. In an international sample of 454 respondents, results showed that Callous-unemotional traits RST, psychopathic personality, and callous-unemotional measures accounted for different aspects of risk-taking Risk-taking behaviour. Specifically, traits associated with ‘fearlessness’ related more to ‘prosocial’ (recreational and social) risk-taking, whilst traits associated with ‘impulsivity’ related more to ‘antisocial’ (ethical and health) risk-taking. Further, we demonstrate that psychopathic personality may be demonstrated by combining the RST and callous- unemotional traits (high impulsivity, callousness, and low fear). Overall this study showed how impulsive, fearless and antisocial traits can be used in combination to identify pro- and anti-social risk-taking behaviours; suggestions for future research are indicated. 1. -
Fact Sheet - Reinforcement
FACT SHEET - REINFORCEMENT Positive Reinforcement Because many children with autism have difficulty with communication, play skills, and socialization, it is often difficult to motivate them to engage in activities that incorporate these skills. Positive reinforcement can provide additional motivation to help shape and increase developmentally approriate behaviors. A positive reinforcer is anything that is added following a behavior that increases the likelihood of the behavior occuring again in the future. Rewards are often given to children when they engage in desirable behaviors, but if the reward does Contact Information not cause those behaviors to increase in the future, then the reward is not actually a Website: positive reinforcer. www.coe.fau.edu/card/ Various Forms of Reinforcement Boca Raton Campus 777 Glades Road Natural Reinforcement: A child’s positive behaviors and social interactions Boca Raton, FL. 33431 are reinforced naturally. The natural consequences of positive behaviors become reinforcing themselves. Successful interactions become motivating to the child. Main Line: 561/ 297-2023 Toll Free: 1-888-632-6395 Examples: Fax: 561/297-2507 ♦ There is a ball out of reach for a child. The child says, “Ball,” and an adult Port St Lucie Campus hands the ball to the child. Access to the ball is reinforcing and increases the likelihood of the child requesting “ball” in the future. 500 NW California Blvd. ♦ A child is struggling with a difficult puzzle. The child says, “Help,” and an Port St Lucie, FL. 34986 adult helps the child. Completion of the puzzle is reinforcing. This successful interaction increases the likelihood of the child attempting puzzles Main Line: 561/ 297-2023 in the future and requesting help when needed. -
Model of How Perspective Is Formed in the Mind
Model of how perspective is formed in the mind • Version 1.1 • Last update: 5/6/2007 Simple model of information processing, perception generation, and behavior Feedback can distort data from input Information channels Data Emotional Filter Cognitive Filter Input Constructed External Impact Analysis Channels Perspective information “How do I feel about it?” “What do I think about it? ” “How will it affect Sight Perceived Reality i.e. news, ETL Process ETL Process me?” Hearing environment, Take what feels good, Take what seems good, Touch Word View etc. reject the rest or flag reject the rest or flag Smell as undesirable. as undesirable. Taste Modeling of Results Action possible behaviors Motivation Impact on Behavior “What might I do?” Anticipation of Gain world around Or you “I do something” Options are constrained Fear of loss by emotional and cognitive filters i.e bounded by belief system Behavior Perspective feedback feedback World View Conditioning feedback Knowledge Emotional Response Information Information Experience Experience Filtered by perspective and emotional response conditioning which creates “perception” Data Data Data Data Data Data Data Data Data Newspapers Television Movies Radio Computers Inter-person conversations Educational and interactions Magazines Books Data sources system Internet Data comes from personal experience, and “information” sources. Note that media is designed to feed preconceived “information” directly into the consciousness of the populace. This bypasses most of the processing, gathering, manipulating and organizing of data and hijacks the knowledge of the receiver. In other words, the data is taken out of context or in a pre selected context. If the individual is not aware of this model and does not understand the process of gathering, manipulating and organizing data in a way that adds to the knowledge of the receiver, then the “information” upon which their “knowledge” is based can enter their consciousness without the individual being aware of it or what impact it has on their ability to think. -
The Building Blocks of Treatment in Cognitive-Behavioral Therapy
Isr J Psychiatry Relat Sci Vol 46 No. 4 (2009) 245–250 The Building Blocks of Treatment in Cognitive-Behavioral Therapy Jonathan D. Huppert, PhD Department of Psychology, The Hebrew University of Jerusalem, Jerusalem, Israel Abstract: Cognitive behavioral therapy (CBT) is a set of treatments that focus on altering thoughts, sensations, emo- tions and behaviors by addressing identified maintenance mechanisms such as distorted thinking or avoidance. The current article describes the history of CBT and provides a description of many of the basic techniques used in CBT. These include: psychoeducation, self-monitoring, cognitive restructuring, in vivo exposure, imaginal exposure, and homework assignments. Cognitive-behavioral therapy (CBT) is probably progress has been made in understanding the psy- better called cognitive and behavioral therapies, chological mechanisms involved in treatment (e.g., given that there