Optimization models have often been useful in attempting to understand the adaptive significance of behavioral traits. Originally such models were applied to isolated aspects of behavior, such as foraging, mating, or parental behavior. In reality, organisms live in complex, ever-changing environments, and are simultaneously concerned with many behavioral choices and their consequences. This target article describes a dynamic modeling technique that can be used to analyze behavior in a unified way. The technique has been widely used in behavioral studies of (...) insects, fish, birds, mammals, and other organisms. The models use biologically meaningful parameters and variables, and lead to testable predictions. Limitations arise because nature's complexity always exceeds our modeling capacity. (shrink)

A B S T R A C T Detailed examination of audio recordings of business-to-business `field-sales' encounters are used to report one way in which salespeople elicit verbal expressions of affiliation from their prospective customers — by reciprocating second assessments which affiliate with, trade off and build on prospects' own assessments. This article outlines the prototypical features of these junctures of assessment-affiliation and describes how salespeople can mobilize such assessments to build extended sequences of `rapport' that take the form of (...) adjacent and mutual expressions of substantive verbal affiliation. Consideration is also given to explicating both the interactional basis of these sequences as well as the socially obligating influence such affiliation and rapport can have on sales outcomes. (shrink)