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Behavior in Organizations Chaper 3
Perception and Learning: Understanding and Adapting to the Work Environment
87
Business
Undergraduate 2
10/04/2009

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Term
Social Perception
Definition
The process of combining, integrating, and interpreting information about others to gain an accurate understanding of them.
Term
(True or False) The Social Perception Process takes practice and thought.
Definition
False-The social perception process is so automatic that we are almost never away that it's happening. Yet it goes on all the time in organizations.
Term
Attribution
Definition
The process through which individuals attempt to determine the causes behind other's behavior.
Term
(True or False) Social Perception is never helpful.
Definition
False. To understand the people around us, to figure out who they are and why they do what they do, may be very helpful. Example: You wouldn't ask your boss for a raise if you knew he was in a bad mood.
Term
Attribution
Definition
The process through which individuals attempt to determine the causes behind others' behavior.
Term
Personal Identity
Definition
The characteristics that define a particular individual. (appearance, yoru personality, and your special skills and interests)
Term
Social Identity
Definition
Who a person is, as defined in terms of his or her membership in various social groups. (Various groups to which you belong like that you are a student in a particular organizational behavior class, an employee of a certain company, or a citizen of a certain country).
Term
Social Identity Theory
Definition
A conceptualization recognizing that the way we perceive others and ourselves is based on both our unique characteristics (personal identity) and our membership in various groups (Social Identity)
Term
Example of Social Identity Theory
Definition
You are the only business major in an English class. In this situation you will be likely to identify yourself as "the business major," and so too will others come to recognize you as such. In other words, that will become your identity in the particular situation.
Term
Overview of Social Theory
Definition
People identify themselves in terms of their individual characteristics and their own group memberships. They then compare themselves to other individuals and groups to help define who they are, both to themselves and others.
Term
In Social Indentity Theory we tend to...
Definition
In social identity theory we tend to simplify things by assuming that people in different groups shar certain qualities that make them different from us, even if they really are not so different after all.
Term
(True or False) Making such categorizations such as "that school is full of dumb people" or "that basketball team is full of shortpeople, they must lose a lot" helps bring order to the world.
Definition
True
Term
(True or False) Bringing simplicity to a complex world is what social perception is all about.
Definition
True
Term
Correspondent Inferences
Definition
Judgments about people's dispositions, their traits and characteristics, that correspond to what we have observed of their actions.
Term
The ________ we make about what someone is like based on what we have ________ about him or her are known as correspondent inferences.
Definition
The _judgments_ we make about what someone is like based on what we have _observed_ about him or her are known as correspondent inferences.
Term
(True or False) It is important to recognize that the judgments we make about someone is almost always accurate because there are only a couple of possible causes of his or her behavior.
Definition
False-It is important to recognize that the judgments we make abotu someone may be inaccurate because there are many possible causes of his or her behavior
Term
(True or False) Correspondent Inferences may not always be accurate.
Definition
True
Term
Correspondent inferences also might not be accurate because people on the job tend to _________________________
Definition
conceal some of their traits especially thos likely to be viewed as negative.
Term
Why is correspondant inferences known as risky?
Definition
Because behavior is complext and has many different causes, and because people sometimes purposely disguise their true characteristics, forming correspondent inferences is a risky business.
Term
Techniques to help make more accurate correspondent inferences.
Definition
1. We can focus on others' behavior in situations in which they do not have to behave in a pleasant or sociallly acceptable manner.
2. By focusing on behavior for which there appears to be only a single logical explanation.
Term
2 Major Classes of Explanation for the Causes of Someone's Behavior
Definition
*Internal causes of behavior
*External causes of behavior.
Term
Internal Causes of Behavior
Definition
Explanations based on actions for which the individual is responsible.
Term
External Causes of Behavior
Definition
Explanations based on situations over which the individual has no control.
Term
Kelleys Theory of Casual Attribution
Definition
The approach suggesting that people will believe others' actions to be caused by internal or external factors based on three types of information: Concensus, Consistency, and Distinctiveness.
Term
Concensus
Definition
In Kelly's Theory of Casual Attribution, information regarding the extent to which other people behave in the same manner as the person we're judging.
Term
In Kelleys Theory of Casual Attribution When is Consensus High?
Definition
if others behave similarly, consensus is high.
Term
In Kelleys Theory of Casual Attribution When is Concensus Low?
