Module 9
Perceptionand
Attribution
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Learning Objectives
1. Appreciate the complex nature of the perceptual process.2. Describe the perceptual process, and the internal and external
determinants of individual perception.3. Appreciate the impact that perceptual problems have on organizational
life.4. Understand your own perceptual process and barriers to accurate
perception.5. Describe how the attribution process influences perception and
individual behavior.6. Gain insights into the role that Pygmalion and self-fulfilling prophecy
can play in the perceptual process at work.7. Identify the basic managerial actions that can help overcome the barriers
for accurate perception.
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Key Terms and Concepts
Perceptual process
Premature closure
Projection
Pygmalion effect
Race stereotype
Self-fulfilling prophecy
Sex-role stereotype
Stereotypes
Age stereotype
Attribution process
Attribution theory
Defense mechanisms
Denial
Distortion
Motivation
Perception
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Module Outline
• Premodule Preparation
• Introduction
• Perception and Perceptual Differences in Daily Life
• The Pygmalion Effect
• Attribution Theory
• Perceptual Challenges in Management
• Reducing Perceptual Differences and Distortion
• Summary
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Premodule Preparation
Activity 9-1: Exploring Perceptual Issues via Dan Dunwoodie’s Challenge
Objective:
To have small groups identify and define the problem in a case study so that the process can be studied through the analysis of contrasting results presented by the groups.
Case Study: Dan Dunwoodie’s Challenge
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Introduction
Perception and attribution provide a framework and a useful tool for understanding effectiveness at the individual, group, intergroup, and organizational levels.
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Perception andPerceptual Differences in Daily Life
• The Perceptual Process
• Physiological Factors
• Past Experience- Codes of Past Experience
• Psychological Factors- Motivation
- Defense Mechanisms
• Stereotypes
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Perception andPerceptual Differences in Daily Life
(Continued)
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Perception andPerceptual Differences in Daily Life
(Continued)
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The Pygmalion Effect
The Pygmalion effect dramatically demonstrates the influence of perception and expectation on the potential of people to grow, or not to grow, depending on the labels accorded them.
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Attribution Theory
Attribution theory focuses on process where individuals interpret events.
Perceived causes of events, not actual events, influence individuals’ behavior.
Attribution process includes four phases: (1) A particular behavioral event triggers a cognitive analysis that (2) focuses on what causes the event, (3) followed by a modification or reinforcement of previous assumptions of causality that (4) leads to behavioral choices regarding future behavioral events.
In making attributions, people focus on:ConsensusConsistencyDistinctiveness
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Perceptual Challenges in Management
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Reducing PerceptualDifferences and Distortion
Reducing the differences:
Step 1: Recognize the condition
Step 2: Help individuals gain better competencies in:
• gathering factual data in the areas of performance, behavior, attitudes
• reviewing their decision-making assumptions and outcomes
• verifying them for validity and accuracy
Step 3: Develop organizational mechanisms that will nurture dialoguing and appreciative inquiry
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Questions
Summary