1. ORBChapter 51 ORGANIZATIONAL BEHAVIOR Chapter 5 Perception & Individual Decision Making

2. ORBChapter 52 Perception People’s behavior is based on their perception of what reality is, not on reality itself. The world as it is perceived is the world that is behaviorally important. People’s behavior is based on their perception of what reality is, not on reality itself. The world as it is perceived is the world that is behaviorally important. Perception A process by which individuals organize and interpret their sensory impressions in order to give meaning to their environment.

3. ORBChapter 53 Factors Influencing Perception The Perceiver The Object or Target The situation

4. ORBChapter 54 Factors that Influence Perception E X H I T 5–1 B I

5. ORBChapter 55 Person Perception: Making Judgments About Others Attribution Theory When individuals observe behavior, they attempt to determine whether it is internally or externally caused.

6. ORBChapter 56 Attribution Theory Attribution Theory has been proposed to develop explanations of the ways in which we judge people differently, depending upon what meaning we attribute to a given situation. When we observe the behavior, we attempt to determine whether it was externally or internally caused. –Internally caused behaviors believed to be under the personal control of an individual –Externally caused behavior is seen as having been forced into the behavior by the situation.

7. ORBChapter 57 Attribution Theory Internal or external causation depends upon largely on three factors : –Distinctiveness: whether an individual displays different behaviors in different situations. –Consensus: If everyone who faces a similar situation responds in the same way, the behavior shows consensus. –Consistency: Does the person responds in the same way over time.

8. ORBChapter 58 Attribution Theory E X H I B I T 5–2

9. ORBChapter 59 Errors and Biases in Attributions Fundamental Attribution Error The tendency to underestimate the influence of external factors and overestimate the influence of internal factors when making judgments about the behavior of others In general, we tend to blame the person first, not the situation.

10. ORBChapter 510 Errors and Biases in Attributions Self-Serving Bias The tendency for individuals to attribute their own successes to internal factors while putting the blame for failures on external factors Thought: When students get an “A” on an exam, they often say they studied hard. But when they don’t do well, how does the self-serving bias come into play?

11. ORBChapter 511 Frequently Used Shortcuts in Judging Others Selective Perception People selectively interpret what they see on the basis of their interests, background, experience, and attitudes.

12. ORBChapter 512 Halo Effect Drawing a general impression about an individual on the basis of a single characteristic Contrast Effects Evaluation of a person’s characteristics that are affected by comparisons with other people recently encountered who rank higher or lower on the same characteristics Frequently Used Shortcuts in Judging Others

13. ORBChapter 513 Frequently Used Shortcuts in Judging Others Projection Attributing one’s own characteristics to other people Stereotyping Judging someone on the basis of one’s perception of the group to which that person belongs

14. ORBChapter 514 Specific Applications in Organizations Employment Interview –Perceptual biases of raters affect the accuracy of interviewers’ judgments of applicants Performance Expectations –Self-fulfilling prophecy (Pygmalion effect): The lower or higher performance of employees reflects preconceived leader expectations about employee capabilities.

15. ORBChapter 515 Specific Applications in Organizations Ethnic Profiling –A form of stereotyping in which a group of individuals is singled out—typically on the basis of race or ethnicity—for intensive inquiry, scrutinizing, or investigation Performance Evaluations –Appraisals are often the subjective (judgmental) perceptions of appraisers of another employee’s job performance.

16. ORBChapter 516 The Link Between Perceptions and Individual Decision Making Perception of the Decision Maker Outcomes Problem A perceived discrepancy between the current state of affairs and a desired state Decisions Choices made from among alternatives developed from data perceived as relevant

17. ORBChapter 517 Assumptions of the Rational Decision-making Model Model Assumptions Problem clarity Known options Clear preferences Constant preferences No time or cost constraints Maximum payoff Model Assumptions Problem clarity Known options Clear preferences Constant preferences No time or cost constraints Maximum payoff Rational Decision- making Model Describes how individuals should behave in order to maximize some outcome

18. ORBChapter 518 Steps in the Rational Decision-making Model 1.Define the problem. 2.Identify the decision criteria. 3.Allocate weights to the criteria. 4.Develop the alternatives. 5.Evaluate the alternatives. 6.Select the best alternative. E X H I B I T 5–3

19. ORBChapter 519 Intuition Intuitive Decision Making –An unconscious process created out of distilled experience Conditions Favoring Intuitive Decision Making –A high level of uncertainty exists –There is little precedent to draw on –Variables are less scientifically predictable –“Facts” are limited –Facts don’t clearly point the way –Analytical data are of little use –Several plausible alternative solutions exist –Time is limited and pressing for the right decision

20. ORBChapter 520 Ethics in Decision Making Ethical Decision Criteria –Utilitarianism Seeking the greatest good for the greatest number –Rights Respecting and protecting basic rights of individuals such as whistleblowers –Justice Imposing and enforcing rules fairly and impartially

21. ORBChapter 521 Ethics in Decision Making Ethics and National Culture –There are no global ethical standards. –The ethical principles of global organizations that reflect and respect local cultural norms are necessary for high standards and consistent practices.