WHAT WILL YOU LEARN IN THIS UNIT? The influence of personality and values To identity personality determinants The personality traits of a Type A personality The relationship between personality and work Individual perception and its impact Decision making The manager’s role in changing individuals’ behaviors that affect the organization

Two Definitions of Personality The sum total of ways in which an individual reacts and interacts with others. A stable set of characteristics and tendencies that determine the commonalities and differences in the psychological behavior of people, having continuity in time and that may not be easily understood as the sole result of the social and biological pressures of the moment.

Human Behavior Attributed to (according to interactional psychology) Personality of the individual Nature of the situation The continual interaction between the two.

Determinants of personality Heredity [factors present at birth] Culture [system of shared beliefs, attitudes, and meanings that guide human behavior] Situation [people are not static and do not act the same in all situations]

Psychoanalytical theory Sigmund Freud The psychoanalytical approach of Freud stems from the idea that personality is made up of three interdependent psychological forces: the id, the ego, and the superego. According to Freud, behavior is a function of the interaction of these three systems id is everything psychological that is innate to man, the instinctive cravings, needs, and desires ego represents reality superego is the “moral arm” of the personality

Trait Theory Hippocrates (460 - 377 BC) was the first person documented to suggest trait theory. The theory could possibly be older. Assumptions of trait theory People are born with inherited traits. Some traits are particularly suited to leadership. People who make good leaders have the right (or sufficient) combination of traits.

Humanistic Theory Carl Rogers and Abraham Maslow The focus of the humanistic perspective is on the self, which translates into “you", and "your" perception of "your" experiences. You are free to choose your own behavior, rather than reacting to environmental stimuli and reinforcers. Issues dealing with self-esteem, self-fulfillment, and needs are paramount. The major focus is to facilitate personal development.

Locus of control Internal- belief that you control yourself Tend to be more motivated Desire to assume responsibility Strong desire to be involved External- what happens is determined by situation or other people A continuous personality dimension Research indicates strong organizational implications

Type A & B Behavior Type A Type B Competitive Achievement oriented Impatient Hard driving Type B More apt to delegate Easygoing Tend to be non-competitive

Types of Behavior Exhibited simultaneously Inherited behavior Genetic endowment Learned behavior Cognitive adaptation that enhance ability to scope Set us apart from animals Abstract thinking

People-Oriented Management Philosophical base of approach People are social animals-engage in purposeful behavior. People exist in terms of interrelationships with others Welfare of workers and work group cannot be separated. Each employee has an intrinsic worth as a human being. Humans have a need to grow People are not by nature passive or resistant to change. Task of management to organize so workers achieve their own goals by achieving organization goals.

Values A strong and persistent belief Value system- an enduring set of beliefs Actual number of values- 30-60 Traced back top formative years; culture, institutions, and society with input from genetic makeup Enhanced leadership linked to our awareness of our values and the values of co-workers. Evolving value systems

Levels of psychosocial existence Reactive Tribalistic Egocentric Conformist Manipulative Sociocentric Existential

Psychological Contributions to OB Values Attitudes Perception Learning

Functions of attitude Knowledge Instrumental Value-expressive Ego-defensive

Variables Affecting Individual Behavior Motivation Values Attitudes Perception Individual behavior Personality Learning Ability