Social Influences

Forbes: One of the prevailing personality stereotypes we rarely question is that extremely extroverted people do best in sales.  On the flip side, extremely introverted people may as well not even try to sell anything because it’s a foregone conclusion that they simply can’t. A new study published in the journal Psychological Science suggests More

Business people shaking hands

Think of a stereotypical salesperson and you’re likely to conjure up someone who’s extraverted, gregarious, and assertive. But a new study reveals that “ambiverts,” people who are neither introverted nor extraverted but who fall somewhere in between, tend to be the most effective salespeople. The study is published in Psychological More

University of Southern California http://dornsife.usc.edu/nestlab What does your research focus on? I am fascinated by how social interconnections, particularly within families, shape our bodies and brains. For example, are spouses’ cortisol levels coordinated? How do early family environments influence youths’ neural and physiological reactivity? Dreaming up lab acronyms may be More