MGT325Notes - CHAPTER 6 Perception and Individual Decision...

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Perception and Individual Decision Making Perception A process by which individuals organize and interpret their sensory impressions in order to give meaning to their environment People’s behavior is based on their perception of what reality is, not on reality itself The world as it is perceived is the world that is behaviorally important Factors that influence perception Factors in the perceiver o Attitudes, motives, interests, experience, expectations Factors in the situation o Time, work setting, social setting Factors in target o Novelty, motion, sounds, size, background, proximity, similarity Attribution Theory: Judging Others Our perception and judgment of others is significantly influenced by our assumptions of the other person’s internal state o When individuals observe behavior, they attempt to determine whether it is internally or externally caused Internal causes are under that person’s control External causes are not under the person’s control Causation judged through: o Distinctiveness Shows different behaviors in different situations o Consensus Response is the same as others to same situation o Consistency Responds in the same way over time Errors and Biases in Attributions Fundamental Attribution Error o The tendency to underestimate the influence of external factors and overestimate the influence of internal factors when making judgments about the behavior of others We blame people first, not the situation Self-Serving Bias o The tendency for individuals to attribute their own successes to internal factors while putting the blame for failures on external factors o It is ‘our’ success, but ‘their’ failure Frequently Used Shortcuts in Judging Others Selective Perception o
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This note was uploaded on 10/13/2011 for the course MGT 325 taught by Professor Roth during the Spring '07 term at Michigan State University.

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MGT325Notes - CHAPTER 6 Perception and Individual Decision...

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