A trait found in the majority of organisms with a certain level of sensory organs and neural circuits.
Utilization of reactions from conspecifics.
For example, in the case of organisms, there is a higher likelihood that “food preferred by the same species” might be better for an individual than “food preferred by different organisms.”
Similarly, There is a higher likelihood that “a presence causing danger perceived by the same species” might pose a greater danger to an individual than “a presence causing danger perceived by different organisms.”
Therefore, organisms with neural circuits above a certain threshold have likely evolved to utilize reactions and behaviors of conspecifics as indicators of the potential benefits or dangers of a given target.
This phenomenon is referred to as “reaction use.”
For example, penguins follow other penguins and observe their behavior as a guide for their own survival.
Similarly, humans also observe others’ reactions to infer the goodness or badness of things.
For instance, when everyone around you suddenly turns their attention, you also become curious and look.
For instance, we assume that a restaurant with a long queue is better than one with no customers.
For instance, the value of money and jewels exists because other people believe that gems have value.
Mechanism
Observing changes, reactions, and behaviors of others towards ○ and inferring the benefits and dangers of ○.
Others: Display beneficial conditioned responses, pleasure anticipation responses, or unexpected pleasure responses to ○ × Magnitude of response -> Self: Perceive ○ as beneficial to the degree of the response.
Others: Display hazardous conditioned responses or unpleasant anticipation responses to ○ × Magnitude of response -> Self: Perceive ○ as dangerous to the degree of the response.
Association of Benefit and Danger: More likely to like what others like and dislike what others dislike.
Things that others react positively to -> Information: Object + Information: Pleasure/Benefit -> More likely to like (Example: Celebrities)
Things that others react negatively to -> Information: Object + Information: Discomfort/Danger -> More likely to dislike (Example: Insects)
Strength of Benefit and Danger: Stronger reactions from others attract more attention.
Things that others pay attention to, things that others are concerned about, or things that surprise others tend to catch our attention.
Influence of Others.
Higher benefit -> More influenced by people we like (e.g., parents, friends, romantic interests, celebrities).
Frequency of interaction -> More influenced by people we often interact with (e.g., parents, friends, romantic partners, celebrities).
To apply it to business
For instance, if evaluations or reviews are seen merely as “numbers,” their impact might be limited.
However, if you imagine the individual joy behind each of them, the impact becomes stronger.
Therefore, when showcasing evaluations or reviews, it’s crucial to include comments that convey the sense of happiness.
To apply it to romance
For example, women are more likely to develop feelings for someone liked by their close female friends.
Therefore, if you want to be liked by your target, it’s a good idea to establish a good rapport with the target’s female friends.
To apply it to human relationships
For instance, people tend to develop a liking for those who are liked by others.
Therefore, if you want to build a new relationship with someone, it’s beneficial to meet them alongside someone you’re already close to.
To apply it to education
For instance, children infer the goodness or badness of things by observing their parents’ reactions.
Therefore, when a child spills water from a cup, it’s important not to overreact but rather encourage them to clean it up themselves.