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The Environment

Organization Work group

Job

Personal life

Variables Influencing

Individual Behavior

The Person

Skills & abilities

Personality Perceptions

Attitudes

Values

Ethics

Behavior

B =B = ff(P,E)(P,E)B

E

P

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Propositions of

Interactional Psychology

Behaviorfunction of a continuous, multi-directionalinteraction between person and situation

Personactive in process Changed by situations

Changes situations

People vary in many characteristics

Two situational interpretations The objective situation

Persons subjective view of the situation

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Definition of

Personality

Personality - A relatively stable set of

characteristics that influences an individualsbehavior

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Personality Theories

Trait Theory - understand individuals by breakingdown behavior patterns into observable traits

Psychodynamic Theory - emphasizes theunconscious determinants of behavior

Humanistic Theory - emphasizes individual growthand improvement

Integrative Approach - describes personality as acomposite of an individuals psychologicalprocesses

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Big FiveP

ersonality Traits

Extraversion Gregario s, assertive,

so ia le

Agreea leness oo erative, warm,agreea le

ons ientio sness Har wor ing, organi e ,

e en a le

Emotional sta ility alm, self- onfi ant, ool

O enness to

ex erien e

reative, rio s,

lt re

Sources: P. T. Costa and R. R. McCrae, The NEO-PI Personality Inventory (Odessa, Fla.: Psychological Assessment Resources, 1992); J. F. Salgado, TheFive Factor Model of Personality and Job P erformance in the European Community, Journal of Applied Psychology 82 (1997): 30-43.

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Personality Characteristics

in Organizations

Locus of Control

Internal ExternalI control hat

happens to e!

People and

circu stances

control y fate!

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Personality Characteristics

in Organizations

Self-Efficacy -beliefs and expectations about ones ability to

accomplish a specific task effectively

Sources of self-efficacy

Prior experiences and prior success

Behavior models (observing success)

Persuasion

Assessment of current physical & emotional

capabilities

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Personality Characteristics

in Organizations

Self-Estee

Feelings ofS

elfW

orth

Success tends

to increase

self-estee

Failure tends

to decrease

self-estee

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Personality Characteristics

in Organizations

Self-MonitoringBehavior based on cues fro people & situations

High self monitors

flexible: adjust behavioraccording to the

situation and thebehavior of others

can appearunpredictable &inconsistent

Low self monitors

act from internal statesrather than from

situational cues show consistency

less likely to respond towork group norms orsupervisory feedback

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Who Is Most Likely to . . .

Low-self

monitors

High-self

monitors

Get promoted

Change employers

Make a job-relatedgeographic move

Accomplish tasks, meet othersexpectations, seek out centralpositions in social networks

Self-promote

Demonstrate higher levels of managerialself-awareness; base behavior on others

cues and the situation

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Personality Characteristics

in Organizations

Positive Affect - an individuals tendency to

accentuate thepositive aspects of oneself, other

people, and the world in general

Negative Affect - an individuals tendency to

accentuate the negative aspects of oneself, otherpeople, and the world in general

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Personality Characteristics

in Organizations

A strong

situation canoverwhelm the effects

of individual personalities

by providing strong cues

for appropriate

behavior

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Personality Characteristics

in Organizations

trong

personalities

will dominate

in a weak

situation

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Ho is Personality Measured?

Projective Test - elicits an individuals response toabstract stimuli

Behavioral Measures -personality assessments thatinvolve observing an individuals behavior in acontrolled situation

Self-Report Questionnaire - assessment involving an

individuals responses to questionsMyers-BriggsType Indicator (MBTI) - instrument

measuring Jungs theory of individual differences.

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Myers-Briggs Type Indicator

Based on Carl Jungs work

People are fundamentally different

People are fundamentally alike

People have preference combinations for

extraversion/introversion, perception, judgment

Briggs & Myers developed the MBTI to understandindividual differences

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MBTI Preferences

Preferences Represents

Extraversion Introversion Ho onere-energizes

Sensing Intuiting Ho one gathersinfor ation

Thinking Feeling Ho one akesdecisions

Judging Perceiving Ho one orients to theouter orld

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ocial Perception -interpreting infor ation

about another person

Social Perception

Barriers Selective perception

Stereotyping

First-i pression error

Projection

Self-fulfilling prophecies

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ocial Perception -interpreting infor ation

about another person

Social PerceptionPerceiver Characteristics

Fa iliarity ith target

Attitudes/Mood

Self-Concept

Cognitive structure

Target Characteristics

Physical appearance

Verbal co unication

Nonverbal cues

Intentions

Situational Characteristics

Interaction context

Strength of situational cues

Barriers

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I pression Manage ent

Impression Management process by whichindividuals try to control the impression others

have of them Name dropping

Appearance

Self-description

Flattery

Favors

Agreement with opinion

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Attribution Theory

Attribution theory - explains how individualspinpoint the causes of their own behavior or that of

others

Information cues for attribution information gathering

consensus

distinctiveness

consistency

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Attribution Biases

Fundamental Attribution Error - tendency

to make attributions to internal causes whenfocusing on someone elses behavior

Self-serving Bias - tendency to attribute ones

own successes to internal causes and ones

failures to external causes