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Impaired social functioning conferred by mental illnesses has been constantly implicated in previous literatures. However, studies of social abnormalities in psychiatric conditions are often challenged by the difficulties of formalizing dynamic social exchanges and quantifying their neurocognitive underpinnings. Recently, the rapid growth of computational psychiatry as a new field along with the development of multiplayer economic paradigms provide powerful tools to parameterize complex interpersonal processes and identify quantitative indicators of social impairments. By utilizing these methodologies, the current set of studies aimed to examine social decision making during multiplayer economic games in participants diagnosed with depression (study 1) and combat-related post-traumatic stress disorder (PTSD, study 2), as well as an online population with elevated symptoms of borderline personality disorder (BPD, study 3). We then quantified and disentangled the impacts of multiple latent decision-making components, mainly social valuation and social learning, on maladaptive social behavior via explanatory modeling. Different underlying alterations were revealed across diagnoses. Atypical social exchange in depression and BPD were found attributed to altered social valuation and social learning respectively, whereas both social valuation and social learning contributed to interpersonal dysfunction in PTSD. Additionally, model-derived indices of social abnormalities positively correlated with levels of symptom severity (study 1 and 2) and exhibited a longitudinal association with symptom change (study 1). Our findings provided mechanistic insights into interpersonal difficulties in psychiatric illnesses, and highlighted the importance of a computational understanding of social function which holds potential clinical implications in differential diagnosis and precise treatment. / Doctor of Philosophy / People with psychiatric conditions often suffer from impaired social relationships due to an inability to engage in everyday social interactions. As different illnesses can sometimes produce the same symptoms, social impairment can also have different causes. For example, individuals who constantly avoid social activities may find them less interesting or attempt to avoid potential negative experiences. While those who display elevated aggression may have a strong desire for social dominance or falsely believe that others are also aggressive. However, it is hard to infer what drives these alterations by just observing the behavior. To address this question, we enrolled people with three different kinds of psychopathology to play an interactive game together with another player and mathematically modeled their latent decision-making processes. By comparing their model parameters to those of the control population, we were able to infer how people with psychopathology made the decisions and which part of the decision-making processes went wrong that led to disrupted social interactions. We found altered model parameters differed among people with major depression, post-traumatic stress disorder and borderline personality disorder, suggesting different causes underlying impaired social behavior observed in the game, the extent of which also positively correlated with their psychiatric symptom severity. Understanding the reasons behind social dysfunctions associated with psychiatric illnesses can help us better differentiate people with different diagnoses and design more effective treatments to restore interpersonal relationships.

Social economic decision-making considers the well-being and emotions of others. Unlike traditional economics which routinely assumes that individuals care only about their own outcomes, behavioral economics and neuroeconomics offer research strategies which help us explore our social motivations. This dissertation consists of three essays studying the underlying behavioral and neural mechanisms of individuals' social economic decision-making. The analyses focus on investigating experimentally how humans make decisions in three distinct social economic environments. Chapter 2 examines how individuals react to hold-up when explicit promises are available. Hold-up happens when two parties can form an incomplete contract to cooperate, but the agreement may fall apart due to concerns about the other party gaining bargaining power. We propose that a belief-dependent frustration anger model can explain behavior about investment, cooperation, and costly punishment in a hold-up environment. We show experimentally that communication improves cooperation and increases efficiency. Promises lead to cooperation, and broken promises lead to costly punishment. Chapter 3 explores threats' deterrence effect and credibility in an ultimatum bargaining environment where two parties can