pom perception 1
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Principles ofManagement
PerceptionandAttitudes
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The Window
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A youngcouple moves
into a newneighborhood.
The next morning, while they are eating breakfast,the young woman sees her neighbor hang the wash
outside.
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Her husband lookedon, but remained
silent.
That laundryis not very
clean. Shedoesnt knowhow to wash
correctly.Perhaps sheneeds better
laundry soap,
she said
.
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Every time herneighbor would
hang her wash to
dry, the youngwoman would make
the samecomments.
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About one month later, the woman was surprised to see anice clean wash on the line and said to her husband:
Look! She has learned how to wash correctly. I wonderwho taught her this.
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The husband said:
I got up early this morning andcleaned our windows!
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And so it is with life:What we see whenwatching others,
depends on the purity ofthe window through
which we look.
Before we give anycriticism, it might be agood idea to check ourstate of mind and ask
ourselves if we areready to see the good
rather than to belooking for something inthe person we are about
to judge.
. .
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we dont see things as they
are, we see things as we are.
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?
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?
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?
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?
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Gestalt Principle
Whole is greater than sum of its parts!
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Perception-Concepts & Applications
Peoples behavior is
based on their
perception of what
reality is, not onreality itself.
The world as it is
perceived is the worldthat is behaviorally
important.
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Factors Influencing PerceptionFactors in the perceiver
Attitudes
Motives
Interests
Experience
Expectations
PerceptionFactors in the Perceived
Novelty
Motion
Sounds
Size
Background
Proximity
Similarity
Factors in the situation
Time
Work Setting
Social Setting
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Characteristics of the Perceived
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Figure andground
People tend to organizeperceptions into figure-and-ground
relationships. The ground is usually
hazy.
Marketers usually designso the figure is thenoticed stimuli.
Principles
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Lacostes campaign uses a very
plain ground so the symbol
really shows.
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Grouping People group stimulito form a unifiedimpression or
concept. Grouping helps
memory and recall.
Principles
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Closure People have a need forclosure and organizeperceptions to form a
complete picture. Will often fill in missing
pieces Incomplete messages
remembered more thancomplete
Principles
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Person Perception: Making Judgments About
Others
Distinctiveness: Shows different behaviors in different situations.
Consensus: Response is the same as others to same situation.
Consistency: Responds in the same way over time.
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Attribution Theory
Observation Interpretation Attribution of cause
Consistency
Consensus
Distictinctiveness
Individual behavior
Internal
External
Internal
External
Internal
ExternalH
L
H
L
H
L
H high L- Low
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Example
Consistency is High
Distinctiveness is Low
Consensus is Low
Internal Attribute(X is inefficient)
X delays the
project
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Why did the students fall asleep during the
lecture? E.g. The majority of the
students fell asleep in VijiMams lecture on theories ofattribution. They also fellasleep during her otherlectures, but not lectures givenby other teaching staff.
High consensus High consistency
High distinctiveness
Boringlecturer?
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Why did the students fall asleep during the
lecture?
E.g. The majority of thestudents fell asleep in Viji
Mams lecture on theories of
attribution. They never fellasleep during her other
lectures, or in lectures given by
other teaching staff. High consensus
Low consistency
High distinctiveness
Monday morningblues?
After lunch?
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To Test You
Kohli: Absent a lot, his team mates are seldom
absent, he was absent a lot on his previous job
(before coming to cricket) .
Sachin: Doesnt absent himself a lot, his team
mates are also absent a lot, and was almost never
absent in previous job.
b Th l
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Describe These People
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/ prejudice
E l f St t i
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Examples of Stereotyping
timid; devious; crafty flatterers; given to emptythreats; marginal honesty; minimum
generosity; provincial; eccentric; submissive.
honest; just; quiet; empty threats;kind; selfish; unreliable in crisis;
cowardly flatterers.
provincial; selfish; garrulous; cliquish; simple;intelligent; cowardly; unreliable.
honest; innocent; cliquish; generous; good;quick to anger; rash; lawless; obstinate;
boastful; hardworking.
Source: Grimshaw, A.D. Social epithet in India - a Hindi example. J. Soc. Psychol. 1967, 72.
E d Bi i Att ib ti
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Errors and Biases in Attributions
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Errors and Biases in Attributions (contd)
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Frequently Used Shortcuts in Judging Others
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/ horns effect
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Stereotypes People hold meaningsrelated to stimuli
Stereotypes influencehow stimuli are
perceived
Interpretation
Perceptual Distortion
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First Impressions
First impressions arelasting
The perceiver is tryingto determine which
stimuli are relevant,important, orpredictive
Interpretation
Perceptual Distortion
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Jumping toConclusions
People tend not tolisten to all theinformation beforemaking conclusion
Important to putpersuasive argumentsfirst in advertising
Interpretation
Perceptual Distortion
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The halo effect
helps Adidas
break into new
product
categories.
Self fulfilling Prophecy/ Pygmalion Effect
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Self-fulfilling Prophecy/ Pygmalion Effect
power of expectation
Goethe said, "Treat a man as he is and he
will remain as he is. Treat a man as he can
and should be and he will become as he can
and should be."
P li Eff
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Pygmalion EffectThe difference between a lady and a flower
girl is not how she behaves, but how shestreated. I shall always be a flower girl to
Professor Higgins, because he always treats
me as a flower girl and always will, but I know
I can be a lady to you, because you always
treat me as a lady and always will.
Eliza Doolittle in George Bernard
Shaws Pygmalion
Whether you think you can or
can'tyou are right.
Galatea
Effect
d
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How Good is Your Memory?