are many treatments and traditions 10), though there is still much to understand. that fall under the rubric of CBT. These therapies The basic tenets of CBT theory of mental illness have different emphases on theory (e.g., cognitive is that psychopathology is comprised of maladap- versus behavioral) and application (e.g., practical tive associations among thoughts, behaviors and vs. theoretical). Historically, behavior therapy de- emotions that are maintained by cognitive (at- veloped out of learning theory traditions of Pavlov tention, interpretation, memory) and behavioral (1) and Skinner (2), both of whom considered processes (avoidance, reinforcement, etc.). Within learning’s implications for psychopathology. More CBT theories, there are different emphases on direct clinical applications of behavioral prin- aspects of the characteristics of psychopathology ciples were developed by Mowrer (3), Watson and and their maintenance mechanisms (e.g., 11–14). -
Throwing More Light on the Dark Side of Personality: a Re-Examination of Reinforcement
City Research Online City, University of London Institutional Repository Citation: Broerman, R. L., Ross, S. & Corr, P. J. (2014). Throwing more light on the dark side of psychopathy: An extension of previous findings for the revised Reinforcement Sensitivity Theory. Personality and Individual Differences, 68, pp. 165-169. doi: 10.1016/j.paid.2014.04.024 This is the accepted version of the paper. This version of the publication may differ from the final published version. Permanent repository link: http://openaccess.city.ac.uk/16257/ Link to published version: http://dx.doi.org/10.1016/j.paid.2014.04.024 Copyright and reuse: City Research Online aims to make research outputs of City, University of London available to a wider audience. Copyright and Moral Rights remain with the author(s) and/or copyright holders. URLs from City Research Online may be freely distributed and linked to. City Research Online: http://openaccess.city.ac.uk/ [email protected] Throwing More Light on the Dark Side of Personality: A Re-examination of Reinforcement Sensitivity Theory in Primary and Secondary Psychopathy Scales Broerman, R. L. Ross, S. R. Corr, P. J. Introduction Due to researchers’ differing opinions regarding the construct of psychopathy, the distinction between primary and secondary psychopathy, though it has long been recognized to exist, has yet to be fully understood. This distinction, originally proposed by Karpman (1941, 1948), suggests two separate etiologies leading to psychopathy. Whereas primary psychopathy stems from genetic influences resulting in emotional deficits, secondary psychopathy is associated with environmental factors such as abuse (Lee & Salekin, 2010). Additionally, primary psychopathy is characterized by lack of fear/anxiety, secondary psychopathy is thought more to represent a vulnerability to experience higher levels of negative affect in general (Vassileva, Kosson, Abramowitz, & Conrad, 2005). -
On Choice and the Law of Effect
2014, 27(4), 569-584 Stanley J. Weiss, Editor Special Issue Peer-reviewed On Choice and the Law of Effect J. E. R. Staddon Duke University, USA Cumulative records, which show individual responses in real time, are a natural but neglected starting point for understanding the dynamics of operant behavior. To understand the processes that underlie molar laws like matching, it is also helpful to look at choice behavior in situations such as concurrent random ratio that lack the stabilizing feedback intrinsic to concurrent variable-interval schedules. The paper identifies some basic, non-temporal properties of operant learning: Post-reinforcement pulses at the beginning of FI learning, regression, faster reversal learning after shorter periods, and choice distribution on identical random ratios at different absolute ratio values. These properties suggest that any operant-learning model must include silent responses, competing to become the active response, and response strengths that reflect more than immediate past history of reinforcement. The cumulative-effects model is one that satisfies these conditions. Two months before his engagement to his cousin Emma Wedgwood, Charles Darwin wrote copious notes listing the pros and cons of marriage. This is typical human choice behavior, though perhaps more conscious and systematic than most. No one would imagine that animals choose like this. But folk psychology often slips in unannounced. In his famous matching-law experiment, to make his procedure work Richard Herrnstein added what is called a changeover delay (COD): neither response could be rewarded for a second or two after each change from one response to the other. The reason was to prevent a third response: switching. -
PSYCO 282: Operant Conditioning Worksheet
PSYCO 282 Behaviour Modification Operant Conditioning Worksheet Operant Conditioning Examples For each example below, decide whether the situation describes positive reinforcement (PR), negative reinforcement (NR), positive punishment (PP), or negative punishment (NP). Note: the examples are randomly ordered, and there are not equal numbers of each form of operant conditioning. Question Set #1 ___ 1. Johnny puts his quarter in the vending machine and gets a piece of candy. ___ 2. I put on sunscreen to avoid a sunburn. ___ 3. You stick your hand in a flame and you get a painful burn. ___ 4. Bobby fights with his sister and does not get to watch TV that night. ___ 5. A child misbehaves and gets a spanking. ___ 6. You come to work late regularly and you get demoted. ___ 7. You take an aspirin to eliminate a headache. ___ 8. You walk the dog to avoid having dog poop in the house. ___ 9. Nathan tells a good joke and his friends all laugh. ___ 10. You climb on a railing of a balcony and fall. ___ 11. Julie stays out past her curfew and now does not get to use the car for a week. ___ 12. Robert goes to work every day and gets a paycheck. ___ 13. Sue wears a bike helmet to avoid a head injury. ___ 14. Tim thinks he is sneaky and tries to text in class. He is caught and given a long, boring book to read. ___ 15. Emma smokes in school and gets hall privileges taken away. ___ 16. -