both benefit over trade but have a conflict of interests. We show that a belief-dependent frustration anger model captures the relationship among messages, beliefs, and behavior. Our design permits the observation of communicated threats, credibility, and deterrence. As we hypothesize, messages convey intention to punish the opponents (threats) changes players' expectations, that first movers are largely deterred by the threats and second movers' threats are credible. Threats lead to deterrence and greater propensity for costly punishment. Chapter 4 investigates the neural basis of individuals' charity donation behavior in a modified dictator game. The right temporoparietal junction (rTPJ) has been associated with social decision-making, but the exact neural mechanism of charitable giving remains unknown. In our experiment, participants allocate money between themselves and a charity in a graphical revealed preference task, that measures both parameterized other-regarding preferences and economic rationality (Monotonicity, WARP, and GARP). We find evidence for a causal role of the rTPJ in determining fairness preferences and economic rationality. / Doctor of Philosophy / Social economic decision-making considers the well-being and emotions of others. Individuals engage in social economic decision-making on a daily basis, for example, negotiating over an offer, investing or cooperating on a project, bargaining over a purchase, or interacting with friends or strangers. Each of these decisions involves a variety of motivations including money for oneself, the well-being of others, each participants’ emotions and future relationships. Because of the complex nature of social economic decisions we need to employ an interdisciplinary research strategy. Behavioral economics applies psychological insights to economic problems and allows us to model the behavior of people who care about more than just money. Neuroeconomics integrates neuroscientific techniques and information about how the brain works to further expand our set of research tools. In this dissertation, we use all of these methods to explore how people make economic decisions in three distinct social scenarios. All three scenarios are especially intriguing since they represent different ways in which individuals integrate “others” into their own decision-making process. First, hold-up happens when two parties can form an incomplete agreement to cooperate and achieve higher efficiency together, however, the agreement may fall apart due to concerns about the other party gaining more bargaining power. In a historic example, Fisher Body had an exclusive supply agreement with General Motors. When the demand for cars increased sharply, Fisher Body held up General Motors by increasing prices. Second, negotiation is a situation where two parties can both benefit from trade, but they have conflicting interests. Third, individuals who engage in charity donations often sacrifice themselves monetarily to improve well-being of others. The scientific mission of this dissertation is to advance understanding of how individuals engage in social decision-making. In particular, we examine how communication (promises and threats) influences decision-making involving hold-up and negotiation respectively, and explore the neural mechanism governing altruism and charitable giving. We find evidence that communication enhances cooperation and efficiency in social economic decision-making through by changing expectations about monetary payoffs. In addition, we find evidence that the neural circuits responsible for fair-minded behavior also play a role in regulating economic rationality. This dissertation improves our understanding about how humans engage in social exchanges on both behavioral and neural levels.

No description available.

Esta dissertação visa abordar e dar início a um diálogo sobre a tomada de decisão social juntando aspectos de Administração de Empresas, Psicologia e Neurofisiologia. Primeiramente uma abordagem da evolução do pensamento sobre tomada de decisão é repassada com os conceitos de Simon (1955, 1959, 1979) na sua discussão sobre racionalidade completa e limitada. Isso se dá quando se nota que o ser humano possui limitações na sua racionalidade. Também, nota-se que o nível de incerteza e a complexidade inerente dos problemas aumentou. Soma-se a isso o fato de que, segundo Franks (2010) cada vez mais os seres humanos dependem da interação social para viver. Esse fato torna importante a consideração de aspectos emocionais, de memória e de comportamento. Aspectos de importância da Psicologia que são tratados junto com outros como emoção, cognição e percepção com os trabalhos de Elster (1998), Pretz, Naples e Sternberg (2003). Aspectos de consciência, vieses e heurísticas trazidos por Damásio (1996, 2011), Bazerman e Moore (2010) e Kahneman (2011) auxiliam na compreensão do fenômeno