Chapter 3 Individual Behavior Hegar: Modern Human Relations at Work 11e Chapter 3 Individual Behavior © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Learning Objectives Identify and describe some of the common values held by all individuals. Describe perception and explain why it is a determinant of individual behavior. Explain how stereotyping can influence a person’s view of another’s behavior. Define attitude and describe its impact on worker output. Define personality and discuss the major forces affecting personality development. Explain how gender differences influence interpersonal behavior. Describe how assertiveness training can help managers and subordinates improve their understanding of interpersonal behavior. Prepare an effective resume. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Values A value is something of worth or importance to an individual. A terminal value is one that is expressed in terms of a desired goal or an end. An instrumental value is the means for achieving the desired goals. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Examples of Values Instrumental Values (Means) Terminal Values (Ends) Self respect A comfortable life Family security Wisdom Sense of accomplishment Instrumental Values (Means) Honesty Independence Ambition Courage Helpfulness © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Figure 3.1 Spraunger’s Value Types (Abridged) Theoretical Economic Aesthetic Social Political Religious Discovery of truth What is useful Form and harmony Love of people Power Unity © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Table 3.1 - Value Profiles for Different Groups © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Table 3.2 – Workplace Needs © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Perception and Reality Perception is a person’s view of reality. Sensory reality is physical reality. Normative reality is interpretive reality. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Figure 3.3 - The Perceptual Processes Insert Figure 3.3 here © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Stereotyping Generalizing a particular trait or behavior to all members of a given group. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Basic Components of Attitudes Attitudes are a person’s feelings about objects, events, and other people. Basic Components of Attitudes The cognitive component is the set of values and beliefs a person has toward a person, an object, or an event. The affective component is the emotional feeling attached to an attitude. The behavioral component is the tendency to act in a particular way toward a person, an object, or an event. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Figure 3.6 - Attitudes as an Intervening Variable No Merit Raise Negative Attitude Decline in Output Causal Variable Intervening Variable End-Result Variable © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Personality A relatively stable set of characteristics and tendencies that determine similarities and differences between people. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Figure 3.7 - Major Factors Influencing Personality © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Emotional Intelligence … is the capacity for recognizing one’s own feelings and those of others, for motivating oneself and one’s relationship. Emotional Intelligence Competencies Self-awareness Self-regulation Motivation Empathy Social Skills © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Gender Differences Examples of Interpersonal Behavior Differences Articulating ideas Reading emotions / problem situations Processing information Building consensus © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Assertiveness Training … teaches people how to assert themselves in work and social situations. Goals The individual is taught how to determine personal feelings. The individual learns how to say what he or she wants. The individual learns how to get what he or she wants. © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Types of Assertive Behavior Passive Aggressive Assertive © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Motivational Profiles Independent thinkers Lifestylers Personal Developers Careerists Authenticity seekers Collegiality seekers © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Career Advisor Writing a Résumé Four to six categories Name & contact info at top State employment objective Describe qualifications in summary List education and job experience Use an appealing format Retain duplicate copies Pictures should be attached separately References are optional © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Key Terms in the Chapter Value Terminal value Instrumental value Perception Sensory reality Normative reality Stereotyping Attitudes Cognitive component Affective component Behavioral component Attitude questionnaire Intervening variable Personality Emotional intelligence Assertiveness training Independent thinkers Lifestylers Personal developers Careerists Authenticity seekers Collegiality seekers © 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.