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
Feelings for an object
Potential Behavior toward it
Beliefs about it
Cognition -> Behavior
Affect -> Cognition -> Behavior
Cognitive Dissonance Production
Behavior -> Cognition
Perceived causes of behavior
Major concern: whether caused by internal or external factors
(the person or the environ.)
Does the person behave in the same manner in different situations?
Does this person behave in the same manner in this situation at other times?
Do other people behave in the same manner in this situation?
Fundamental Attribution Error
We Perceive othersâ€™ behaviors as more Internally caused than they are
We perceive our own:
Success as Internal
Failure as External
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
Higher and lower positions in each of the dimensions are used to classify people into one of sixteen different personality categories.
(These and other factors influence how people much stress people feel.)
Change how you do things to remove stressors from your life
Prepare yourself to withstand stressors
Treat the stress effects you already have
Time management, skill enhancement, delegation, job redesign
Exercise, diet, recreation, sleep, relaxation, meditation
Professional help, social supportCoping with Stress