psicológico nessas interações e como eles impactam o processo decisório. Contudo, como melhor compreender a cognição? De onde surgem os comportamentos? Os conceitos de Neurofisiologia podem auxiliar. De forma a iniciar a integração de aspectos da Neurofisiologia na tomada de decisão utilizou-se Bear, Connors e Paradiso (2008), Ohme et al. (2009), entre outros. Foi criado um modelo, baseado na revisão da literatura realizada, visando determinar onde a decisão social poderia ocorrer e como ela poderia se dar em um ambiente organizacional. Dois grupos em uma empresa de pequeno porte foram observados. Ambos os grupos tinham quatro integrantes. No Grupo A três reuniões foram acompanhadas, no Grupo B duas reuniões foram acompanhadas. Utilizaram-se câmeras filmadoras para gravar os encontros de modo que isso permitisse a posterior análise das interações e linguagens verbal e não verbal do grupo. De modo a identificar os aspectos psicológicos dos grupos cinco testes foram aplicados: Wisconsin Card Sorting Game, Iowa Gambling Task, G- 36, Atenção Concentrada e Mini-Plus. Por fim, a revisão de literatura sobre aspectos Neurofisiológicos deu luz a possíveis ligações entre os resultados e esses conceitos. Os principais resultados demonstram que foi possível identificar uma ligação entre as três ciências no que toca a tomada de decisão nas organizações analisadas, tendo-se verificado que essas decisões ocorrem em dois passos principais: o individual e o social. / This master´s thesis aims to approach and start a dialogue about social decision making linking aspects coming from Business Administration, Psychology and Neurophysiology. First an approach regarding the evolution on the thought about decision making is given with the help of concepts from Simon (1959, 1955 e 1979) with his discussion about complete and limited rationality. This discussion start when the human being acknowledges the limitations of his own rationality. Also it is easy to notice the expanding levels of the inherent complexity and uncertainty within the decision making process. Adding to that the fact that, according to Franks (2010), humans have never been more dependent on social interaction in order to live. This facts bring out the importance in considering aspects such as emotions, memory and behavior. This is where Psychology plays its cards and such concepts as emotion, cognition and perception with the help of the works of Elster (1998), Pretz, Naples e Sternberg (2003) are presented. Together in the quest of explaining the psychological phenomenon and how it affects the decision making process aspects of conscience, biases and heuristics brought by Damásio (1996 e 2011), Bazerman e Moore (2010) e Kahneman (2011) are considered. However, how to better comprehend cognition? Where do behaviors come from? Neurophysiology can play an important role in to help answer these questions. As a way to start this link between these concepts and the decision making literature, Bear, Connors e Paradiso (2008), Ohme et al. (2009), among others, were used. A model was developed, based on the revised literature trying to identify where and how the decision making process is present in a social environment. Two groups from a small company were studied. Both groups had four participants. Group A had three meetings accompanied and Group B had two meetings accompanied. Video cameras were uses to tape the meetings in order to allow the analyses of the group´s interactions and verbal and non-verbal language. To help identify the group´s psychological traits, five tests were applied individually: Wisconsin Card Sorting Game, Iowa Gambling Task, G-36, Concentrated Attention and Mini-Plus. Finally a revision of the literature on Neurophysiology sheds light on possible connections between the results and such concepts. The main results show that it is possible to link the three sciences regarding the decision making process in the organizations analyzed, it is concluded that the decision occur in two main steps: individual and social.

Made available in DSpace on 2015-05-14T13:16:27Z (GMT). No. of bitstreams: 1 arquivototal.pdf: 3212075 bytes, checksum: 892726a71d4fd27b59d29f7f173f15d9 (MD5) Previous issue date: 2013-12-17 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / Since the promulgation of the Universal Declaration of Human Rights, the subject of rights became part of a fertile field of researches and debates. Some empirical studies have signaled that the concept of human rights depends on the progress of the decision- process perspective of the other, however, such studies didn t focus to verify systematically the existence of this relationship. This thesis aimed to determine the evolution of the conception of HR during human development and if this conception is related to the decision- process perspective. The theoretical approaches adopted were Doise s social psychological perspective