1. Chapter 3 Individual Behavior
Hegar: Modern Human Relations at Work 11e
Chapter 3
Individual Behavior
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2. Learning Objectives
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.
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

3. 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 an end.
An instrumental value is the means for achieving the desired goals.
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4. Examples of Values Instrumental Values (Means) Terminal Values (Ends)
Self respect
A comfortable life
Family security
Wisdom
Sense of accomplishment
Instrumental Values (Means)
Honesty
Independence
Ambition
Courage
Helpfulness
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5. Figure 3.1 Spraunger’s Value Types (Abridged)
Theoretical
Economic
Aesthetic
Social
Political
Religious
Discovery of truth What is useful Form and harmony Love of people Power Unity
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6. Table 3.1 - Value Profiles for Different Groups
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7. Table 3.2 – Workplace Needs
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8. Perception and Reality
Perception is a person’s view of reality.
Sensory reality is physical reality.
Normative reality is interpretive reality.
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

9. Figure 3.3 - The Perceptual Processes
Insert Figure 3.3 here
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10. Stereotyping
Generalizing a particular trait or behavior to all members of a given group.
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11. Basic Components of Attitudes
Attitudes are a person’s feelings about objects, events, and other 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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12. Figure 3.6 - Attitudes as an Intervening Variable
No Merit
Raise
Negative
Attitude
Decline in Output
Causal
Variable
Intervening
Variable
End-Result
Variable
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13. Personality
A relatively stable set of characteristics and tendencies that determine similarities and differences between people.
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

14. Figure 3.7 - Major Factors Influencing Personality
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15. Emotional Intelligence
… is the capacity for recognizing one’s own feelings and those of others, for motivating oneself and one’s relationship.
Emotional Intelligence Competencies
Self-awareness
Self-regulation
Motivation
Empathy
Social Skills
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16. Gender Differences Examples of Interpersonal Behavior Differences
Articulating ideas
Reading emotions / problem situations
Processing information
Building consensus
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17. Assertiveness Training
… teaches people how to assert themselves in work and social situations.
Goals
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.
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

18. Types of Assertive Behavior
Passive
Aggressive
Assertive
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19. Motivational Profiles
Independent thinkers
Lifestylers
Personal Developers
Careerists
Authenticity seekers
Collegiality seekers
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

20. Career Advisor Writing a Résumé Four to six categories
Name & contact info at top
State employment objective
Describe qualifications in summary
List education and job experience
Use an appealing format
Retain duplicate copies
Pictures should be attached separately
References are optional
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21. Key Terms in the Chapter
Value
Terminal value
Instrumental value
Perception
Sensory reality
Normative reality
Stereotyping
Attitudes
Cognitive component
Affective component
Behavioral component
Attitude questionnaire
Intervening variable
Personality
Emotional intelligence
Assertiveness training
Independent thinkers
Lifestylers
Personal developers
Careerists
Authenticity seekers
Collegiality seekers
© 2012 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.