1. Pygmalion
2. Attribution Error
3. Stereotype
4. Consensus
5. Self-Serving Bias
6. Halo Effect
7. Selective Perception
8. Galatea Effect
9. Power of Expectation
10. Contrast Effect
P i Eff t
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Primacy Effect(First Impression)
Recency Effect During appraisals and exams last minutepreparation!!!
S ifi A li i i O i i
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Specific Applications in Organizations
Employment Interview
Perceptual biases affect the accuracy of
interviewers judgments of applicants.
Performance Appraisals
Appraisals are subjective perceptions of
performance.
Leniency, harshness, central tendency ratings
Team Work
Perceptual bias, attribution
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How we perceive affects our
attitude
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There were Stone-cutters toiling on the roadside
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When asked for theirResponses, one replied with
pains, No choice! I have got to do this
Labor for my child
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Another said with pride,Our roads are getting built;I do it as Duty to my Nation
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While the third calmly said, I do it as Worship of the Lord
at the Temple that is beingbuilt.
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The Child of the first became A Stonecutter,
An Army Officer of the Second,
And A Renowned Architect of thethird
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They were doing the same job -Stonecutting-
buttheir ATTITUDE made the
whole difference.
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A candidate for a news broadcasters post was
rejected by officials since his voice was not fit for
a news broadcaster.
He was also told that with his obnoxiously longname, he would never be famous.
He is ???
A candidate for a news broadcasters post was
rejected by officials since his voice was not fit for
a news broadcaster.
He was also told that with his obnoxiously long
name, he would never be famous.
He is ???
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A little girl the 20th of 22 children was
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A little girl - the 20th of 22 children, was
born prematurely and her survival was doubtful.
When she was 4 years old, she contracted double
pneumonia and scarlet fever, which left her with aparalyzed left leg.
At age 9, she removed the metal
leg brace she had been dependent on and began to walk
without it.
By 13 she had developed a rhythmic walk,which doctors said was a miracle.
That same year she decided to become a runner. She
entered a race and came in last. For the next few
years every race she entered, she came in last.
Everyone told her to quit, but she kept on running.
One day she actually won a race. And then another.
From then on she won every race she entered.
Eventually this little girl -, went on
to win three Olympic gold medals.
A little girl - the 20th of 22 children, was
born prematurely and her survival was doubtful.
When she was 4 years old, she contracted double
pneumonia and scarlet fever, which left her with a paralyzed left leg.
At age 9, she removed the metal leg brace she had been dependent on
and began to walk without it.
By 13 she had developed a rhythmic walk, which doctors said was a miracle.
She decided to become a runner. She entered a race and came in last.
For the next few years every race she entered, she came in last.
Everyone told her to quit, but she kept on running.
One day she actually won a race. And then another.
From then on she won every race she entered.
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Wilma Rudolph (won three Olympic goldmedals. )
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In 1962, four nervous young musicians played their
first record audition for the executives of the Decca
recording Company.
The executives were not impressed. While turning down
this group of musicians, one executive said, "We don't
like their sound. Groups of guitars are on the way out."
The group was called ????.
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In 1944, Emmeline Snively, director of the Blue Book
Modeling Agency told a hopeful, struggling modelNorma Jean Baker,
"You'd better learn secretarial work or else
get married."
She went on and becameA LEGEND
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In 1954, Jimmy Denny, manager of the Grand Ole Oprah,
Fired a singer after one performance.
He told him,
"You ain't goin' nowhere....son. You ought to
go back to drivin' a truck."
He went on to become on of the legends
in the era of music .
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When he invented the light bulb, he tried
over 2000 experiments before he got it to work.
A young reporter asked him how it felt to fail so many times.
He said, -
"I never failed once. I invented the light
bulb. It just happened to be a 2000-step process."
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A school teacher scolded a boy for not paying
attention to his mathematics and for not being
able to solve simple problems.
She told him that you would not become anybody in
life. The boy grew up to be
A MATHEMATICS WIZKID
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No one can make
you feel inferior
without yourconsent.
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A small boy - the fifth amongst seven siblings of a poor father,
was selling newspapers in a small village to earn his living.
He was not exceptionally smart at school but was fascinated
by religion and rockets. The first rocket he built crashed.
A missile that he built crashed multiple times and
he was made a butt of ridicule.
He is the person to have scripted the Space Odyssey of India
single-handedly
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C t f Attit d
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Concept of Attitudes
An attitude is a predisposition to act
or feel a certain way towards a
person or thing.
Attitudes are positive or negative
feelings about objects, people, or
events.
Exercise 1
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Make a chart on the board with three columns: At work, At
home, and At college. Then ask: What causes you to have a
bad attitude in each of these areas?
According to your responses, who controls your attitude,
you or people aroundyou?
x
Tri Component Model of Attitude
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Affect
(How I feel about it)
Behavioural/ Conative
(Tendency to act)
Cognitions
(What I think or know)
Affective Cognitive
Behavioral
Tri-Component Model of Attitude
Is A Happy Worker A Productive Worker?
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ppy
Over the years, one of the most strongly held beliefs among
managers and I/O psychologists is that there is a relationship
between a workers job satisfaction and his/her job performance.
In 60 years worth of research I/O psychologists have found
highly variable linkages between job satisfaction and job
performance.
The most recent examination by Timothy Judge and his
colleagues suggests a correlation of .30 between satisfaction and
performance, a small but meaningful association.
Job Attitudes The Variety
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1. Job Satisfaction
2. Job Involvement
3. Organizational Commitment
4. Organizational Citizenship Behavior
5. Organizational Justice
6. Employee Engagement
Job Attitudes The Variety
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So
What is YOURattitude?
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