1. 4e Nelson/Quick ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Chapter 3 Personality, Perception, and Attribution

2. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Learning Outcomes  Describe individual differences and explain why they are important in understanding organizational behavior  Articulate key personality traits and explain how they influence behavior in organizations  Discuss how personality theories may be applied in organizations 2

3. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Learning Outcomes  Define social perception and explain the factors that affect it  Identify five common barriers to social perception and explain the difficulties they cause  Explain the attribution process and how attributions affect managerial behavior 3

4. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Figure 3.1 - Variables Influencing Individual Behavior 4

5. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Personality  Relatively stable set of characteristics that influences an individual’s behavior and lend it consistency  Probable origins  Heredity  Environmental factors  Family, cultural, and educational influences 5

6. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Personality Theories  Trait theory: Breaking down behavior patterns into a series of observable traits in order to understand human behavior  Integrative approach: Describes personality as a composite of one’s psychological processes 6

7. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Table 3.1 - The Big Five Personality Traits SOURCES: P. T. Costa and R. R. McCrae, The NEO-PI Personality Inventory (Odessa, Fla.: Psychological Assessment Resources, 1992); J. F. Salgado, “The Five Factor Model of Personality and Job Performance in the European Community,” Journal of Applied Psychology 82 (1997): 30–43. 7

8. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. The Role of Affect Positive affect Individual’s tendency to accentuate the positive aspects of herself or himself, other people, and the world in general Negative affect Individual’s tendency to accentuate the negative aspects of himself or herself, other people, and the world in general 8

9. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Four Measures of Personality Elicits an individual’s response to abstract stimuli Projective test Involve observing an individual’s behavior in a controlled situation Behavioral measures Involves an individual’s responses to a series of questions Self-report questionnaire Measures Carl Jung’s theory of individual differences Myers-Briggs Type Indicator® (MBTI) instrument 9

10. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Table 3.2 - Type Theory Preferences and Descriptions SOURCE: Modified and reproduced by special permission of the Publisher, CPP, Inc., Mountain View, CA 94043 from Introduction to Type®, Sixth Edition by Isabel Briggs Myers. Copyright 1998, 2011 by CPP, Inc. All rights reserved. Further reproduction is prohibited without the Publisher’s written consent. 10

11. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Table 3.2 - Type Theory Preferences and Descriptions SOURCE: Modified and reproduced by special permission of the Publisher, CPP, Inc., Mountain View, CA 94043 from Introduction to Type®, Sixth Edition by Isabel Briggs Myers. Copyright 1998, 2011 by CPP, Inc. All rights reserved. Further reproduction is prohibited without the Publisher’s written consent. 11

12. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. MBTI Scales 12 ISTJISFJINFJINTJ ISTPISFPINFPINTP ESTPESFPENFPENTP ESTJESFJENFJENTJ Sensing TypesIntuitive Types Introverts Extraverts

13. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Figure 3.2 - A Model for Social Perception 13

14. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Barriers to Social Perception Selecting information that supports our individual viewpoints while discounting information that threatens our viewpoints Selective perception Generalization about a group of people Stereotype Forming lasting opinions about an individual based on initial perceptions First-impression error 14

15. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Barriers to Social Perception Overestimating the number of people who share our own beliefs, values, and behaviors Projection Allowing expectations about people to affect our interaction with them in such a way that those expectations are fulfilled Self-fulfilling prophecy Process by which individuals try to control the impressions others have of them Impression management 15

16. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Attribution Theory  Explains how individuals pinpoint the causes of their own and others’ behavior  Internal source - Something within the individual’s control  External source - Something outside the individual’s control 16

17. ©2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Attribution Biases  Fundamental attribution error  Tendency to make attributions to internal causes when focusing on someone else’s behavior  Self-serving bias  Attributing one’s successes to internal causes and one’s failures to external causes 17