on Human Rights plus Piaget and Robert Selman s theories about the decision-process perspective. To accomplish the goal, six studies were proposed during this research. The first study was provided to create items from the Scale of Understanding about Human Rights-SUHR according to four levels of hierarchical conceptions about HR. The second one aimed the psychometric validation of the SUHR and analysis of socio-demographic factors on this scale based on the study about 300 students, divided into 3 age groups: GI=8years old, GII=12 years old and GIII=16 years old, equally distributed according to their sex and the type of their school. The instrument used was the SUHR, a Likert type 5-point scale, in which students pointed out if they understood each of the proposed items, as well as the degree of agreement about them. In SPSS (version 21), descriptive statistics, factor analysis and internal consistency (Cronbach's alpha) were computed. Considering Bartlett's sphericity test, and Kaiser and Cattell s criteria and Parallel Analysis, it was observed that the SUHR presented a factorial organization composed by three dimensions: Guiding principles of humanity, Governing principles of the society and Basic concrete rights revealed the relationship item-factor and the indicators of internal consistency accepted by the statistical literature. Differences were found in the scores of medium scores of age and school integration on levels of understanding of HR. In the third study, were performed a confirmatory factor analysis of SUHR through new data collection in which attended 240 students with similar characteristics to the previous socio- demographic research. In AMOS GRAFICS program, carried out a confirmatory factor analysis; was adopted the ML estimator (MaximumLikelihood) and it was compared to alternative structural models (one factor, two factors and three factors, this one was the expected model) which confirmed the existence of SUHR s three factors which were positively interrelated. The fourth study aimed to develop items related to the stages of social perspective taking to the Scale of Social Decision-Process Perspective-SSDPP. A number of 149 students, aged between 5 and 26 years (Medium age=12,10 years old, SD = 6, 17 %), with 67.3 % of public institutions and 32.7 % of private institutions participated of this study. We used the Dilemma of Olga and the dilemma of the Landless. The answers to the dilemmas were categorized according to the levels of decision-social perspective proposed by Selman. The analysis of the frequencies of responses to the dilemma of Olga revealed significant differences in the age variable, no differences were found for the variables school type and gender. However, the analysis of the frequencies of responses to the plight of landless revealed significant differences in the age and type of school. Based on these analyzes, it was possible to prepare the items for all the stages of making social perspective that made up the instrument. The fifth study, the same students participated in the study and the instrument used was 3 ETPS-scale type Likertde 5 points, in which the students pointed understood if each proposed item, as well as the degree of agreement regarding each. The data collected with the ETPS related to Olga's Dilemma and Dilemma of Landless underwent an AFE following the same criteria used in the analysis of ECDH, however, the factor structure proved confusing and poorly interpreted. Thus, we chose to carry a measure by theory, starting from the theoretical perspective of Selman to assess the structural quality of the scale in question. Regarding the Dilemma of Olga, the AFC indicators revealed that both confirmed Selman's theory about the stages of social perspective taking as the guarantee of a scale capable of measuring these stages. However, the results of the analyses performed with the dilemma of Landless revealed indicators of confirmatory factor analysis under those considered acceptable by the relevant literature. Differences were found in scores of mean scores of age and school integration on levels of decision- process perspective. Finally, in the sixth study, was performed the verification of the desired theoretical model (association between stages of perspective taking to the levels of conceptions of DH). In AMOS 21.0 program, was generated what has been satisfactorily corroborated hypothesized theoretical model. The data were discussed according to theoretical and empirical studies. / Desde a promulgação da Declaração Universal dos Direitos Humanos, a temática dos direitos passou a integrar um campo fértil de debates e pesquisas. Alguns estudos empíricos sinalizaram que as concepções acerca dos direitos humanos dependem do avanço do processo de tomada de perspectiva do outro, contudo, tais estudos não se detiveram a verificar sistematicamente a existência desta relação. Diante