1. Chapter 4
Decoding
Human Behavior
and
Personality

2. Objectives
Describe the major influences on individual behavior in organizations
Discuss the Big 5 Model of personality and summarize the research on the model
Identify the four dimensions of the Myers–Briggs Type Indicator
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -1

3. …Objectives
Discuss the interactionist approaches to personality and use them to discern the roots of individual behavior
Diagnose the causes of a “difficult” employee’s behavior and identify appropriate responses
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -2

4. What Influences Behavior?
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -3

5. Personality - Defined Personality is defined as an individual’s
relatively stable characteristic patterns of
thought, emotion, and behavior, and the
psychological mechanisms that support
and drive those patterns
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -4

6. Personality Development Influences
NATURE
Genes
AND
NURTURE
Environmental and
situational aspects
like family, culture
and geographical
location
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -5

7. Traits - Defined Broad, relatively regular dimensions of
individual behavior
Examples: extroverted, aggressive,
confident
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -6

8. Trait Models/Theories
Emphasize components of personality
Highlight importance of individual characteristics in determining behavior
De-emphasize role of situation or environment
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -7

9. The Big 5 Model Also called Five-Factor Model
Personality = “OCEAN” dimensions
Openness to experience
Conscientiousness
Extroversion
Agreeableness
Neuroticism (or emotional stability)
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -8

10. …The Big 5 Model Openness to experience Conscientiousness Extroversion
Seeking new and varied experiences
Aware of one’s thoughts, feelings and impulses
Conscientiousness
Dependable / trustworthy
Conform to social norms
Extroversion
Outgoing
Sociable
Assertive
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -9

11. …The Big 5 Model Agreeableness Neuroticism (or emotional stability)
Likeable
Considerate
Cooperative
Neuroticism (or emotional stability)
Worry
Insecurity
Self-pity
Poor self-image
Mood swings
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -10

12. The Myers–Briggs Type Indicator (MBTI)
Based on
Jung
Key personality components:
Extroversion/Introversion (E/I) – Social interaction
Sensing/Intuiting (S/I) – Collection of information
Thinking/Feeling (T/F) – Evaluation of information
Judging/Perceiving (J/P) – Decision making
Limited
research
evidence
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -11

13. Other Common Personality Traits
Self-esteem – degree of regard people have for themselves; high vs. low
Machiavellianism – “the end justifies the means,” manipulation, emotionally distant
Locus of control – inner-oriented and in control of one’s destiny versus outer-oriented at the mercy of fate or luck
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -12

14. Interactionist Models/Theories
Behavior is determined by:
Individual’s nature and personality
and
Situational factors that influence their responses
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -13

15. The Conditional Reasoning Approach
A contingency model that assumes that
individuals interpret what happens in their social
environment differently
based on their individual
dispositions
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -14

16. Cognitive-Affective Processing System (CAPS)
Cognitive-affective Unit (CAU)
Interpretations of people and situations, goals, expectancies, memories and feelings
Affected by genetic, cultural, societal, and developmental factors
Personality
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -15

17. …Cognitive-Affective Processing System (CAPS)
Psychological
features
of situations
Cognitive affective
personality system
If-then
behavior profiles
Behavioral
consequences
Biological
history
Cognitive social
learning history
Genetic
background
Culture
and society
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -16

18. Guidelines for Dealing with Difficult People
Create a rich picture of:
The problem person
Yourself
The situation
Reframe your goals
What do you want to accomplish?
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -17

19. …Guidelines for Dealing with Difficult People
Stage the encounter
Face-to-face meeting
Acknowledge the person’s value
Describe problem behavior objectively
Discuss possible solutions
Follow Up
Monitor and reward progress
Take corrective action
Organizational Behavior: An Experiential Approach 8/E
Joyce S. Osland, David A. Kolb, Irwin M. Rubin and Marlene E. Turner
4 -18