Download Perception - Edisto High School

Managers and Group
Behavior
Overview
 Perception
 How People Learn
 Foundations of Group
Behavior
Chapter 7 Lesson 2
Quick Write
Think of an experience in which
someone inspired you to change your
usual behavior. How did they
accomplish it?
Chapter 7 Lesson 2
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Perception
Chapter 7 Lesson 2
Taken from Wikipedia.com
Perception
http://www.youtube.com/watch?v=MOYIhc
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Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
Perception Is…
…the way people make sense of their world
Employees respond to perceptions,
not reality
 Respond to the way
they perceive and
define consequences
Chapter 7 Lesson 2
What Influences Perception
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Attitudes
Background
Life experience
Personal characteristics
Context in which you
meet someone
Chapter 7 Lesson 2
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Chapter 7 Lesson 2
Attribution Theory
Attribution theory is
people judge other people
differently depending on
the meaning they attribute
to a given behavior assumptions
Role – expected behavior
pattern to some in a given
position in social unit
Chapter 7 Lesson 2
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Can You Judge by
Appearance?
Chapter 7 Lesson 2
Taken from Fundamentals of Management, 5th
Ed.
By Robbins/DeCenzo, p. 276
Pearson Prentice Hall, 2005
Internal and External
Causes
 Internal causation –person can control – the
things someone does “on purpose”
 Externally caused behavior beyond the
individual’s control –being late to work car
accident
Chapter 7 Lesson 2
Perception
http://www.youtube.com/watch?v=tDObotw
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Chapter 7 Lesson 2
Three Factors to Consider
Distinctiveness
Everywhere or just in certain situations?
Social loafing – individual in group decrease
effort – no one will notice
Consensus
Everyone or just one or two people?
Consistency
All the time or just some of the time?
Chapter 7 Lesson 2
Fundamental Attribution
Error
Fundamental attribution error …
underestimate external factors and
overestimate internal or personal factors
when judging others’ behavior
Manager “speed reading”
may mis-read
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
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Shortcuts Managers Use in
Judging Others
Selectivity
Looking at only certain
indicators
Assumed Similarity
Everyone is just like me
Stereotyping
Making broad assumptions (all
in group as the same)
Chapter 7 Lesson 2
Shortcuts Managers Use in
Judging Others
Halo Effect
One fact paint the entire way
you see them – positively or neg
Self-Fulfilling Prophecy
What you expect to see is what you do see even
if it is not really accurate
Employee acts out managers prediction
Chapter 7 Lesson 2
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.
Chapter 7 Lesson 2
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?
Chapter 7 Lesson 2
How People Learn
Learning is any relatively permanent
change in behavior that occurs
because of experience
Chapter 7 Lesson 2
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Operant Conditioning
Operant conditioning … behavioral theory
says voluntary, or learned, behavior is a
function of its consequences - is predictable
Chapter 7 Lesson 2
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Reinforcements
A real estate agent finds that having a high
income depends on generating listings and sales
No one had to tell the agent that - just figured it
out and started hustling.
Skinner – pleasing consequences results in more
of that behavior
Chapter 7 Lesson 2
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Positive Reinforcement
http://www.youtube.com/watch?v=teLoNYv
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Chapter 7 Lesson 2
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.
Chapter 7 Lesson 2
Social Learning Theory
Social learning
theory is the theory
that people can learn
through observation
and direct
experience
Chapter 7 Lesson 2
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Influence of a Model
(Specific Processes)
Attentional Processes
To learn from a model,
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.
Chapter 7 Lesson 2
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.
Chapter 7 Lesson 2
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.
Chapter 7 Lesson 2
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. (Praise someone
who finally “gets it”)
Chapter 7 Lesson 2
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How Managers Shape
Behavior
Shaping behavior is the term for
systematically reinforcing each successive
step that moves someone closer to a
desired behavior
Chapter 7 Lesson 2
Shaping Behavior
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Positive reinforcement - praise or reward
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Negative reinforcement involves issuing
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Punishment– being fired or suspended for

Extinction -paying no attention to or
someone for improved performance
rebukes or criticisms to bad behavior
(complaining directly to stop misbehavior)
inappropriate behavior
disregarding undesired, attention-seeking behavior
Chapter 7 Lesson 2
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?
Chapter 7 Lesson 2
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.
Chapter 7 Lesson 2
Foundations of Group
Behavior
Chapter 7 Lesson 2
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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
Chapter 7 Lesson 2
Basic Concepts of Group
Behavior
Roles
expected behavior patterns attributed to someone who
occupies a given position in a social unit
Norms and Conformity
Acceptable standards shared by members of a group
Status Systems
prestige grading, position, or rank within a group
Group Cohesiveness
degree to which members of a group attracted to each
other and share goals (stick together)
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
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
Chapter 7 Lesson 2
Summary
 Perception
 How People Learn
 Foundations of Group
Behavior
Chapter 7 Lesson 2
What’s Next…
Work Teams 101
Chapter 7 Lesson 2
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