01/08
Biography
Life story, occupation, environment
Technical school (HTL) in Wels, metalworking, took over the business from his uncle. 22 employees, 4 of them apprentices. Married, two teenagers. Guild master at the Upper Austrian chamber of commerce. Local councilman in Thalheim.
Biographical grounding · curated in-house
02/08
Psychology (OCEAN)
How someone ticks — the personality profile
Conscientiousness 88/100, openness 32/100. Values: a handshake that counts, hard work, family. Fears: skilled-labor shortage, bureaucracy, no successor. Motivations: handing over the business, training apprentices, regional impact.
Big Five · Schmitt et al., 2007 (n=17,837, 56 nations)
03/08
Cognitive Biases
Typical thinking errors and their triggers
Status quo bias, high: “Why change what works?” Anchoring effect, medium: the first price named dominates the negotiation. In-group bias, high: trusts a recommendation from Maier at the guild more than three external consultants.
Kahneman & Tversky, 1979 · Prospect Theory
04/08
Emotional State
Baseline mood — and what tips it
Baseline slightly positive (valence 0.55), calm (arousal 0.45). High stress tolerance. Negative trigger: new EU regulation for metal processing. Positive trigger: an apprentice passing the journeyman’s exam.
Russell Circumplex Affect Model
05/08
Cultural Context
Values, Life-World, cultural imprint
Hofstede: high uncertainty avoidance, high long-term orientation, moderate power distance. Life-World: The Stewards (Standards & Bearing). Value cluster: groundedness, local clubs and associations, the regional economy.
Hofstede, 2010 · our own Life-World classification (AT/DE)
06/08
Behavior
Everyday life, media, decision style
Tech affinity 35/100. Competent with CAD and CNC controls in the shop; privately, the smartphone is for calls and WhatsApp only. Media diet: the regional paper in print, radio, commercial TV. No social media. Decisions: rational — with gut feeling when people are involved.
Behavioral patterns · curated in-house
07/08
Anti-Patterns
What this person rejects or avoids
Has been putting off digitalization for three years — “orders come first.” Underestimates what his own online presence does for winning new business. Trusts recommendations from his network blindly, questions online information too little.
Anti-pattern registry · curated in-house
08/08
Language
Style, dialect, tolerance for anglicisms
Upper Austrian dialect with business partners, standard German with clients from outside the region. Low tolerance for anglicisms, except for technical terms. Austrian markers like “Jänner” and “heuer.” Standard-German greetings like “Guten Tag” feel foreign to him — he prefers the Austrian “Grüß Gott.”
Language sensitivity profile · curated in-house