desta lacuna, esta tese objetivou verificar como evolui a concepção acerca dos DH durante o desenvolvimento humano e se esta concepção está relacionada ao processo de tomada de perspectiva. Os enfoques teóricos adotados foram a perspectiva psicossociológica de Doise sobre os Direitos Humanos e as teorias de Piaget e de Robert Selman sobre a tomada de perspectiva. Para alcançar este objetivo, foram propostos seis estudos. O primeiro estudo se prestou a construir os itens da Escala de compreensão acerca dos direitos humanos- ECDH de acordo com quatro níveis hierárquicos de concepções acerca dos DH. O segundo estudo teve como objetivo a validação psicométrica da ECDH e a análise das variáveis sóciodemográficas sobre os fatores da escala e contou com a participação de 300 estudantes, divididos em 3 grupos de idade: GI= 8anos, GII=12 anos e GIII= 16 anos, distribuídos, igualmente quanto ao sexo e ao tipo de escola. O Instrumento utilizado foi a ECDH, uma escala tipo Likert de 5 pontos, em que os estudantes assinalaram se compreenderam cada item proposto bem como o grau de concordância em relação aos mesmos. No SPSS (versão 21), foram computadas estatísticas descritivas, análise fatorial e índices de consistência interna (Alfa de Cronbach). Considerando o teste de esfericidade de Bartlett, os critérios de Kaiser e Cattell e a Análise Paralela, observou-se que a ECDH apresentou uma organização fatorial composta três dimensões: Princípios orientadores da humanidade, Princípios reguladores da sociedade e Direitos básicos concretos que revelaram tanto a relação itemfator quanto indicadores de consistência interna aceitáveis pela literatura estatística. Foram encontradas diferenças nas pontuações dos escores médios da idade e da inserção escolar sobre os níveis de compreensão dos DH. No terceiro estudo, realizou-se a análise fatorial confirmatória da ECDH, mediante nova coleta de dados da qual participaram 240 estudantes com características sócio-demográficas semelhantes aos do estudo anterior. No programa AMOS GRAFICS, realizou-se uma análise fatorial confirmatória; adotando-se o estimador ML (Maximum Likelihood) e comparando aos modelos estruturais alternativos (um fator, dois fatores e três fatores, este último, o modelo esperado) que confirmou a existência dos três fatores da ECDH os quais estiveram interrelacionados positivamente. O quarto estudo teve o objetivo de elaborar itens referentes aos estágios de tomada de perspectiva social para a Escala de Tomada de Perspectiva Social ETPS. Participaram 149 estudantes com idades variando entre 5 e 26 anos (Média= 12, 10 anos e DP= 6, 17%), sendo 67,3% de instituições públicas e 32,7% de instituições privadas. Utilizou-se o Dilema de Olga e o dilema dos Sem-terra. As respostas dadas aos dilemas foram categorizadas conforme os níveis de tomada de perspectiva social propostos por Selman. A análise das freqüências de respostas dadas ao dilema de Olga revelou diferenças significativas em relação à variável idade; não foram encontradas diferenças quanto às variáveis tipo de escola e gênero. Já a análise das freqüências de respostas dadas ao dilema dos sem terra revelou diferenças significativas quanto à idade e o tipo de escola. Com base nestas análises, foi possível elaborar os itens relativos a todos os estágios de tomada de perspectiva social que compuseram o instrumento. Do quinto estudo, participaram os mesmos estudantes do estudo 3 e o instrumento utilizado foi a ETPS - escala tipo Likert de 5 pontos, em que os estudantes assinalaram se compreenderam cada item proposto, bem como, o grau de concordância em relação cada um deles. Os dados coletados com a ETPS referentes ao Dilema de Olga e Dilema dos Sem-terra foram submetidos a uma AFE seguindo os mesmos critérios adotados na análise da ECDH, contudo, a estrutura fatorial mostrou-se confusa e pouco interpretável. Assim, optou-se realizar uma medida por teoria, partindo-se da perspectiva teórica de Selman para avaliar a qualidade estrutural da escala em questão. No que tange ao Dilema de Olga, a AFC revelou indicadores que tanto confirmaram a teoria de Selman sobre os estágios de tomada de perspectiva social quanto a garantia de uma escala capaz de mensurar esses estágios. Contudo, os resultados das análises realizadas com o Dilema dos Sem-terra revelaram indicadores da análise fatorial confirmatória aquém daqueles considerados aceitáveis pela literatura pertinente. Foram encontradas diferenças nas pontuações dos escores médios da idade e da inserção escolar sobre os níveis de tomada de perspectiva. Por fim, no sexto estudo, efetuou-se a verificação do modelo teórico pretendido (associação dos estágios de tomada de perspectiva com os níveis de concepções acerca dos DH). No programa AMOS 21.0, gerou-se o modelo teórico hipotetizado que foi satisfatoriamente corroborado. Os dados foram discutidos à luz da literatura pertinente e de estudos empíricos.

