Transcript Chapter 3

Chapter 3
Individual Behavior
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Learning Objectives
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Identify and describe some of the common values held by all
individuals.
Describe perception and explain why it is a determinant of
individual behavior.
Explain how stereotyping can influence a person’s view of
another’s behavior.
Define attitude and describe its impact on worker output.
Define personality and discuss the major forces affecting
personality development.
Describe how assertiveness training can help managers and
subordinates improve their understanding of interpersonal
behavior.
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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
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Examples of Values
Terminal Values
(Ends)
Instrumental Values
(Means)
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Self-respect
 A comfortable life
 Family security
 Wisdom
 A sense of
accomplishment
Honesty
 Independence
 Ambition
 Courage
 Helpfulness
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Figure 3.1
Spraunger’s Value Types
(Abridged)
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Theoretical
Economic
Aesthetic
Social
Political
Religious
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Discovery of truth
What is useful
Form and harmony
Love of people
Power
Unity
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Perception and Reality
Perception is a person’s view
of reality
Sensory reality is physical reality
Normative reality is interpretive
reality
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Stereotyping
Stereotyping is generalizing a
particular trait to all members
of a given group
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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.
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Attitudes as an Intervening
Variable
Figure 3.7
No Merit
Raise
Causal
Variable
Negative
Attitude
Intervening
Variable
Decline in
Output
End-Result
Variable
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Personality
Personality is a relatively stable set of
characteristics and tendencies that
help to describe individual behavior
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Major Factors Influencing
Personality
Figure 3.8
Heredity
Culture
Personality
Social
Class
Family
Relationships
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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
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Assertiveness Training
… teaches people how to assert
themselves in work and social
situations
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Motivational Profiles
Independent thinkers
 Lifestylers
 Personal Developers
 Careerists
 Authenticity seekers
 Collegiality seekers
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Key Terms in the Chapter
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Value
Terminal value
Instrumental value
Perception
Sensory reality
Normative reality
Stereotyping
Attitudes
Cognitive component
Affective component
Behavioral component
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Attitude questionnaire
Intervening variable
Personality
Emotional intelligence
Independent thinkers
Lifestylers
Personal developers
Careerists
Authenticity seekers
Collegiality seekers
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