Image for Theory of Mind & Empathetic Underpinnings of Managerial Mind-Sets with Dr. Richard Bagozzi


Friday, March 14, 2014


We are pleased to have Professor Richard Bagozzi visit on March 14, 2014 as a part of the Byington Marketing Speaker Series. The presentation is in room N336 of the Eli Broad College of Business from 10:00 a.m. to 1:00 p.m. with a light lunch served at noon. 

Dr. Bagozzi is the Dwight F. Benton Professor of Behavioral Science in Management in the Ross School of Business at the University of Michigan (and also Professor of Clinical, Social and Administrative Science in the UM College of Pharmacy).

Overview of Presentation: Two basic processes in business interactions are a) understanding the beliefs, needs, feelings, and intentions of an interaction partner and b) resonating with their emotions as they relate to the interaction and goals of participants. Drawing on the analogy of autism, Bagozzi will first present a study of managers where the brain processes under-girding effective communication (i.e., theory of mind) are identified and further linked to performance. Next in a study exploring the foundations of empathy in business transactions, he will show how empathy is manifest in the brain in so-called mirror neurons and how it relates to the strategic orientation of a customer versus a sales focus. In a third study, he will demonstrate how theory of mind and empathy combine to influence organization citizenship behaviors and performance of sales managers. Time permitting, Professor Bagozzi hopes to also briefly sketch recent research on the use of neuroscience, genetic, and epidemiological principles and methods in the study of managers in the emerging sub-field of biomarketing


N336 of the Eli Broad College of Business from 10:00 a.m. to 1:00 p.m.