backBack to 2/2016
General and Professional Education
2/2016 pp. 17-23

Mózg jako organ społeczny. Wykorzystanie modelu społecznych nagród i zagrożeń - SCARF - w szkoleniach z zakresu zarządzania oraz budowania relacji z klientem

pdf Get full text pdf


The article presents the use of the SCARF - social rewards and threats model by David Rock - in management and building customer relationships training. The SCARF model assumes that in all areas that require interpersonal relationships we can improve the effectiveness of influencing others by controlling the five key factors: Status, Certainty, Autonomy, Relatedness and Fairness. Improving the skills of positive influence on these parameters in other people through training sessions, has a direct impact on improving the competence in the field of customer service, people management and effective communication in task forces. The article presents the examples of exercises, developing the awareness of how important individual elements of the model are for the effective functioning in the business environment.

Key words

SCARF model, Status, Certainty, Autonomy, Relatedness, Fairness, business training, influence others


1. Allport, G., Attitudes, [w:] C. Murchison, C., (red.), A handbook of social psychology, MA: Clarc University Press, Worcester 1935.

2. Arnsten, A.F.T., The Biology of Being Frazzled, Science, 280, 1998, pp. 1711-1712.

3. Arystoteles, Polityka, tłum. Piotrowicz, L., [w:] Tegoż, Dzieła wszystkie, t. I, Warszawa 2003.

4. Brehm, S.S., Brehm, J.W., Psychological Reactance, Academic Press, New York 1981.

5. Brosnan, S.F., de Waal, F.B.M., Monkeys reject unequal pay, Nature, 425, 2003, pp. 297-299.

6. Deci, E.L., Ryan, R.M., The 'what' and 'why' of goal pursuits: Human needs and the self-determination of behavior, Psychological Inquiry, 11(4), 2000, pp. 227-268.

7. Emswiller, T., Deaux, K., Willits, J.E., Similarity, Sex, and Requests for Small Favors, Journal of Applied Social Psychology, 1(3), 1971, pp. 284-291.

8. Marmot, M., The Status Syndrome: How Social Standing Affects Our Health and Longevity, Times Books, New York 2004.

9. Rock, D., SCARF: a brain-based model for collaborating with and influencing others, NeuroLeadershipjournal, (1), 2008, pp. 1-9.

10. Rock, D., Managing with the brain in mind, Oxford Leadership Journal, 1(1), 2009, pp. 1-10.

11. Rock, D., Cox, Ch., SCARF in 2012: updating the social neuroscience of collaborating with others, NeuroLeadershipjournal, (4), 2012, pp. 1-14.

12. Singer, T., Seymour, B., O’Doherty, J.P., Stephan, K.E., Dolan, R.J., Frith, C.D., Empathic neural responses are modulated by the perceived fairness of others, Nature, 439, 2006, pp. 466-469.

13. Szatkowska, I., Pamięć operacyjna: integracyjna rola kory przedczołowej, Przegląd psychologiczny, T. 42, nr 1-2, 1999, s. 151-165.

14. Wojciszke, B., Człowiek wśród ludzi. Zarys psychologii społecznej, Wydawnictwo Naukowe Scholar, Warszawa 2004.