1. Managers and Group Behavior

2. Overview Perception How People Learn Foundations of Group Behavior
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3. Quick Write
Think of an experience in which someone inspired you to change your usual behavior. How did they accomplish it?
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4. Perception
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Taken from Wikipedia.com

5. Introduction
Imagine in the business world that a certain manager’s assistant takes several days to make an important decision
Does she take so long because she’s slow, disorganized, and reluctant to make up her mind?
Or is she thorough, thoughtful, and deliberate?
These two different interpretations are examples of different perceptions
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6. Perception Is… …the way people make sense of their world
…the process of organizing and interpreting sensory impressions to give meaning to the environment
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7. What Influences Perception
Attitudes
Background
Life experience
Personal characteristics
Context in which you meet someone
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8. Attribution Theory
Attribution theory is based on the premise that people judge other people differently depending on the meaning they attribute to a given behavior
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9. Can You Judge by Appearance?
Taken from Fundamentals of Management, 5th Ed. By Robbins/DeCenzo, p. 276 Pearson Prentice Hall, 2005
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10. Internal and External Causes
Internal causation has to do with intents and motives that the person can control – the things someone does “on purpose”
Externally caused behavior gets into things beyond the individual’s control – such as being late to work due to a transit strike or car accident
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11. Three Factors to Consider
Distinctiveness
Everywhere or just in certain situations?
Consensus
Everyone or just one or two people?
Consistency
All the time or just some of the time?
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12. Fundamental Attribution Error
Fundamental attribution error is the tendency to underestimate the influence of external factors and overestimate the influence of internal or personal factors when making judgments about others’ behavior
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13. Self-Serving Bias
Self-serving bias refers to the tendency for individuals to attribute their own success to internal factors while blaming external factors for their failure
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14. Shortcuts Managers Use in Judging Others
Selectivity
Looking at only certain indicators
Assumed Similarity
Imagining everyone is just like me
Stereotyping
Making broad assumptions about people
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15. Shortcuts Managers Use in Judging Others
Halo Effect
Letting one fact about someone paint the entire way you see them – positively or negatively
Self-Fulfilling Prophecy
What you expect to see is what you do see even if it is not really accurate
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16. Optional Exercise Attribution Error
List five problem behaviors that occur on a regular basis among teenagers that are experienced both in schools and outside of schools.
List internal and external factors that could be contributing to these problem behaviors.
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17. Optional Exercise Attribution Error
Fundamental attribution error is the tendency to underestimate the influence of external factors and overestimate the influence of internal or personal factors when making judgments about others’ behavior.
What factors did you identify that you think might be overestimated or underestimated?
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18. How People Learn Learning is any relatively permanent
change in behavior that occurs
because of experience
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19. Operant Conditioning
Operant conditioning is a behavioral theory that argues that voluntary, or learned, behavior is a function of its consequences
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20. Reinforcements
A real estate agent, for instance, finds that having a high income depends on generating many listings and sales in his or her territory.
Probably no one had to tell the agent that, though. The agent just figured it out and started hustling.
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21. Reinforcements
A supervisor facing a crunch on a big project may encourage employees to put in lots of overtime during the weeks of the project, and may tell them they’ll be rewarded accordingly during their next performance appraisal. But if the appraisal arrives and includes no rewards for the overtime during the big project, the employees may decide not to push so hard the next time a project comes up.
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22. Social Learning Theory
Social learning theory is the theory that people can learn through observation
and direct experience
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23. Influence of a Model (Specific Processes)
Attentional Processes
To learn from a model, you have to recognize and pay attention to that model’s critical features. The models that influence you most are repeatedly available ones you consider attractive, important, or similar to you.
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24. Influence of a Model (Specific Processes)
Retention Processes
A model’s influence will depend on how well you remember the model’s action, even when the model is no longer available.
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25. Influence of a Model (Specific Processes)
Motor Reproduction Processes
After you have observed a model in action, you still have to perform the actual physical activities.
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26. Influence of a Model (Specific Processes)
Reinforcement Processes
You will be motivated to follow the model’s cues if you receive positive incentives or rewards for doing so.
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27. How Managers Shape Behavior
Shaping behavior is the term for systematically reinforcing each successive step that moves someone closer to a desired behavior
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28. Shaping Behavior
Positive reinforcement is to praise or reward someone for excellent or improved performance
Negative reinforcement involves issuing rebukes or criticisms in response to bad behavior
Punishment is probably a familiar concept – being fired or suspended for inappropriate behavior are forms of punishment
Extinction is a fourth tool that is used by paying no attention to or disregarding undesired, attention-seeking behavior
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29. Optional Exercise
Who is the best teacher you have ever had in high school?
What did that teacher do that made him or her so good?
What positive and negative reinforcements did your teacher use with you personally?
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30. Optional Exercise
The fact that you can identify the traits of a good teacher is an example of social learning theory – you learned through observation and direct experience.
The fact that your teacher encouraged certain behaviors and discouraged others is an example of operant conditioning – using consequences to reinforce good behavior and reduce or eliminate bad behavior.
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31. Foundations of Group Behavior
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32. What is a Group?
A group is two or more interacting and interdependent individuals who come together to achieve particular objectives
Groups can be formal or informal
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33. Basic Concepts of Group Behavior
Roles
A set of expected behavior patterns attributed to someone who occupies a given position in a social unit
Norms and Conformity
Acceptable standards shared by the members of a group
Status Systems
A prestige grading, position, or rank within a group
Group Cohesiveness
The degree to which members of a group are attracted to each other and share goals
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34. Review
Perception is the process of organizing and interpreting sensory impressions to give meaning to the environment
Attribution theory is based on the premise that people judge other people differently depending on the meaning they attribute to a given behavior
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35. Review
Internal causation has to do with intents and motives that the person can control – the things someone does “on purpose”
Externally caused behavior gets into things beyond the individual’s control – such as being late to work due to a transit strike or car accident
Considering three factors helps managers determine whether behavior is internally or externally caused – distinctiveness, consensus, and consistency
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36. Review
Fundamental attribution error is the tendency to underestimate the influence of external factors and overestimate the influence of internal or personal factors when making judgments about others’ behavior
Self-serving bias refers to the tendency for individuals to attribute their own success to internal factors while blaming external factors for their failure
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37. Review
Learning is any relatively permanent change in behavior that occurs because of experience
Operant conditioning is a behavioral theory that argues that voluntary, or learned, behavior is a function of its consequences
Social learning theory is the theory that people can learn through observation and direct experience
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38. Review
Shaping behavior is the term for systematically reinforcing each successive step that moves someone closer to a desired behavior
Four ways to shape other people’s behavior are positive reinforcement, negative reinforcement, punishment, and extinction
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39. Review
A group is two or more interacting and interdependent individuals who come together to achieve particular objectives and can be formal or informal
The foundation for understanding group behavior consists of roles, norms and conformity, status systems, and group cohesiveness
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40. Summary Perception How People Learn Foundations of Group Behavior
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41. What’s Next…
Work Teams 101
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