Esta dissertação visa abordar e dar início a um diálogo sobre a tomada de decisão social juntando aspectos de Administração de Empresas, Psicologia e Neurofisiologia. Primeiramente uma abordagem da evolução do pensamento sobre tomada de decisão é repassada com os conceitos de Simon (1955, 1959, 1979) na sua discussão sobre racionalidade completa e limitada. Isso se dá quando se nota que o ser humano possui limitações na sua racionalidade. Também, nota-se que o nível de incerteza e a complexidade inerente dos problemas aumentou. Soma-se a isso o fato de que, segundo Franks (2010) cada vez mais os seres humanos dependem da interação social para viver. Esse fato torna importante a consideração de aspectos emocionais, de memória e de comportamento. Aspectos de importância da Psicologia que são tratados junto com outros como emoção, cognição e percepção com os trabalhos de Elster (1998), Pretz, Naples e Sternberg (2003). Aspectos de consciência, vieses e heurísticas trazidos por Damásio (1996, 2011), Bazerman e Moore (2010) e Kahneman (2011) auxiliam na compreensão do fenômeno psicológico nessas interações e como eles impactam o processo decisório. Contudo, como melhor compreender a cognição? De onde surgem os comportamentos? Os conceitos de Neurofisiologia podem auxiliar. De forma a iniciar a integração de aspectos da Neurofisiologia na tomada de decisão utilizou-se Bear, Connors e Paradiso (2008), Ohme et al. (2009), entre outros. Foi criado um modelo, baseado na revisão da literatura realizada, visando determinar onde a decisão social poderia ocorrer e como ela poderia se dar em um ambiente organizacional. Dois grupos em uma empresa de pequeno porte foram observados. Ambos os grupos tinham quatro integrantes. No Grupo A três reuniões foram acompanhadas, no Grupo B duas reuniões foram acompanhadas. Utilizaram-se câmeras filmadoras para gravar os encontros de modo que isso permitisse a posterior análise das interações e linguagens verbal e não verbal do grupo. De modo a identificar os aspectos psicológicos dos grupos cinco testes foram aplicados: Wisconsin Card Sorting Game, Iowa Gambling Task, G- 36, Atenção Concentrada e Mini-Plus. Por fim, a revisão de literatura sobre aspectos Neurofisiológicos deu luz a possíveis ligações entre os resultados e esses conceitos. Os principais resultados demonstram que foi possível identificar uma ligação entre as três ciências no que toca a tomada de decisão nas organizações analisadas, tendo-se verificado que essas decisões ocorrem em dois passos principais: o individual e o social. / This master´s thesis aims to approach and start a dialogue about social decision making linking aspects coming from Business Administration, Psychology and Neurophysiology. First an approach regarding the evolution on the thought about decision making is given with the help of concepts from Simon (1959, 1955 e 1979) with his discussion about complete and limited rationality. This discussion start when the human being acknowledges the limitations of his own rationality. Also it is easy to notice the expanding levels of the inherent complexity and uncertainty within the decision making process. Adding to that the fact that, according to Franks (2010), humans have never been more dependent on social interaction in order to live. This facts bring out the importance in considering aspects such as emotions, memory and behavior. This is where Psychology plays its cards and such concepts as emotion, cognition and perception with the help of the works of Elster (1998), Pretz, Naples e Sternberg (2003) are presented. Together in the quest of explaining the psychological phenomenon and how it affects the decision making process aspects of conscience, biases and heuristics brought by Damásio (1996 e 2011), Bazerman e Moore (2010) e Kahneman (2011) are considered. However, how to better comprehend cognition? Where do behaviors come from? Neurophysiology can play an important role in to help answer these questions. As a way to start this link between these concepts and the decision making literature, Bear, Connors e Paradiso (2008), Ohme et al. (2009), among others, were used. A model was developed, based on the revised literature trying to identify where and how the decision making process is present in a social environment. Two groups from a small company were studied. Both groups had four participants. Group A had three meetings accompanied and Group B had two meetings accompanied. Video cameras were uses to tape the meetings in order to allow the analyses of the group´s interactions and verbal and non-verbal language. To help identify the group´s psychological traits, five tests were applied individually: Wisconsin Card Sorting Game, Iowa Gambling Task, G-36, Concentrated Attention and Mini-Plus. Finally a revision of the literature on Neurophysiology sheds light on possible connections between the results and such concepts. The main results show that it is possible to link the three sciences regarding the decision making process in the organizations analyzed, it is concluded that the decision occur in two main steps: individual and social.

