The human brain processes information for decision-making using one of two routes: an intuitive system and a rational system (Epstein, 1994; popularized by Kahneman, 2011 as System 1 and System 2, respectively). The intuitive system is quick, impulsive, and operates with minimal effort, relying on emotions or habits to provide cues for what to do next, while the rational system is logical, analytical, deliberate, and methodical. Research in neuropsychology suggests that the brain can only use...

Instinct theory proposes that innate biological instincts, like animal behavioral patterns, primarily drive human behavior. These instincts are inborn, not learned, and are fundamental to decision-making and action. Just as animals rely on instincts for critical survival functions such as migration, nest building, and defense, humans are also believed to exhibit behaviors rooted in evolutionary needs. For example, the instinct to reproduce motivates sexual behavior, while territorial instincts...

According to Newton’s second law of motion, the rate of change of the momentum of an object is the net external force acting on it. The total change in momentum between two timepoints thus depends on both the external force acting on it and the time over which it acts. Describing this mathematically, the total change of an object’s motion is proportional to the force vector and the time over which it is applied. This product is called impulse.
Additionally, it can be shown that the total...

Instinctive drift refers to the tendency of animals to revert to their innate behaviors despite repeated reinforcement. Breland and Breland demonstrated this concept in an experiment with a raccoon. The raccoon was trained to pick up two coins and place them in a container in exchange for food. Initially, the raccoon learned to associate the coins with food, making them a conditioned stimulus or a substitute for food. However, over time, the raccoon became less willing to put the coins into the...

The total change in the motion of an object is proportional to the total force vector acting on it and the time over which it acts. This product is called impulse, a vector quantity with the same direction as the total force acting on the object.
By writing Newton's second law of motion in terms of the momentum of an object and the external force acting on it, and simultaneously using the definition of the impulse vector, it can be shown that the total impulse on an object is equal to its net...

Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).