Reminder

Group Member List is finalized. See who

your teammates are!

Coordinate a face-to-face meeting with

your group members as soon as you can!

Two things due next Thu. Sep. 26

Group Introduction Card before class

Group project Topic by 6:00pm

Chapter 3
Perceptions and
Learning in
Organizations (Part I)

MARS model of individual

behavior
Role
Perceptions

Values
Personality

Motivation

Individual
Behavior
and Results

Perceptions
Emotions
Attitudes
Stress

Ability
Situational
Factors

Learning Objectives

Perception

Perceptual process model

Social identity theory
Perceptual biases
Stereotyping
Attribution theory
Self-fulfilling prophecy

Improving perceptions

Learning (for next class)

Perception

The process of receiving information about

and making sense of the world around us

Selecting

Organizing

Interpreting

1.
1. Peoples
Peoplesbehavior
behavior isis based
based
on
on their
their perception
perception of
of what
what
reality
reality is,
is, not
not on
on reality
reality
itself.
itself.
2.
2. The
The world
world as
as itit isis perceived
perceived
isis the
the world
world that
that isis
behaviorally
behaviorally important.
important.

Perceptual Process Model

Environmental Stimuli
Feeling

Hearing

Seeing

Smelling

Selective Attention
Organization and
Interpretation
Attitudes and
Behavior

Tasting

Selective Attention

What characteristics of the object get our

attention?

size, intensity, motion, repetition, novelty

Selective Attention

What characteristics of the object get our

attention?

size, intensity, motion, repetition, novelty

Characteristics of the perceiver

Values and beliefs

Experience

Expectations

Situation/context

Selective Attention-Video

Change blindness

Video 1-study 1
Video 2-study 2

Organization and
Interpretation

Categorical thinking

Mostly unconscious process

Organizing into preconceived categories

Perceptual grouping principles

Closure: filling in missing pieces

Similarity or proximity
Identifying patterns

Organization and
Interpretation

Interpretation

Emotional markers: good or bad

Values and beliefs
Situation / context

Interpretation-Mental
Models

Broad world-views or templates

Assumptions and expectations
Theories-in-use
Help us to quickly make sense of
situations
May block recognition of new/ unfamiliar
information

Social Identity Theory

Personal identities

Characteristics that make a person unique and distinct

Social identities

How people define themselves in terms of group

membership
Emotional attachment
High-status groups for positive self image
Where we fit within the social world

Social Identity and Self

Perception
HKUST student

Graduate of
SPCC High School

An Individuals
Social Identity
Member of
Management Student
Association

Students at other
universities
Graduates of
other high schools
Members of other
student clubs

Social Identity and Social

Perception

Categorization

Homogenization

Categorizing people into distinct groups

Ascribing similar characteristics to people within a group

Differentiation

Assigning more favorable characteristics to our

own groups

Stereotyping

Develop social categories and assign traits to

people based on their ________________

Where do stereotype come from?

Cultural upbringing
Media images
Personal experience

Stereotyping (Cont.)

Why do stereotype occur?

Categorical thinking as a unconscious energy saving

process to simplify sense making
Strong need to understand and anticipate others
behavior, stereotypes help fill in the blank

Problems with stereotype

May be inaccurate
May lead to discrimination

Stereotype in action

A field study on recruitment & personnel

selection process

Sent out resume

Interview
Call back ? Offer?

18

Stereotype in action

Gender stereotypes and leadership

positions (study by Prof. Eric Uhlmann)

Emotion expression

Attribution Theory

Attribution process

Attribute causes of events to people or situation

Assign credit or blame

Internal vs. External attribution

_________ attribution

Perception that persons behavior is due to

motivation/ability rather than situation or fate
E.g., I didnt do well in the exam because I didnt work
hard enough.

_________ attribution

Perception that behavior is due to situation or fate rather

than the person
E.g., I didnt do well in the exam because the exam is
too hard.

3 Rules of Attribution

Consistency
(same behaviour
in the past?)

Distinctiveness

(same behaviour
in different
situations?)

Consensus
(Do other people
also engage in
this behaviour?)

22

Attribution Errors
Fundamental Attribution Error
The tendency to _________ the influence of
external factors and ___________ the influence
of internal factors when making judgments
about the behavior of ______.
e.g., Societal attitude towards people with substance abuse
problems
-Internal
-External

Attribution Errors (Contd)

Self-Serving Bias
The tendency to attribute
our successes to _______
factors and put the blame
for failures on _______
factors.

Self-Fulfilling Prophecy

A process in which our expectations about a

target person influence our behaviors toward that
person, which in turn cause that person to act in
the expected way

Self-Fulfilling Prophecy
Example
Supervisor
forms
expectations

Employees
behavior matches
expectations

Expectations
affect supervisors
behavior

Supervisors
behavior affects
employee

Self-Fulfilling Prophecy

Contingencies: the effect is Stronger...

At the beginning of a relationship

When several people have similar expectations
about the person
When the person has low past achievement

Perception is subjective!
Our perception is not
perfect!
You will see what you
believe!

28

Improving Perceptions

Awareness of perceptual biases

Meaningful interaction

Less stereotyping with more interaction

Empathy: Develop understanding and sensitivity to the

feelings, thoughts, and situation of others

Know yourself and increase mutual understanding

Awareness of your values, beliefs and biases

Applying Johari Window

Joseph Luft & Harry Ingram

Johari Window
A model of mutual understanding that encourages disclosure &
feedback between peers / coworkers to increase the open area &
reduce the blind, hidden, and unknown areas
Feedback from others
Known
to Others

Disclosure
to the others

Unknown
to Others

Known to Self

Open
Area

Hidden
Area

Unknown to Self

Blind
Area

Unknown
Area

Take Away

Perception is very powerful but imperfect

Recognize our biases

Stereotype
Attribution errors
Self-fulfilling prophecy

Be aware of our perceptual limitations

Preparation for Next Class

Finish reading Chapter 3

Continue to read West Indies Yacht Club

Case