1. Individual Behavior: Characteristics & Causes
Session 4
Individual Behavior: Characteristics & Causes

2. MARS Model of Individual Behavior
Situational
factors
Values
Personality
Perceptions
Emotions
Attitudes
Stress
Motivation
Individual behavior and results
Ability
Role Perceptions

3. Motivation
Internal forces that affect a person’s voluntary choice of behavior
Three key elements:
Intensity – how hard a person tries
Direction – effort toward, and consistent with goals
Persistence – how long a person can maintain effort R
BAR S M A

4. Ability
Natural aptitudes and learned capabilities required to do a task successfully
Skill
Competencies  personal characteristics that lead to superior performance R
BAR S M A

5. Role Perceptions
Beliefs about what behavior is required to achieve the desired results:
understanding what tasks to perform
understanding relative importance of tasks
understanding preferred behaviors to accomplish tasks R
BAR S M A

6. Situational Factors
Environmental conditions beyond the individual’s short-term control that constrain or facilitate behavior
time
people
budget
work facilities (hygiene factors) R
BAR S M A

7. Nature vs Nurture of Personality
Heredity explains about 50 percent of behavioral tendencies and 30 percent of temperament preferences
But nurture also counts -- socialization, life experiences, learning
Personality stabilizes over time
self-concept guides behavior

8. Analyse YOUR Behavior using MARS Model
Situational
Factors
Values
Personality
Perceptions
Emotions
Attitudes
Stress
Motivation
Individual Behavior and Results
Ability
Role Perceptions