1. Chapter 3 Individual Behavior

2. 2 Learning Objectives 1)Identify and describe some of the common values held by all individuals. 2)Describe perception and explain why it is a determinant of individual behavior. 3)Explain how stereotyping can influence a person’s view of another’s behavior. 4)Define attitude and describe its impact on worker output. 5)Define personality and discuss the major forces affecting personality development. 6)Explain how gender differences influence interpersonal behavior. 7)Describe how assertiveness training can help managers and subordinates improve their understanding of interpersonal behavior. 8)Prepare an effective resume.

3. 3 Values A value is something of worth or importance to an individual. A terminal value is one that is expressed in terms of a desired goal or end. An instrumental value is the means for achieving desired goals.

4. 4 Examples of Values Terminal Values (Ends)  Self-respect  A comfortable life  Family security  Wisdom  A sense of accomplishment Instrumental Values (Means)  Honesty  Independence  Ambition  Courage  Helpfulness

5. 5 Figure 3.1 Spraunger’s Value Types (Abridged)  Theoretical  Economic  Aesthetic  Social  Political  Religious  Discovery of truth  What is useful  Form and harmony  Love of people  Power  Unity

6. 6 Table 3.1 - Value Profiles for Different Groups

7. 7 Table 3.2 – Workplace Needs

8. 8 Perception and Reality Perception is a person’s view of reality. Sensory reality is physical reality. Normative reality is interpretive reality.

9. 9 Figure 3.5 - The Old Woman and the Young Woman

10. 10 Stereotyping Stereotyping is generalizing a particular trait to all members of a given group.

11. 11 Attitudes Attitudes are a person’s feelings about objects, events, and people. Basic Components of Attitudes The cognitive component is the set of values and beliefs a person has toward a person, an object, or an event. The affective component is the emotional feeling attached to an attitude. The behavioral component is the tendency to act in a particular way toward a person, an object, or an event.

12. 12 Figure 3.7 - Attitudes as an Intervening Variable No Merit Raise No Merit Raise Negative Attitude Negative Attitude Decline in Output Causal Variable Intervening Variable End-Result Variable

13. 13 Personality Personality is a relatively stable set of characteristics and tendencies that help to describe individual behavior.

14. 14 Figure 3.8 - Major Factors Influencing Personality

15. 15 Emotional Intelligence … is the capacity for recognizing one’s own feelings and those of others. Emotional Intelligence Competencies Self-awareness Self-regulation Motivation Empathy Social Skills

16. 16 Assertiveness Training … teaches people how to assert themselves in work and social situations. Goals 1)The individual is taught how to determine personal feelings. 2)The individual learns how to say what he or she wants. 3)The individual learns how to get what he or she wants.

17. 17 Motivational Profiles 1)Independent thinkers 2)Lifestylers 3)Personal Developers 4)Careerists 5)Authenticity seekers 6)Collegiality seekers

18. 18 Key Terms in the Chapter Value Terminal value Instrumental value Perception Sensory reality Normative reality Stereotyping Attitudes Cognitive component Affective component Behavioral component Attitude questionnaire Intervening variable Personality Emotional intelligence Independent thinkers Lifestylers Personal developers Careerists Authenticity seekers Collegiality seekers