Definition
If others do not behave similarly, consensus is low.
Term
Consistency
Definition
In Kelley's Theory of Casual Attribution, information regarding the extent to which the person we're judging acts the same way at other times.
Term
In Kelleys Theory of Casual Attribution When is Consistency High?
Definition
If the person does act the same at other times, consistency is high.
Term
In Kelleys Theory of Casual Attribution When is Consistency Low?
Definition
If the person does not act the same at other times, Consistency is low.
Term
Distinctiveness
Definition
In Kelley's theory of Casual Attribution, information regarding the extent to which a person behaves in the same manner in other contexts.
Term
In Kelley's Theory of Casual Attribution When is Distinctiveness Low?
Definition
If he or she behaves the same way in other situations, dinstinctiveness is low.
Term
In Kelley's Theory of Casual Attribution When is Distinctiveness High?
Definition
If he or she behaves differently in other situations, distinctiveness is High.
Term
What could we conclude if consensus is high, consistency is high, and distinciveness is high?
Definition
We are likely to conclude that this person's behavior stemmed from external causes.
Term
What could we conclude if consesus is low, consistency is high, and distinctiveness is low?
Definition
We would conclude that this person's behavior stemmed from internal causes.
Term
Perceptual Biases
Definition
Predispositions that people have to misperceive others in various ways.
Term
Types of Perceptual Biases
Definition
*Fundamental Attribution Error
*The Halo Effect
*The Similar-To-Me-Effect
*First Impression Error
*Selective Perception
Term
Fundamental Attribution Error
Definition
Type of perceptual biase with the tendency to attribute others' actions to internal causes while largely ignoring external factors that also may have influenced behavior.
Term
Halo Effect
Definition
Type of perceptual biase with the tendency for our overall impressions of others to affect objective evaluations of their specific traits, perceiving high correlations between characteristics that may be unrelated.
Term
(True or False) In the Halo effect, the more favorably someone is perceived on some characteristics, the more likely that indivudal will be perceived favorably on other characteristics, too.
Definition
True
Term
Team Halo Effect
Definition
The tendency for people to credit teams for their successes but not to hold them accountable for their failures.
Term
Similar-to-me effect
Definition
The tendency for people to percieve in a positive light others who are believed to be similar to themselves in any of several different ways.
Term
Selective Persception
Definition
The tendency to focus on some aspects of the environment while ignore others.
Term
First Impression Error
Definition
The tendency to base our judgments of others on our earlier impression of them.
Term
SELF FULFILLING PROPHECY
Definition
The tendency for someone's expectations about another to cause that person to behave in a manner consistent with those expectations. This can be either positive (PYGMALION EFFECT) or negative (GOLEM EFFECT) in nature.
Term
PYGMALION EFFECT
Definition
A positive instance of the self-fulfilling prophecy, in which people holding high expectations of another tend to improve that individuals performance.
Term
GOLEM EFFECT
Definition
A negative instance of the SELF-FULFILLING PROPHECY, in which people holding low expectations of another tend to lower that individual's performance.
Term
STEREOTYPE
Definition
A belief that all members of specific groups share similar traits and are prone to behave the same way.
Term
STEREOTYPE THREAT
Definition
The uncomfortable feeling that people have when they run the risk of fulfilling a negative stereotype associated with a group to which they belong.
Term
REBOUND EFFECT
Definition
The tendency to think about something when you try intentionally not to think about it.
Term
IMPRESSION MANAGEMENT
Definition
Efforts by individuals to improve how they appear to others.
Term
PERFORMANCE APPRAISAL
Definition
The process of evaluating employees on various work-related dimensions.
Term
CORPORATE IMAGE
Definition
The impressions that people have of an organization.
Term
LEARNING
Definition
A relatively permanent change in behavior occuring as a result of experience.
Term
OPERANT CONDITIONING or INSTRUMENTAL CONDITIONING
Definition
The form of learning in which people associate the consequences of their actions with the actions themselves. Behaviors with positive consequences are acquired; behaviors with negative consequences tend to be eliminated.
Term
LAW OF EFFECT
Definition
The tendency for behaviors leading to desirable consequences to be strengthened and those leading to undesirable consequences to be weakened.
Term
POSITIVE REINFORCEMENT
Definition
The process by which people learn to perform behaviors that lead to the presentation of desired outcomes.
