1. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-1 Chapter Six Perception and Attribution

2. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-2 Learning Objectives Define the overall nature of perception, explaining how it differs from sensation Discuss perceptual selectivity and organization Identify the dimensions of social perception including stereotyping and halo Explain the attribution process Examine the processes and strategies of impression management

3. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-3 The Subprocesses Of Perception External Environment Physical Sociocultural BEHAVIOR CONSEQUENCES STIMULUS OR SITUATION Confrontation of specific stimulus PERSON Interpretation of stimulus Registration of stimulus Feedback for clarification Behavior (overt or covert ) Consequence (reinforcement, punishment)

4. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-4 The Contrast Principle Of Perception

5. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-5 The Role That Learning Plays In Perception

6. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-6 Kelly’s Model Of Attribution Example of Organizational Behavior Type of Information/ Observation Attribution Made High consensus Low consistency High distinctiveness External (situational or environmental factors) Coworkers are also performing poorly on this task The subordinate does not do well on this task during only one time period The subordinate does well on other tasks, but not this one High consistency Low distinctiveness Low consensus Internal (personal factors) Coworkers are performing very well on this task The subordinate does not do well on this task at any time The subordinate does poorly on other tasks as well as this one

7. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-7 Impression Management Strategies Demotion- Preventative Strategy AccountsApologies Disassoci- ation Promotion- Enhancing Strategy Entitlements Enhancements Obstacle disclosures Association

8. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 6-8 Comparing Organizations On The Basis Of Dress Random Heterogeneity Stratified Homogeneity Complete Homogeneity Conspicuousness Low High University Insurance Agency Wall Street Traders Hospital Burger King Brink’s Security Agency U.S. Army Pittsburgh Steelers Disneyland