Integrating the Olweus Bullying Prevention Program and Positive Behavioral Interventions and Supports in Pennsylvania
Integrating the Olweus Bullying Prevention Program and Positive Behavioral Interventions and Supports in Pennsylvania 2 Integrating the Olweus Bullying Prevention Program and Positive Behavioral Interventions and Supports in Pennsylvania Overview of Workgroup and Method This report was prepared with input from This report was produced to summarize the Pennsylvania OBPP-PBIS workgroup. the workgroup’s findings related to the The workgroup included representation following questions: from statewide leadership organizations that support the dissemination of Olweus • Is it possible to implement both OBPP Bullying Prevention Program (OBPP) and and PBIS in a school? Positive Behavioral Interventions and • What strategies support co-implemen- Supports (PBIS) in the commonwealth, tation of OBPP and PBIS? as well as leaders from schools that have • What considerations are warranted experience with both programs/frame- when a school is selecting an evidence- works. The workgroup met on six different based school climate improvement occasions and conducted site visits of program, such as OBPP or PBIS? model implementation sites. Definitions of Bullying Among Youths Bullying is any unwanted aggressive behavior(s) by another youth or group of youths who are not siblings or current dating partners that involves an observed or perceived power imbalance and is repeated multiple times or is highly likely to be repeated. Bullying may inflict harm or distress on the targeted youth including physical, psychological, social or educational harm. – Centers for -
Attitude and Behavior Change
MCAT-3200020 C06 November 19, 2015 11:6 CHAPTER 6 Attitude and Behavior Change Read This Chapter to Learn About ➤ Associative Learning ➤ Observational Learning ➤ Theories of Attitudes and Behavior Change ASSOCIATIVE LEARNING Associative learning is a specific type of learning. In this type of learning the individual learns to “associate” or pair a specific stimulus with a specific response based on the environment around him or her. This association is not necessarily a conscious process and can include involuntary learned responses (e.g., children in a classroom becoming restless at 2:55 p.m. on a Friday before the 3 p.m. bell). This category of learning includes classical conditioning and operant conditioning. Classical Conditioning Classical conditioning is one of the first associative learning methods that behavioral researchers understood. Classical conditioning has now been shown to occur across both psychological and physiological processes. Classical conditioning is a form of learning in which a response originally caused by one stimulus is also evoked by a second, unassociated stimulus. The Russian physiologist Ivan Pavlov and his dogs are most famously associated with this type of conditioning. Pavlov noticed that as the dogs’ dinnertime approached (unconditioned stimulus,orUCS), they began to 91 MCAT-3200020 C06 November 19, 2015 11:6 92 UNIT II: salivate (unconditioned response,orUCR). He found this unusual because the dogs Behavior had not eaten anything, so there was no physiological reason for the increased saliva- tion before the dinner was actually served. Pavlov then experimented with ringing a bell (neutral stimulus) before feeding his dogs. As a result, the dogs began to associate the (previously neutral) bell sound with food and would salivate upon hearing the bell. -
Giving Students the Tools to Reduce Bullying Behavior Through the Blending of School-Wide Positive Behavior Support, Explicit In
Giving students the tools to reduce bullying behavior through the blending of school-wide positive behavior support, explicit instruction, and a redefinition of the bullying construct. CONTENTS ii. Before We Intervene ................................................................................... ii-1 1. Student Curriculum (Part 1) ..................................................................... 1-1 Objectives and Procedure ............................................................................................................... 1-1 Teaching the Social Responsibility Skills .................................................................................... 1-3 2. Student Curriculum (Part 2) ...................................................................... 2-1 Responding to Stop/walk/talk ...................................................................................................... 2-2 Group Practice .................................................................................................................................... 2-2 3. Gossip .............................................................................................................. 3-1 Stop/walk/talk with gossip ............................................................................................................ 3-2 Group Practice .................................................................................................................................... 3-2 4. Inappropriate Remarks ..............................................................................