1. WHAT WILL YOU LEARN IN THIS UNIT?
The influence of personality and values
To identity personality determinants
The personality traits of a Type A personality
The relationship between personality and work
Individual perception and its impact
Decision making
The manager’s role in changing individuals’ behaviors that affect the organization

2. Two Definitions of Personality
The sum total of ways in which an individual reacts and interacts with others.
A stable set of characteristics and tendencies that determine the commonalities and differences in the psychological behavior of people, having continuity in time and that may not be easily understood as the sole result of the social and biological pressures of the moment.

3. Human Behavior Attributed to (according to interactional psychology)
Personality of the individual
Nature of the situation
The continual interaction between the two.

4. Determinants of personality
Heredity [factors present at birth]
Culture [system of shared beliefs, attitudes, and meanings that guide human behavior]
Situation [people are not static and do not act the same in all situations]

5. Psychoanalytical theory
Sigmund Freud
The psychoanalytical approach of Freud stems from the idea that personality is made up of three interdependent psychological forces: the id, the ego, and the superego. According to Freud, behavior is a function of the interaction of these three systems
id is everything psychological that is innate to man, the instinctive cravings, needs, and desires
ego represents reality
superego is the “moral arm” of the personality

6. Trait Theory
Hippocrates ( BC) was the first person documented to suggest trait theory. The theory could possibly be older.
Assumptions of trait theory
People are born with inherited traits.
Some traits are particularly suited to leadership.
People who make good leaders have the right (or sufficient) combination of traits.

7. Humanistic Theory Carl Rogers and Abraham Maslow
The focus of the humanistic perspective is on the self, which translates into “you", and "your" perception of "your" experiences.
You are free to choose your own behavior, rather than reacting to environmental stimuli and reinforcers.
Issues dealing with self-esteem, self-fulfillment, and needs are paramount. The major focus is to facilitate personal development.

8. Locus of control Internal- belief that you control yourself
Tend to be more motivated
Desire to assume responsibility
Strong desire to be involved
External- what happens is determined by situation or other people
A continuous personality dimension
Research indicates strong organizational implications

9. Type A & B Behavior Type A Type B Competitive Achievement oriented
Impatient
Hard driving
Type B
More apt to delegate
Easygoing
Tend to be non-competitive

10. Types of Behavior Exhibited simultaneously Inherited behavior
Genetic endowment
Learned behavior
Cognitive adaptation that enhance ability to scope
Set us apart from animals
Abstract thinking

11. People-Oriented Management
Philosophical base of approach
People are social animals-engage in purposeful behavior.
People exist in terms of interrelationships with others
Welfare of workers and work group cannot be separated.
Each employee has an intrinsic worth as a human being.
Humans have a need to grow
People are not by nature passive or resistant to change.
Task of management to organize so workers achieve their own goals by achieving organization goals.

12. Values A strong and persistent belief
Value system- an enduring set of beliefs
Actual number of values
Traced back top formative years; culture, institutions, and society with input from genetic makeup
Enhanced leadership linked to our awareness of our values and the values of co-workers.
Evolving value systems

13. Levels of psychosocial existence
Reactive
Tribalistic
Egocentric
Conformist
Manipulative
Sociocentric
Existential

14. Psychological Contributions to OB
Values
Attitudes
Perception
Learning

15. Functions of attitude Knowledge Instrumental Value-expressive
Ego-defensive

16. Variables Affecting Individual Behavior
Motivation
Values
Attitudes
Perception
Individual
behavior
Personality
Learning
Ability