Esta dissertação visa abordar e dar início a um diálogo sobre a tomada de decisão social juntando aspectos de Administração de Empresas, Psicologia e Neurofisiologia. Primeiramente uma abordagem da evolução do pensamento sobre tomada de decisão é repassada com os conceitos de Simon (1955, 1959, 1979) na sua discussão sobre racionalidade completa e limitada. Isso se dá quando se nota que o ser humano possui limitações na sua racionalidade. Também, nota-se que o nível de incerteza e a complexidade inerente dos problemas aumentou. Soma-se a isso o fato de que, segundo Franks (2010) cada vez mais os seres humanos dependem da interação social para viver. Esse fato torna importante a consideração de aspectos emocionais, de memória e de comportamento. Aspectos de importância da Psicologia que são tratados junto com outros como emoção, cognição e percepção com os trabalhos de Elster (1998), Pretz, Naples e Sternberg (2003). Aspectos de consciência, vieses e heurísticas trazidos por Damásio (1996, 2011), Bazerman e Moore (2010) e Kahneman (2011) auxiliam na compreensão do fenômeno psicológico nessas interações e como eles impactam o processo decisório. Contudo, como melhor compreender a cognição? De onde surgem os comportamentos? Os conceitos de Neurofisiologia podem auxiliar. De forma a iniciar a integração de aspectos da Neurofisiologia na tomada de decisão utilizou-se Bear, Connors e Paradiso (2008), Ohme et al. (2009), entre outros. Foi criado um modelo, baseado na revisão da literatura realizada, visando determinar onde a decisão social poderia ocorrer e como ela poderia se dar em um ambiente organizacional. Dois grupos em uma empresa de pequeno porte foram observados. Ambos os grupos tinham quatro integrantes. No Grupo A três reuniões foram acompanhadas, no Grupo B duas reuniões foram acompanhadas. Utilizaram-se câmeras filmadoras para gravar os encontros de modo que isso permitisse a posterior análise das interações e linguagens verbal e não verbal do grupo. De modo a identificar os aspectos psicológicos dos grupos cinco testes foram aplicados: Wisconsin Card Sorting Game, Iowa Gambling Task, G- 36, Atenção Concentrada e Mini-Plus. Por fim, a revisão de literatura sobre aspectos Neurofisiológicos deu luz a possíveis ligações entre os resultados e esses conceitos. Os principais resultados demonstram que foi possível identificar uma ligação entre as três ciências no que toca a tomada de decisão nas organizações analisadas, tendo-se verificado que essas decisões ocorrem em dois passos principais: o individual e o social. / This master´s thesis aims to approach and start a dialogue about social decision making linking aspects coming from Business Administration, Psychology and Neurophysiology. First an approach regarding the evolution on the thought about decision making is given with the help of concepts from Simon (1959, 1955 e 1979) with his discussion about complete and limited rationality. This discussion start when the human being acknowledges the limitations of his own rationality. Also it is easy to notice the expanding levels of the inherent complexity and uncertainty within the decision making process. Adding to that the fact that, according to Franks (2010), humans have never been more dependent on social interaction in order to live. This facts bring out the importance in considering aspects such as emotions, memory and behavior. This is where Psychology plays its cards and such concepts as emotion, cognition and perception with the help of the works of Elster (1998), Pretz, Naples e Sternberg (2003) are presented. Together in the quest of explaining the psychological phenomenon and how it affects the decision making process aspects of conscience, biases and heuristics brought by Damásio (1996 e 2011), Bazerman e Moore (2010) e Kahneman (2011) are considered. However, how to better comprehend cognition? Where do behaviors come from? Neurophysiology can play an important role in to help answer these questions. As a way to start this link between these concepts and the decision making literature, Bear, Connors e Paradiso (2008), Ohme et al. (2009), among others, were used. A model was developed, based on the revised literature trying to identify where and how the decision making process is present in a social environment. Two groups from a small company were studied. Both groups had four participants. Group A had three meetings accompanied and Group B had two meetings accompanied. Video cameras were uses to tape the meetings in order to allow the analyses of the group´s interactions and verbal and non-verbal language. To help identify the group´s psychological traits, five tests were applied individually: Wisconsin Card Sorting Game, Iowa Gambling Task, G-36, Concentrated Attention and Mini-Plus. Finally a revision of the literature on Neurophysiology sheds light on possible connections between the results and such concepts. The main results show that it is possible to link the three sciences regarding the decision making process in the organizations analyzed, it is concluded that the decision occur in two main steps: individual and social.

