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Chapter 10

Chapter 10. Understanding Individual Behavior. Attitudes: The ABC Model. A ffect Feelings for an object B ehavioral Intentions Potential Behavior toward it C ognition Beliefs about it. Attitude Change Techniques. Persuasion Cognition -> Behavior Conditioning

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Chapter 10

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  1. Chapter 10 Understanding Individual Behavior

  2. Attitudes: The ABC Model Affect Feelings for an object Behavioral Intentions Potential Behavior toward it Cognition Beliefs about it

  3. Attitude Change Techniques Persuasion Cognition -> Behavior Conditioning Affect -> Cognition -> Behavior Cognitive Dissonance Production Behavior -> Cognition

  4. Perception • “The link between the person and the environment” • Broadly defined, includes Social Perception (impressions of people)

  5. Perception • Why are perceptions often distorted? • Why do people not always perceive things as they are? • Why do people perceive things differently? • Different people • Same person at different times

  6. Sources of Perceptual Distortions/Differences • Selectivity (perceiving only part of envir. or attending to some parts more than others) • External Factors (i.e., in physical envir.) • Similarity • Size • Nearness • Motion • Internal Factors • Experience • Motivation

  7. Sources of Perceptual Distortions/Differences • Closure (adding to your perception) • Stereotyping • Halo Effects • Attribution

  8. Attributions Perceived causes of behavior Major concern: whether caused by internal or external factors (the person or the environ.)

  9. Internal and External Attributions Distinctiveness Does the person behave in the same manner in different situations? Consistency Does this person behave in the same manner in this situation at other times? Consensus Do other people behave in the same manner in this situation? Internal Attribution Yes Yes No Low Distinctiveness Low Distinctiveness High Consistency Low Consensus -------------------------- -------------------------- No No Yes External Attribution Low Consistency High Distinctiveness High Consensus

  10. Common Attributional Errors Fundamental Attribution Error We Perceive others’ behaviors as more Internally caused than they are Self-Serving Bias We perceive our own: Success as Internal Failure as External

  11. Personality • Internal State • Uniqueness • Consistency • Stability

  12. Personality Theories • Developmental Stage (Psychodynamic) • (Freud, etc.) • Trait-Based (“Big Five”, etc.) • e.g., Neurotic, Extraversion, Authoritarian (Eysenck) • Motive-Based • e.g., Achievement, Affiliation, Power (McClelland) • Belief-Based • e.g., Internal vs. External Locus of Control (Rotter)

  13. Locus of Control • People who believe that individuals are in control of their own lives have an Internal locus of control. • People who think that forces beyond their control dictate what happens to them have an External locus of control.

  14. Emotional Intelligence Dimensions • Knowing one’s own emotions • Controlling one’s emotions • Recognizing others’ emotions (Empathy) • Social Skill - Controlling others’ emotions

  15. Emotional Intelligence Author Daniel Goleman says incompetence in management occurs more often from lack of EQ than lack of IQ. EQ skills are essential in managing conflict

  16. Types of Learning • Shaping • Learn by doing • Small, Reinforced Steps • Modeling (Social Learning) • Learn by observing someone else • Consequences to Model are important

  17. Mental Ability • General Intelligence (g factor) • Correlation with Job Performance • Specific Intelligences (s factors) • Correlation with Job Satisfaction

  18. Testing Intelligence and Personality • When using in selection and placement: Back up with validity studies. • In General: • Intelligence - Moderate Validity • Personality - Low Validity

  19. Cognitive (Problem-Solving) Styles • How do we gather information? • Sensing - Look at the facts, details. • Intuiting - Brainstorm, get a general overview. • How do we choose between alternatives? • Thinking - Analyze objectively, reason. • Feeling - Consider the impact on people.

  20. Cognitive Styles • Sensation / Thinking (ST) (e.g., technician) • Intuitive / Thinking (NT) (e.g., planner) • Sensation / Feeling (SF) (e.g., salesperson) • Intuitive / Feeling (NF) (e.g., artist)

  21. Myers-Briggs Test • Has 4 dimensions (incl. Sensation vs. Intuition and Thinking vs. Feeling) • Also Includes: • Extraversion vs. Introversion • Judger vs. Perceiver • (decisive vs. flexible)

  22. The Myers-Briggs Framework Higher and lower positions in each of the dimensions are used to classify people into one of sixteen different personality categories.

  23. Consequences of Stress • Psychological • moodiness, depression, emotional fatigue • Physiological • cardiovascular diseases • ulcers, sexual dysfunction, headaches • Behavioral • poor performance, accidents • absenteeism • workplace aggression

  24. Sources of Stress • Experience • Job Conditions • Job Events • Life Events • Life Conditions • Personal Characteristics • Personality • Coping Behaviors (These and other factors influence how people much stress people feel.)

  25. Sources of Stress • Job Conditions • Intrinsic to the Job • Being in the Organization • Roles in the Organization • Career Development • Relations within the Organization • Organization interface with the outside

  26. Sources of Stress • Intrinsic to the Job - Examples • Making decisions • Unstructured tasks • Constant monitoring • Repeated exchange of info with others • Dealing with the public • Unpleasant physical conditions

  27. Sources of Stress • Job Events & Life Events • Even “good” things can be stressful, because change is generally stressful.

  28. Sources of Stress • Life Conditions • Urban Stress Test • Measures: Population Change, Crowding, Education, Violent Crime, Unemployment, Per Capita Income, Birth Rate, Air Quality, Hazardous Wastes, Water Supply & Quality, Wastewater Treatment • Does not include: Climate, Cultural Offerings, NFL Football

  29. Sources of Stress • Personality • Type A Behaviors • Highly Competitive • Impatient • High Job Involvement • Determinants of Type A Personality • Sensitive Nervous System • Demanding Parents (love contingent upon achievement)

  30. DESCRIPTIONS Primary Prevention Change how you do things to remove stressors from your life Secondary Prevention Prepare yourself to withstand stressors Treatment Treat the stress effects you already have EXAMPLES Primary Prevention Time management, skill enhancement, delegation, job redesign Secondary Prevention Exercise, diet, recreation, sleep, relaxation, meditation Treatment Professional help, social support Coping with Stress

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