Post on 04-Apr-2018
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Behaviour Analysis
Unit IV
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Individual Behaviour
Individual Differences
Ability: Capacity to do a work
Intellectual ability
Thinking, reasoning and problem solving
Biographic Characters
Race (American, African, Asian, Whites, Blacks etc.)
Gender (Male vs. Female)
Age Religion
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Learning
In order to understand individual behaviour
it is important to know how people learn
Learning is defined as a relatively
permanent change in behaviour that
occurs as a result of experience.
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Theories of Learning
Classical Conditioning
Formulated by Ivan Pavlov
Meat: Unconditional stimulus
Reaction of dog: Unconditional response
Artificial stimulus created by bell
Bell: Conditional stimulus
Reaction of dog: Conditional response
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Operant Conditioning
According to this theory, behaviour is a
function of its consequences.
If any behaviour fails to be positively
reinforced the probability that the
behaviour will be repeated declines
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Social Learning
According to this theory, learning happens
by observing or just by told or through
experience.
Learning process defined in this theory:
Attention
Retention
Motor reproduction
Reinforcement process
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Shaping Behaviour
Positive reinforcement : Something good in
return of behaviour, appreciation
Eg: Salary hike for performance, Recognition
Negative Reinforcement : Something bad or de-motivating a behaviour so that it does not recur.
Punishment: Anything unpleasant that is done to
avoid recurrence of a behaviour
Extinction : To make a behaviour extinct, its
necessary that the behaviour has to be ignored.
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Schedule for reinforcement
Continuous
Reinforcement is done whenever the
behaviour exists.
Intermittent
Reinforcement is done periodically at regular
intervals of time.
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Attitude
Attitude is defined as Evaluative
components either in favour or not in
favour of any person or thing.
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Components of an Attitude
Cognitive component: Description or belief
towards something
Eg: My pay is low.
Affective Component: Emotion attached to thebelief.
Eg: Im angry that my pay is low
Behavioural Component: The behavioural
change that happens as a result.
Eg: Im going to look for another job that pays better.
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Cognitive Dissonance
Does behaviour always follow attitude? No
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Personality
The development and growth of a persons
whole psychological system.
Defined as Sum total of ways in which an
individual reacts to or interacts with
others.
Personality
Heredity
Environment
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Myer Briggs Personality Types
Extrovert vs Introvert Extrovert : Open and frank
Introvert : Calm, moody and shy
Sensing vs Intuitive
Sensing : Practical Intuitive: Unconscious thoughts, not logical
Thinking vs Feeling Thinking: Reasoning, logical
Feeling: Emotional
Judging vs Perceiving Judging: Controlling
Perceiving: Flexible and adaptable.
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Big Five Personality Model
Extraversion: Sociable
Agreeableness: Cooperative, warm andtrusting
Conscientiousness: Reliability andresponsibility
Emotional stability: Control of feelings and
emotions Openness to experience: Has wide range
of interests
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Other personality types relevant to
OB
Core self evaluation: Degree of likes and dislikesto one self.
Machiavellianism: Prepared to do anything that
needs to be done to move ahead. Narcism: Love for themselves, over confidence.
Self Monitoring: Ability to adapt to externalfactors
Risk Taking: Willingness to take risks Proactive: Well planned and prepare ahead,
foresees future and takes actions ahead.
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Values
Values are basic convictions or firmly held
belief or opinions.
Eg. Self respect, honesty
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Perception
A process by which individuals organize
and interpret their sensory impressions in
order to give meaning to the environment.
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Attribution Theory of Perception
Explains the way in which we judge people dependingon the meaning we give for a behaviour
The way one perceives things may to attributed to twomain causes: Internally caused
Externally caused
Consensus: Similar behaviour by everyone. In this case,the behaviour is attributed as externally caused
Distinctness: The behaviour is attributed as internallycaused as it is a distinct behaviour
Consistency: Same behaviour repeated by anyindividual. The behaviour is attributed as internallycaused.
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Judging based on perception
Selective Perception Interpret selectively based on ones interest,
background, experience and attitude.
Halo effect General impression based on single characteristic
Contrast Effects Judging or perceiving based on the comparison with
other people to rank higher or lower.
Stereotyping Judging based on the group they belong to.
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Common bias or errors in Decision
making Overconfidence bias
Error that occurs because of too much of over confidencetowards oneself
Anchoring Bias Tendency to be fixed on initial information and fail to adequately
adjust for subsequent information Confirmation Bias
Gather information selectively rather than collecting it objectively
Availability Bias Tendency to judge information based on the available
information alone Escalation of Commitment
Staying with the same decision even though negative thoughtsabout the decision were provided.
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Interpersonal/Group Behaviour
Group: Two or more people interact and interdependentwho have come together to achieve a particularobjective.
Types of Groups
Formal Groups: Defined by the organization Informal Groups: Not formally structured or determined.
Command Groups: Determined by the organizationchart.
Task Group: Formed to complete a given task Friendship Groups: Persons grouped together for
common interest or characteristic.
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Team Forming
Five Stage Model
Forming