Foundations of individual behavior

Dirección de Proyectos Informáticos

GpiIC-1A Foundations of individual behavior 2

Objective• Relacionar satisfacción y productividad• ¿qué es la disonancia cognoscitiva?• Relación entre actitud y comportamiento• 5 variables de la personalidad y desempeño• Porque dos personas pueden ver lo mismo e

interpretarlo como cosas distintas• Teoría de la atribución• Proceso de aprendizaje.

GpiIC-1A Foundations of individual behavior 3

Some psychology conceptsAttitudes

Personality

Perception

learning

GpiIC-1A Foundations of individual behavior 4

Attitudes• Evaluative statements–either

favorable or unfavorable- concerning objects, people or events

• We are interested in attitudes about the work… – “I like my job”

GpiIC-1A Foundations of individual behavior 5

Attitudes: Job satisfaction

Job Satisfaction

Job Dissatisfacti

on

Positive Attitude

s

Negative Attitude

s

GpiIC-1A Foundations of individual behavior 6

Attitudes: …What determines job Satisfaction ?– Mentally challenging work

– Equitable rewards– Supportive working conditions– Supportive colleagues-

• People want jobs were:– They can apply their abilities an capacities– Task variety– Freedom and feedback

GpiIC-1A Foundations of individual behavior 7

Attitudes: ..what determines Job Satisfaction?

objectives

None A lot

Frustration

Satisfaction

GpiIC-1A Foundations of individual behavior 8

Attitudes: Job Satisfaction• People expect more than material…• People seeks:

– Personal communications– Friendship – Support from other people– (socializes)

GpiIC-1A Foundations of individual behavior 9

Productivity and job satisfaction

• The more satisfaction are more productive?– …– It’s not clear…– Ti has same effects

• Other factors have more influence… as working in a chain

• But productivity provides satisfaction

GpiIC-1A Foundations of individual behavior 10

Cognitive dissonance• Any incompatibility between two or more

attitudes or between behavior and attitudes.• people will attempt to reduce the

dissonance and, hence the discomfort• Way to reduce dissonance:

– Change the job– Change the behavior– …it's unimportant– Change the attitude– Seek more consonant elements

GpiIC-1A Foundations of individual behavior 11

Cognitive dissonance• Factors

– uncontrollable…– Rewards…

GpiIC-1A Foundations of individual behavior 12

Personality• The sum total of ways

in which an individual reacts to an interact with others.

• Sixteen primary traits:– Reserved - Outgoing– Less intelligent - More

intelligent– Affected by feelings-

Emotionally stable– Submissive - Dominant– Serious – Happy-go-

lucky

– Expedient - conscientious– Timid - Venturesome– Tough-minded - Sensitive– Trusting - Suspicious– Practical - Imaginative– Forthright - Shrewd– Self_assured -

apprehensive– Conservative-

Experimenting– Group dependent –

Self_sufficient– Uncontrolled - Controlled– Relaxed - Tense

GpiIC-1A Foundations of individual behavior 13

Indicador de tipos Myers-Briggs

• Extroverted - Introverted (E o I)• Sensing - Intuitive (S o N)• thinking - felling (T o F)• Perceiving - judging (P o J)• INTJ (Visionaries,… determined)• ESTJ (Organizers,…)• ENTP (Conceptualizer,…)• NTs (Business people supersuccessful firms)

GpiIC-1A Foundations of individual behavior 14

Personality: The big five model.

• Extraversion:– sociable, talkative and assertive.

• Agreeableness:– Good natured, cooperative and trusting.

• Conscientiousness: – responsible, dependable, persistent and achievement

oriented• Emotional stability:

– Calm, enthusiastic, secure (positive) vs. tense, nervous, depressed, and insecure (negative).

• Openness to experience:– Imaginativeness, artistic sensitivity and intellectualism

GpiIC-1A Foundations of individual behavior 15

Major personality attributes influencing OB

• Locus of control– Internals– Externals

• Machiavellianism• self esteem• Self monitoring• Risk taking• Type A personality• Type B personality

GpiIC-1A Foundations of individual behavior 16

Typology of personality • Realistic:

– physical activities, require skill, strength, and coordination

– Shy, genuine/ persistent, stable, conforming, practical

– Mechanic, drill press operator, assembly line worker, farmer

• Investigative– activities that involve thinking, organizing, and

understanding– Analytical, original, curious, independent– Biologist, economist, mathematician, news

reporter

GpiIC-1A Foundations of individual behavior 17

Typology of personality• Social:

– activities that involve helping and developing others– Sociable, friendly, cooperative, understanding– Social worker, teacher, counselor, clinical

psychologist• Conventional:

– rule-regulated, orderly, and unambiguous activities– Conforming, efficient, practical, unimaginative,

inflexible– Accountant, corporate manager, bank teller, file

clerk

GpiIC-1A Foundations of individual behavior 18

Typology of personality• Enterprising:

– verbal activities where there are opportunities to influence others and attain power

– Self-confident, ambitious, energetic, domineering– Lawyer, real estate agent, public relations

specialist, small business manager• Artistic:

– ambiguous and unsystematic activities that allow creative expression

– Imaginative, disorderly, idealistic, emotional, impractical

– Painter, musician, writer, interior decorator

GpiIC-1A Foundations of individual behavior 19

Matching personalities and Jobs

GpiIC-1A Foundations of individual behavior 20

Perception• A process by which individuals organize

and interpret their sensory impressions in order to give meaning to their environment

• Factors influencing perception:– The perceiver,

• Attitudes, motives, interest, experience, expectations– The target

• Novelty, motion, sounds, size, background, proximity– The situation

• Time, work setting, social setting

GpiIC-1A Foundations of individual behavior 21

Attribution theory• When we observe people we attempt

to develop explanations of why they behave in certain ways.

• When individuals observe behavior, they attempt to determine whether it is internally or externally caused.

• Internally: under control of individual.• Externally: outside causes.

GpiIC-1A Foundations of individual behavior 22

Attribution theory• Determination depends on:

– Distinctiveness• Different behaviors in different situations.

– As usually or he don’t use to do this.– Consensus

• Everyone do the same in this situation.– Consistency

• Does the person respond the same over time?

GpiIC-1A Foundations of individual behavior 23

Attribution theory• There is a tendency for individuals to

attribute their own success to internal factors such as ability or effort while putting the blame for failure on external factors as luck.

GpiIC-1A Foundations of individual behavior 24

Shortcuts in judging others• Selective perception

– People selectively interpret what they see on the basis of their interest, background, experience, and attitudes.

• Contrast effects– Comparison with otter people about same characteristic.

• projection– Attributing one’s own characteristics to he other people.

• Stereotyping– Perception of the group to which that person belongs.

• Halo effect– Drawing a general impression about an individual on the

basis or a single characteristic.

GpiIC-1A Foundations of individual behavior 25

Learning• Any relatively permanent change in

behavior that occurs as result of experience.

• How do we learn? – Classical conditioning

• Behavior depends on consequences (money, smiles,…)

– Positive consequences: repeat.– Negative consequences: do no repeat.

GpiIC-1A Foundations of individual behavior 26

Learning

Environment

conditioning

Shaping

comportamiento

GpiIC-1A Foundations of individual behavior 27

Learning• Operant conditioning

– slow, rewards, punishment.– Test and fail

• Shaping– By observing what happens to other

people.– Quick

GpiIC-1A Foundations of individual behavior 28

Bibliography:• Robbins, Comportamiento

Organizativo, Prentice Hall, 1999.