Term
NEGATIVE REINFORCEMENT or AVOIDANCE
Definition
The process by which people learn to perform acts that lead to the removal of undesired events.
Term
PUNISHMENT
Definition
Decreasing undesirable behavior by following it with undesirable consequences.
Term
EXTINCTION
Definition
The process through which responses that are no longer reinforced tend to gradually diminish in strength.
Term
CONTINGENCIES OF REINFORCEMENT
Definition
The various relationships between one's behavior and the consequences of that behavior- POSITIVE REINFORCEMENT, NEGATIVE REINFORCEMENT, PUNISHMENT, and EXTINCTION.
Term
CONTINUOUS REINFORCEMENT
Definition
A schedule of reinforcement in which all desired behaviors are reinforced.
Term
PARTIAL REINFORCEMENT
Definition
A schedule of reinforcement in which only some desired behaviors are reinforced. Typed include:FIXED INTERVAL, VARIABLE INTERVAL, FIXED RATIO, and VARIABLE RATIO.
Term
INTERMITTENT REINFORCEMENT
Definition
A schedule of reinforcement in which only some desired behaviors are reinforced. Typed include:FIXED INTERVAL, VARIABLE INTERVAL, FIXED RATIO, and VARIABLE RATIO.
Term
FIXED INTERVAL SCHEDULES
Definition
Schedules of reinforcement in which a fixed period of time must elapse between the administration of reinforcements.
Term
VARIABLE INTERVAL SCHEDULE
Definition
Schedules of reinforcement in which a variable period of time (based on some average) must elapse between the administration of reinforcements.
Term
FIXED RATIO SCHEDULES
Definition
Schedules of reinforcement in which a fixed number of responses must occur between the administration of reinforcements.
Term
VARIABLE RATIO SCHEDULE
Definition
Schedules of reinforcement in which a variable number of responses (based on some average) must occur between the administration of reinforcement.
Term
SCHEDULES OF REINFORCEMENT
Definition
Rules governing the timing and frequency of the administration of reinforcement.
Term
OBSERVATIONAL LEARNING
Definition
The form of learning in which people acquire new behaviors by systematically observing the rewards and punishments given to others.
Term
TRAINING
Definition
The process of systematically teaching employees to aquire and improve job-related skills and knowledge.
Term
CLASSROOM TRAINING
Definition
The process of teaching people how to do their jobs by explaining various job requirements and how to meet them.
Term
APPRENTICESHIP PROGRAMS
Definition
Formal training programs involving both on-the-job and classroom training usually over a long period, often used for training people in the skilled trades.
Term
CROSS-CULTURAL TRAINING
Definition
A systematic way of preparing employees to live and work in another country.
Term
CORPORATE UNIVERSITIES
Definition
Centers devoted to handling a company's training needs on a full-time basis.
Term
EXECUTIVE TRAINING PROGRAMS
Definition
Sessions in which companies systematically attempt to develop their top leaders, either in specific skills or general managerial skills.
Term
E-TRAINING
Definition
Training based on disseminating informations online, such as through the internet or a company's internal intranet network.
Term
PRINCIPLES OF LEARNING
Definition
The set of practices that make training effective: PARTICIPATION, REPETITION, TRANSFER OF TRAINING and FEEDBACK.
Term
PARTICIPATION
Definition
Active involvement in the process of learning; more active participation leads to more effective learning.
Term
REPETITION
Definition
The process of repeatedly performing a task so that it may be learned.
Term
TRANSFER OF TRAINING
Definition
The degree to which the skills learned during training sessions may be applied to performance of one's job.
Term
FEEDBACK
Definition
Knowledge of the result of one's behavior
Term
360-DEGREE FEEDBACK
Definition
The practice of collecting performance feedback from multiple sources at a variety of organizations levels.
Term
ORGANIZATIONAL BEHAVIOR OF MANAGEMENT
Definition
The practice of altering behavior in organizations by systematically administering rewards.
Term
DISCIPLINE
Definition
The process of systematically administering punishments.
Term
PROGRESSIVE DISCIPLINE
Definition
The practice of gradually increasing the serverity of punishments for employees who exhibit unacceptable job behavior.
Term
EVALUATIVE COMPONENT
Definition
Our liking or disliking of any particular person, item, or event.
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