Transcript Chapter 3

Chapter 3
Individual Behavior
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.
Explain how gender differences influence interpersonal behavior.
Describe how assertiveness training can help managers and subordinates
improve their understanding of interpersonal behavior.
Prepare an effective resume.
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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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Table 3.1 - Value Profiles for Different
Groups
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Table 3.2 – Workplace Needs
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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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Figure 3.5 - The Old Woman and the
Young Woman
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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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Figure 3.7 - Attitudes as an Intervening
Variable
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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Figure 3.8 - Major Factors Influencing
Personality
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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.
Goals
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The individual is taught how to determine personal feelings.
The individual learns how to say what he or she wants.
The individual learns how to get what he or she wants.
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Motivational Profiles
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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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