Les évaluations faciales sont un élément central des comportements sociaux, influençant un large spectre de décisions, allant du choix du romantique au choix politique, mais sont également le sujet de grandes variations individuelles. Dans cette thèse, je propose que l'analyse des différences individuelles dans l'utilisation de différents signaux sociaux, notamment ceux de coopération et de pouvoir, lors des évaluations faciales est un outil prometteur pour l'étude des comportements sociaux ; j'applique cette approche de deux façons. Dans un premier temps, pour examiner l'hypothèse selon laquelle la motivation sociale correspond à une adaptation aux environnements coopératifs. À travers six études, je montre que la motivation sociale est associée à une plus grande importance donnée aux signaux de coopération, confirmant ainsi une prédiction centrale de cette théorie. Dans un second temps, j'étudie les mécanismes cognitifs impliqués dans les choix politiques, en examinant leurs réponses à différents signaux de l'environnement. Dans un premier travail expérimental, je montre que l'expérience précoce de la précarité est associée à une préférence pour les hommes forts. À partir de ces résultats, je développe une théorie originale sur les préférences politiques selon laquelle les choix politiques sont orientés vers les individus perçus comme les plus aptes à réussir en tant qu'individus et non en tant que chefs de groupe. En résumé, tout au long de cette thèse, je présente un nouveau cadre de travail pour l'étude des décisions sociales et je montre comment il permet éclairer les mécanismes cognitifs sous-tendant les comportements sociaux ainsi que leurs bases évolutives. / Face evaluations are a crucial component of social behavior, influencing a large range of social decisions from mating to political vote. Face evaluations are also susceptible to substantial individual differences. In this thesis, I propose that individual differences in face evaluations constitute a promising tool to investigate social behavior through the analysis of variations in the weight granted to different social signals, and notably cooperation- and power-related cues. I apply this approach in two ways. First, I examine the hypothesis that social motivation can be construed as an adaptation to highly cooperative environments. Across six studies, I confirm a central prediction of this theory, by revealing that highly socially motivated individuals grant a higher importance to cooperation-related signals. Second, I investigate the cognitive mechanisms underlying political choices by examining their responses to different environmental signals. In a study on leader preferences in children and in adults, I show that early exposure to environmental harshness is associated with a preference for stronger leaders. Building on these results, I then develop an original theory on political choices stating that leader preferences are biased towards the candidates perceived as the most competent for succeeding in the current context, independently of their leadership abilities. To summarize, my thesis puts forward a new framework to investigate social decisions based on individual variations in face evaluations and sheds light on the cognitive processes underlying social behavior as well as their evolutionary bases.

<p>Decision-making groups use various resources that individual members possess such as knowledge, expertise, and information. Yet, little research addresses how individual members’ sensory experiences affect group deliberation processes. The current dissertation examines the effects of an individual’s prior sensory experience on group decision making. Drawing upon social decision schemes, it was hypothesized that the experiencedmember would be more influential in the group decision-making process than unexperienced members and that the experienced member’s decision is predictive of their group’s decision, referring to this decision scheme as the sensoryexperience rule. Two remote lab-based experiments were conducted in which participants met over Zoom and were asked to select an auditory option given a specific purpose (e.g., as background music for a hotel site). Each member was provided a verbal description of each of the provided auditory alternatives. Unlike the unexperienced members, the experienced member could also listen to the provided audio samples. In both studies, the sensory experience ruledescribed group choices well including situations in which the experienced member’s choice contradicted the majority’s choice in the group. Experienced members were perceived to use more credible, but not more vivid, narratives. Analyses of group discussions revealed that experienced members spoke more and were using a larger number of auditory expressions and metaphors than unexperienced members. Their narratives contained a smaller number of first-person singular pronouns and tended reflect lower spontaneity and cognitive processing. The studies underline the impact of sensory experience in group decision making that is different from general knowledge and expertise studied in previous research.</p>