1. 1 Chapter 3 Individual Behavior

2. 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. Describe how assertiveness training can help managers and subordinates improve their understanding of interpersonal behavior.

3. 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 end An instrumental value is the means for achieving desired goals

4. 4 Examples of Values Terminal Values (Ends) Self-respect A comfortable life Family security Wisdom A sense of accomplishment Instrumental Values (Means) Honesty Independence Ambition Courage Helpfulness

5. 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

6. 6 Perception and Reality Perception is a person’s view of reality Sensory reality is physical reality Normative reality is interpretive reality

7. 7 Stereotyping Stereotyping is generalizing a particular trait to all members of a given group

8. 8 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.

9. 9 Figure 3.7 Attitudes as an Intervening Variable No Merit Raise No Merit Raise Negative Attitude Negative Attitude Decline in Output Causal Variable Intervening Variable End-Result Variable

10. 10 Personality Personality is a relatively stable set of characteristics and tendencies that help to describe individual behavior

11. 11 Figure 3.8 Major Factors Influencing Personality Heredity Culture Social Class Family Relationships Personality

12. 12 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

13. 13 Assertiveness Training … teaches people how to assert themselves in work and social situations

14. 14 Motivational Profiles Independent thinkers Lifestylers Personal Developers Careerists Authenticity seekers Collegiality seekers

15. 15 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 Independent thinkers Lifestylers Personal developers Careerists Authenticity seekers Collegiality seekers