1. Personality
Definition – Personality is the pattern of relatively enduring ways in which a person feels, thinks, and behaves

2. Determinants of Personality
Nature: biological heritage, genetic make-up
No specific “personality” genes yet identified
Twin Studies
Genetic factors account for 50% of Personality

3. Determinants of Personality
Nurture: life experiences, environmental influence
Culture, immediate environment, family, etc.
Personality can change, develop over time

4. Personality Attributes and Behavior
Locus
of Control
Machiavellian
Traits
Self-Esteem
Self-Monitoring
Tolerance of
Ambiguity
Type A
Personality
Prentice Hall, 2001
Chapter 4

5. Personality Why do we care?
Selecting job candidates
Personality tests used by 20% of Companies
(recent survey suggests 40% are now using “PT”)
About 20% grade pass/fail
Matching your personality with the “organization’s”

6. Personality Tests Used by 20% of Companies About 20% grade pass/fail
(recent survey suggests 40% are now using “PT”)
About 20% grade pass/fail
Validity of .38 when based on job analysis (as all tests should be)

7. ASA Benjamin Schneider
‘personalities’ of organizations are a product of the personalities of its workers
Attraction—Selection—Attrition
Organizations attract and select individuals with similar personalities and lose individuals with dissimilar personalities

8. ASA (cont.) Implications Consequences Person-Organization Fit
Southwest Airlines
Consequences
Strong culture
If a particular personality type is a valid predictor of performance, may lead to improved individual and organizational performance

9. SWA Quotes
“They can imitate the airplanes. They can imitate the ticket counters and all the other hardware…..But they can’t duplicate the people of Southwest and their attitudes.”
Herb Kelleher

10. SWA Recruit for personality and attitude Team players
Willing to help others within SWA
Outgoing, sociable, “extroverts”
Customer service orientation

11. Locus of Control Internal External
I have significant control over what happens
I can influence outcomes received
External
I have little control or influence over what happens to me
Perform better in highly structured jobs (little autonomy, prefer to follow directions)
Higher absenteeism rates

12. Self-Monitoring High Who would make a better expatriate? Low
Highly adaptable, pay attention to and exhibit behaviors that “fit” the particular situation
Who would make a better expatriate?
Low
Do not adapt behavior to fit situations (“This is the way I am”)
Risk: behavior may be inappropriate

13. Type A A
Tend to be impatient, do everything very fast (rapidly moving, eating)
Potentially hostile (when feeling out of control)
Emphasis on quantity & movement
At times, this results in a willingness to trade quantity for quality
Spend less time making decisions
More susceptible to heart troubles

14. Type B Essentially the opposite of type A More relaxed
Tend not to “toot their own horn” unless the situation requires it

15. Machiavellianism Believe the end justifies the means
“If it works, use it”
Emotionally distant
Tend to be manipulative
Successful in commission based sales jobs
Close the deal, no matter what it takes