Scientific Definition
We see 'them' as more uniform than 'us.'
Plain-English Definition
We see 'them' as more uniform than 'us.'
Feynman Explanation
Engineers think marketing is one person. Marketing returns the favor.
Core Principle
We see 'them' as more uniform than 'us.'
Mechanisms
We see 'them' as more uniform than 'us.'
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Inputs (Triggers)
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Outputs (Behaviors)
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Behavioral Signature
Engineers think marketing is one person. Marketing returns the favor.
Examples
- Cross-functional friction rooted in lazy stereotypes.
- Cross-functional initiatives stall on caricatures.
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Famous Experiments
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Design Principles
- Force rotations and embedded roles across functions.
Measurement Approaches
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Evidence
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The Perverse Incentive Lens™
How this behavior is exploited — and how to redesign around it.
- Force rotations and embedded roles across functions.
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Pending editorial review.
Interactive Mini Network
Click any neighbor to re-center the graph and follow the threads of connection.
Knowledge Graph Neighbors
Auto-linked to the rest of the Human Behavior Taxonomy by family, domain, dimension, and shared keywords.
We overweight whoever has the bigger title in the room.
Adopting beliefs because the room already did.
Spending disproportionate energy on trivial decisions.
Diffused responsibility means nothing happens.
Once we say it publicly, we'll defend it past the data.
Forgetting what it's like not to know what you know.
Assuming everyone secretly agrees with us.
Their failure: character. Our failure: situation.
Low expectations produce low performance.
One strong trait colors judgment of unrelated traits.
We extend more trust, benefit of the doubt, and rope to 'our people.'
We're more persuaded by people we like.